• Being absolutely clear about which
segment(s) each of the firm’s services fall
within
• Organizing the service delivery process
and having the appropriate resources for
each segment
• Developing the internal capabilities applicable
to each segment
• Not expecting the same people to work
across the Standardized and Expertisedriven
segments, as those segments
demand different capabilities as well as
organization
• Communicating the different service
offerings to clients and being completely
honest about the differences
• Communicating the differences internally,
explaining the type of work the
firm does within each segment, and letting
everyone know how the work is
delivered and what the mechanisms are
for getting it to market
• Being clear about the business development
challenges of each segment and
incorporating them into their business
development strategies
• Knowing who the buyers are in the different
segments
• Managing the client or target’s perceptions
of value, both organizationally and
with the different buyers
• Tailoring specific business development
activities to the different buyers