Making the Move to High Value Consulting

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1 Making the Move to High Value Consulting Transitioning from Staff Augmentation to Professional Services Webinar will start at 10:00 am PST

2 People People Making the Move to High Value Consulting Transitioning from Staff Augmentation to Professional Services Jeanne Urich Managing Director Service Performance Insight Copyright 2012 Service Performance Insight, LLC Copyright All rights reserved. Not for distribution. All Rights Reserved. Not for Distribution. People People

3 Agenda Industry Dynamics Business Model Comparison 2013 PS Maturity Benchmark Results Clarizen Overview Future State Case Study Questions and Answers Service Performance Insight Copyright All rights reserved. Not for distribution. People People

4 High Value Consulting INDUSTRY DYNAMICS Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

5 Changing Industry Dynamics Intensify PS Pressure Global Competition PSO Revenue & Profit Sophisticated Procurement Practices Increased Project Complexity Service Performance Insight Rapidly Changing Technology Environment Copyright 2013 All rights reserved. Not for distribution. People People

6 Headquarters Location The 2013 PS Maturity Model 234 PSOs completed the survey South/Central America 79% North America 16% Europe 5% APAC Asia Africa Middle East Eastern Europe Australia/New Zealand Western Europe North America 0% 20% 40% 60% 80% Percentage of Observations Service Performance Insight 6 Copyright 2013 All rights reserved. Not for distribution. People People

7 Maturity Matters! 234 PSOs Level 1 Initiated Level 2 Piloted Level 3 Deployed Level 4 Institution. Level 5 Optimized Employee annual attrition 6.14% 8.14% 7.79% 6.74% 7.08% Consultant utilization 64.1% 68.0% 71.7% 78.7% 80.0% Projects delivered on-time 75.0% 77.3% 79.7% 82.3% 83.8% Annual revenue per employee (k) $115 $156 $181 $211 $215 Earnings before Income Taxes, Depreciation & Amortization (EBITDA) 1.3% 9.8% 13.2% 27.1% 37.0% Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

8 2013 PS Maturity Top Challenges Organizational Challenge 2012 Survey Talent management 4.28 Improve quality and consistency 4.20 Improve sales and marketing 4.18 Achieve revenue and margin targets 4.18 Support rapid growth and expansion 4.09 Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

9 The Talent Cliff By 2018, the US will face a projected shortfall of 223,800 workers with background in Science, Technology, Engineering and Math Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

10 High Value Consulting BUSINESS MODEL COMPARISON Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

11 Importance to the Client Four Types of Service Providers Total Solution Providers Lead with global reach and solution breadth Game Changers Lead with strategy, transformation, competitive advantage Vendors Lead with cost & efficiency advantages Specialists Lead with unique knowledge & skills Uniqueness of Offering Source: Alexander Consulting Service Performance Insight 11 Copyright 2013 All rights reserved. Not for distribution. People People

12 Importance to the Client The Four Services Strategies Big Bang Differentiate through breadth and depth of solution. Convenience. Break-Through Differentiated by perceived premium quality, thought leadership and personal relationships. Lean and Mean Lead with cost & efficiency advantages. Niche Differentiated through focus, unparalleled solutions in the niche, compelling point of view and thought-leadership. Uniqueness of Offering Source: Alexander Consulting Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

13 Pick your space and own it! High Value Consulting Requires Industry Focus And Specialization To deliver value High Value Consulting Focus Specialists High-touch High-value EFFECTIVE Staff Augmentation High Volume Transactions Generalists Low - cost EFFICIENT Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

14 Which qualities are most important when buyers select a consulting firm? Competence in a particular area Understanding of your industry or business Value of service relative to cost Reputation Ability to complete the project in a timely manner Up to date on trends, insights & information Global presence or international capabilities Personal relationships between your company Other 1% 25% 18% 17% 12% 40% 46% 51% 68% Source: Economist Intelligence Unit Source: Economist Intelligence Unit Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

15 Business Model Comparison Business Model Staff Augmentation High Value Consulting Contract Model Vendor Service Agreement Master Service Agreement Work Description Work or Job Order Pricing Sales Model Project responsibility Delivery Model Cost Plus Telesales - Two desk Sales + recruiting Deliver required skills for committed time Primarily on-site client s methods and tools Statement of Work Time and Materials, Fixed Price, Deliverables Dedicated sales or senior partner-led Responsible for business outcomes Virtual project teams strong methodology and IP Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

16 Success Factors Staff Augmentation Brand and reputation Scale Sales & Recruiting Driven Efficient High volume generic skills Cost plus pricing Integrated CRM, sourcing, resource management and pricing High Value Consulting Brand and reputation Specialization Thought Leadership Driven Effective Low volume specialists Service delivery methods, tools, IP Integrated CRM, resource management and projects Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

