The leadership journal
The commercial value of a service depends on its availability when the customer needs it. A fictional programme mistake shows why an annual hours account needs to be examined against the actual timetable.
Read the essayA busy service diary can contain very different commitments. The commercial model needs to explain what is being reserved, who carries uncertainty and when a possibility becomes an agreed assignment.
Read the essayIn a professional-service acquisition, established revenue can depend on relationships and judgements that need a credible route into the next ownership period. A proposed purchase should show that route before the price dominates the discussion.
Read the essay