In the HBR of May 2008 there is an article from Werber Reinartz and Wolfgang Ulaga about how manufacturing companies can sell value added services more profitably. Four steps to developing a profitable services capability are mentioned:
1. Recognize that you already have a services company. Charge for services
2. Industrialize the back office. Exploit new technologies
3. Create a service-savvy sales force. From cost-plus pricing to value-based pricing
4. Focus on customers' processes.
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