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Table of Contents

Viewpoint Overarching Frameworks Supporting Frameworks Chapter STRATEGIC LEVEL 100,000 ft Product-Services Wheel 4 Qualifying Questions 10 Key Parameters for the PS Business   Introduction Ch 1: Mapping the Voyage Ch 2: Setting the Parameters Ch 12: Four Phases of Building PS Afterword: Summary of Key Concepts TACTICAL LEVEL 50,000 ft Profitability Triangle PS Organizational Model Customer Engagement Model Project Delivery Model Solution Development Model Go To Market Framework Operational Infrastructure Framework Aligning Core Competencies Aligning Skills Ch 3: Levers for Profitability Ch 4: Organizational Overview Ch 5: Selling Ch 6: Delivering Ch 7: Productizing Ch 8: Promoting Ch 9: Operational Infrastructure Ch 10: Putting it All Together Ch 13: Unique Issues OPERATIONAL LEVEL Ground Level Customer Engagement Model Customer Engagement Workflow Ch 11: Customer Engagement Workflow Appendix: Solution Portfolio Management Appendix: Key Financial Models Appendix: Quarterly PS Business Review Process Appendix: Customer Check List Appendix: Sample Project Review Appendix: Customer Request & Qualification Form Appendix: Glossary of PS Terms