Finding new, profitable streams of revenue is one of the prime objectives of almost every executive on the planet. But the choices are few, the challenges big, and the results often mixed. Savvy business leaders in all kinds of industries are discovering that selling services cannot only deliver new, profitable growth, but can simultaneously sell more products. Is it simple? No. Is it easy? Of course not. Is it worth the effort? Absolutely! Companies that are successful at selling services receive 25% to 55% of their total revenue from services at profit margins the same or better than product profit margins. Furthermore, these organizations are able to grow their services revenue 25% faster, at margins twice as high, as their competitors. Seriously Selling Services offers research-based, field-proven core and best practices, lessons learned, and benchmarks for building a successful services business. Alexander, a world-renown researcher, speaker, consultant, and best-selling author on the subject of services, brings to light the misconceptions that can stop serious initiatives before they get started and offers fresh insights on how to succeed in this lucrative and worthwhile endeavor. Regardless of the industry you re in, it s time to seriously sell services!

Seriously Selling Services: How to Build a Profitable Services Business in Any Industry

James A. Alexander

Business & Money

Thomson-Shore, Inc.

In business, seeing the next paradigm shift in how to effectively navigate a company to achieve high performance and competitive advantage isn't just important-it's crucial. In their new book, S-Business: Reinventing the Services Organization, James A. Alexander and Mark Hordes offer a comprehensive and focused approach by which decision-makers in product, professional services and support services organizations can embrace services as a strategic weapon. This is the essence of S-Business.Giant organizations like IBM and General Electric, once thought of as pure product companies, are actively implementing s-business strategies. IBM Global Services generates more than $33 billion in annual revenue; for each dollar earned on software, $162 is paid out in services. Professional services firms such as Accenture and McKinsey are reinventing their marketing, delivery and alliances to meet the ever expanding issues and needs of customers and clients for comprehensive services. All segments of the economy will be touched by the new s-business paradigm shift. No organization of any size, in any market or geography, can afford not to implement an s-business strategy.

S-Business: Reinventing the Services Organization

Mark W. Hordes

Management & Leadership

Select Books Inc

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Books by James A. Alexander