Middlesex Consulting Group

› Identifying, Documenting, Pricing and Implementing Services

How much does Service contribute to your profits? Revenue? For top companies the answer to both questions is greater than 33%. These companies also have nearly 2/3 of their equipment under service contract!

Are you missing opportunities to grow your business because you have a difficult time creating and pricing Services products that really hit the mark?

You need a portfolio of services that complement your products and keep your customers coming back again and again. Your employees may not have the background or experience to know how to begin.

To design "sticky" Services you must understand:

• Your products and what makes them unique
• Your capabilities to deliver new services
• Your cost structure
• How your organization is being measured
• Your customers and how they use your products
• The environment inside your customer's business:
  • Capabilities
  • Culture
  • Willingness to pay
  • How your company is perceived

A typical Middlesex Consulting Group program consists of three distinct stages:

1. Identify and collect required information
2. Define Customer Segments and Services appropriate for each group. Articulate each unique Value Proposition and calculate a selling price and gross margin. Produce a Price List.
3. Work with Service management to commercialize the portfolio and begin selling