Professional services
•
•
•
•
•
•
Accounting
Consulting
Legal
IT Services
Outsourced services
Staffing
Media and entertainment
AEC and real estate
•
•
•
•
Architecture and engineering
Construction
Specialty trade contractors
Commercial real estate and
Property management
•
•
•
•
•
Advertising
Broadcast
Film
Music
Publishing
Relationships
Expertise
Results
Execution
Performance
With foresight as well as
integrated and flexible systems,
firm leadership can optimize
people and processes,
streamline operations, deliver
distinctive client experiences,
and fulfill profitable growth
objectives
EBITDA
Project
margin
Backlog
On-time
delivery
Bid-to-Win
Resource
management
Bill rates
Attrition
SPI Research
Level 5
Level 4
Level 3
“Maturity is determined through alignment
and focus both within and across functions.”
Bid-to-win ratio (per 10 bids)
Level 2
Level 1
30%
25%
25%
15%
5%
4.28
4.72
5.38
5.39
5.44
191%
200%
229%
260%
256%
Employee billable utilization
69%
72%
77%
79%
74%
Projects delivered on time
68%
75%
81%
82%
80%
Annual revenue per billable consultant (k)
$154
$184
$247
$227
$253
Annual revenue per employee (k)
$138
$150
$200
$210
$231
Project margin
29%
33%
38%
45%
44%
6.7%
6.4%
12.6%
15.7%
28.8%
Deal pipeline relative to quarterly bookings forecast
Earnings before income taxes, depreciations and
amortization (EBITDA)
At Level 4 the organization has implemented structured business processes and utilizes integrated information systems to assure there is “one view of the business.”
Source: SPI Research analysis for Microsoft based on 2014 and 2015 Professional Services Maturity™ Benchmark study data for 156 organizations with over 100 employees and an average size of 724 employees.
Competitive differentiation
Market
average
Segment
average
for
lifestyle
buyers
Relationships
Expertise
Tridel’s “other customer” and virtual workforce
Execution
Streamline property closings
Execution
Zero invoice goal
Execution
Results
High
Sustainable
Advantage
External
Weapon
D
E
Difficulty to Copy
External
Differentiator
External
Qualifier
C
Internal
Enabler
A
Low
Low
B
Client perception of value
Source: Modified technology strategy framework by professor Rebecca Henderson, faculty at Harvard Business School
High
Difficulty to Copy
High
Sustainable
Advantage
External
Weapon
External
Differentiator
Zero
Invoice
Goal
Integrated online
property closing
Icon border
color key
External
Qualifier
Internal
Enabler
Low
Low
Client perception of value
High
Icon border
color key
Difficulty to Copy
High
Zero
Invoice
Goal
Area color
key
Integrated online
property closing
Low
Low
Client perception of value
High
High
Sustainable
Advantage
External
Weapon
Difficulty to Copy
External
Differentiator
External
Qualifier
Internal
Enabler
Low
Client perception of value
Low
Transaction
Engagement
High
Intelligence
High
Sustainable
Advantage
Icon border
color key
External
Weapon
Difficulty to Copy
External
Differentiator
External
Qualifier
Internal
Enabler
Low
Low
Client perception of value
High
High
Sustainable
Advantage
External
Weapon
Difficulty to Copy
External
Differentiator
External
Qualifier
Internal
Enabler
Low
Low
Client perception of value
High
Monday
9:00 AM
10:00 AM
Tuesday
CS15A035
ID15C550
Ten ways to improve employee Microsoft Dynamics CRM for
productivity with Microsoft
project-based services firms:
Dynamics AX 2012 R3
Case studies and lessons
learned
ID15A007
11:00 AM
2:00 PM CS15C505
What's new: Microsoft Dynamics CRM
2015 for the Service Industries
Wednesday
Microsoft Dynamics for U.S.
government contractors
ID15A008
Microsoft Dynamics AX for project based services firms: Case
studies and lessons learned
CS15A034
Microsoft Dynamics AX 2012 R3 for
project-based services firms
3:00 PM
:30 CS15A004
Aligning business and IT strategy in
4:00 PM project-based services firms
5:00 PM CS15A037
How services firms can use Microsoft
BI solutions with Microsoft Dynamics
AX and CRM to gain a competitive
advantage
Color key
CS15C504
From concept to close: How
Innovation Process Management
(IPM) helps drive revenue growth in
project-based services firms
Twitter: @MSFTConvergence,
Facebook: /MSFTConvergence, LinkedIn: /company/microsoft-convergence