by Sam Klaidman | Jul 24, 2019 | Growth
A large part of the job of a Service Executive is to grow your service business. This is true even if you are not a profit center, especially if you are one. And the key to successfully growing your business is to focus all your planning efforts on customers and...
by Sam Klaidman | Nov 2, 2018 | Growth
On October 30, 2018, Reuters published an article about Long-term Service Agreement Revenue titled “General Electric reveals deeper regulatory probe, restructuring.” In the section titled INVESTIGATION DEEPENS, the article reported: GE has said it learned...
by Sam Klaidman | Oct 29, 2018 | Growth
Introduction A corporate executive must understand why customers buy products and related services. Most capital equipment manufacturers have learned that equipment margin contributions are crucial, but aftermarket services margin contributions are at least twice as...
by Sam Klaidman | Oct 8, 2018 | Growth
New standards limit the “smoothing” of revenue and income in long-term service contracts By Sam Klaidman and Ron Giuntini. This post originally appeared on Si2 Service in Industry Hub INTRODUCTION For many years, revenue recognition financial accounting...
by Sam Klaidman | Aug 9, 2018 | Growth
Collecting and using customer data is the first step in creating products and services that drive improving customers’ desired outcomes. And this is the prerequisite to growing shareholder value. How do we know that data is so important? Deming was a globally...
