You Cant Be All Things To All People
Many services companies have experienced growing pains this year, blaming "slowdowns in spending" and "longer sales cycles." But there are deeper issues at work here.Many services companies have experienced growing pains this year, blaming "slowdowns in spending" and "longer sales cycles." But there are deeper issues at work here. The fundamental problem was reliance on the wrong business model. Under the end-to-end service model, companies sought to excel at every aspect of Internet developmentfrom strategy, marketing and design, to systems engineering and integration. The emphasis was on the breadth of services, not the depth of expertise. Too many companies tried to be all things to all people.
In stark contrast, recognizing and nurturing a core competency pays huge dividends. The focused vendor is better positioned to understand the needs of clients and has the ability to quickly adapt to changing market forces. Lacking focus, too many vendors grew too fast, spread themselves too thin, and ultimately labored to attract clients with end-to-end projects. That created tension, forcing end-to-end vendors to make tough choices, such as take on work utilizing only part of their offering, or keep looking.