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Redefining services - Feedback - Letter to the Editor

Communications News, June, 2002 by M. Scott Mulwee

To Morris Edwards:

I recently read your article "Look for Recovery in 2003" ("Netcom Update," Dec. 2001). As you may be able to tell, my company specializes in both of these markets, and your article prompted some reassurance that we do have a shot.

(I am curious about what) clients are really going to be looking for in terms of technology experience from these services firms (i.e., data recovery, security, business process)? (Will) companies value project-based services over staff augmentation, or is there a differentiator either way?

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Our business is changing as we speak, based on the economy and new demands from our clients for quantitative ROI/ EVA information to provide for budgeting. The real challenge is competing in a space that has competitors all along the spectrum and how you differentiate from each of them (i.e., Big 5 vs. technical staffing). In addition, we are taking a strong look at past demand, skill sets, and attempting to redefine our services based on the evolution of technology and sometimes trends. I would be interested in (readers') thoughts and any feedback in regards to pure-play network consulting organizations.

--M. Scott Mulwee Belenos Inc. smulwee@belenosinc.com

Technology Industry

Redefining services - Feedback - Letter to the Editor

Communications News, June, 2002 by M. Scott Mulwee

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