17 High Value Consulting 2013 PS MATURITY BENCHMARK RESULTS Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

18 Type of Work Sold 234 PS firms PS Revenue Source 2012 ESO PSO Technology or IT consulting 47.1% 62.0% 38.9% Business / management consulting 28.9% 17.0% 35.4% Managed services 7.3% 8.8% 6.5% Staff augmentation 5.7% 4.7% 6.3% Other 11.0% 7.6% 12.9% Total 100.0% 100.0% 100.0% Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

19 Business Model Metric Comparison Key Performance Indicator (KPI) Staff Augmentation IT Consulting Management Consulting No. of firms Annual growth 13.7% 12.8% 9.2% % of employees billable or chargeable 77.1% 75.6% 75.0% Recommend company to friends/family Employee annual attrition 9.2% 7.2% 6.6% Billable Utilization 77.9% 69.2% 70.8% Annual revenue per billable consultant (k) $180 $206 $203 Annual revenue per employee (k) $154 $167 $169 EBITDA 12.2% 16.9% 15.6% PSA is integrated 66.7% 44.9% 41.7% Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

20 Hourly Bill Rate Comparison Role Staff Augmentation IT Consulting Management Consulting Senior VP / VP $239 $241 $266 Director $203 $217 $204 Delivery Manager $149 $198 $189 Program / Project Manager $142 $188 $177 Business Consultant $162 $181 $175 Senior Technical Consultant $147 $186 $170 Technical Consultant $121 $167 $145 Solution Architect $156 $194 $165 Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

21 Integrated Business Applications Make the Difference 114% more sales to new clients 18% higher win-to-bid ratio 50% higher EBITDA Improved planning, reporting, visibility Achieve revenue & margin targets Manage cash flow 31% fewer projects cancelled 23% higher growth rate 4% higher utilization Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

22 The Benefits of Integrated PSA Billable Utilization (2,000 hrs.) 67.3% 74.2% 75.6% Revenue Per Employee $153K $172K $183K Sales Pipeline to forecast 180% 204% 222% Real-time visibility (1 to 5 scale) Reference Clients 70% 74% 77% Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

23 People People 2013 PS Maturity Benchmark Just released! Service Performance Insight Copyright All rights reserved. Not for distribution. People People

24 Guy Shani COO Clarizen Phone: (650)

25 Clarizen at a glance Founded in 2006, commercial release in 2009 Offices in San Mateo, CA, Israel, and global sales offices in key markets Over $37 million raised, backed by Benchmark, Carmel Ventures, Dag, and Opus Ventures Friction-free product acquisition, pure SaaS delivery model 1,500+ global customers, tens of thousands of users Growing rapidly: 4,000 new companies start 30-day trial every month

26 How Do People Work Today?

27 Clarizen The Way to Work

28 Clarizen and Salesforce.com -- Bridging the Gap

29 Clarizen Project Detail in Salesforce

30 Metrics, Dashboards and KPI s

31 Future State Clarizen Case Study February 2013

32 OUR EXPERTISE FUTURE STATE 7

33 WHO WE WORK WITH Future State has a 30-year history of creating a lasting impact for Fortune 500 companies. From building an online learning university for one of the nation's largest banks to helping two titans of the drug development industry merge, the outcomes we deliver are learning, improving, building, connecting and adoption.

34 OUR PATH FROM STAFFING TO PROFESSIONAL SERVICES Founded by Meryl Natchez

35 OUR PATH FROM STAFFING TO PROFESSIONAL SERVICES First large-scale documentation project

36 OUR PATH FROM STAFFING TO PROFESSIONAL SERVICES Y2K and.com boom: Commoditization of staffing accelerates

37 OUR PATH FROM STAFFING TO PROFESSIONAL SERVICES The rise of VMS: margin pressure from set rate cards

38 OUR PATH FROM STAFFING TO PROFESSIONAL SERVICES Change Management offering added

39 OUR PATH FROM STAFFING TO PROFESSIONAL SERVICES Sold to ESOP

40 OUR PATH FROM STAFFING TO PROFSSIONAL SERVICES Partner Model Implemented

41 OUR PATH FROM STAFFING TO PROFESSIONAL SERVICES Practices Division Piloted

42 OUR PATH FROM STAFFING TO PROFESSIONAL SERVICES SalesForce Clarizen Implemented

43 WHY CLARIZEN? SalesForce Integration Project Accounting SaaS Extremely Customizable Time Reporting to support hours and days Fast implementation Price

44 Implementation Strategy Time & Expense SalesForce & Budget Schedule Resource Planning

45

46 Best Practices Keep leadership engaged and involved from selection to implementation Include your users in customization, build what they want Don t bite off too much at one time Stay focused on customer satisfaction Incent your team to use the system

47 Kathy Krumpe Director, Practice Management Phone: (925)

48 Questions and Answers Announcing Availability of the 2013 PS Maturity Benchmark! Try out the integration today! Clarizen Free 30 Day Trial! Visit for more information or Service Performance Insight Copyright 2013 All rights reserved. Not for distribution. People People

49 Clarizen Free Trial Try out the integration today! Clarizen Free 30 Day Trial

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