Ian MarkramMost IT services founders productise the wrong end of their offering. Here is how to package the buying decision instead of the delivery process.
Ian MarkramMost IT services firms lose retained clients not through bad delivery, but through a careless project close. Here is the 60-day pattern that fixes it.
Ian MarkramAI widens the gap between average and excellent consultants. Here's how to position your senior team to become irreplaceable to your best clients.
Ian MarkramMost EBIT problems in IT services firms are utilisation problems in disguise. Here's the metric your accountant doesn't track and how to fix it.
Ian MarkramMost IT services founders describe their growth ceiling as a sales or hiring problem. It rarely is. Here's how to find the real bottleneck upstream.
Ian MarkramIT services founders debate sales vs delivery hires. The real answer is the hire that gives weekly financial visibility. Here's why it changes everything.
