Managing The Professional Service Firm

Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 1471109658
Size: 18.79 MB
Format: PDF, ePub
View: 363
Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalised, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals. Drawing on more than ten years of research and consulting to these unique and creative companies, David Maister explores issues ranging from marketing and business development to multinational strategies, human resources policies to profit improvement, strategic planning to effective leadership. While these issues can be complex, Maister simplifies them by recognising that 'every professional service firm in the world, regardless of size, specific profession, or country of operation, has the same mission statement: outstanding service to clients, satisfying careers for its people and financial success for its owners.'

Strategic Management Of Professional Service Firms

Author: Bente Løwendahl
Publisher: Copenhagen Business School Press DK
ISBN: 9788763001274
Size: 68.40 MB
Format: PDF, Docs
View: 4425
Aimed at practitioners and academics, this third edition discusses various issues such as to what extent are professional service firms (PSFs) different, when is a service (not) professional, what are particular challenges in managing PSFs, what are important strategic issues for PSFs and more.

The Professional Services Firm Bible

Author: John Baschab
Publisher: John Wiley & Sons
ISBN: 0471704415
Size: 69.12 MB
Format: PDF
View: 4865
Spanning everything from legal firms and architects to fundraisersand dentists, the professional services industry continues toexperience spectacular growth yet remains largely undocumented inbusiness literature. Until now. The Professional Services Firm Bible is a sophisticatedand comprehensive guide to running a highly productive professionalservices organization. Top consultants John Baschab and Jon Piotprovide specific and sharply defined policies, practices and toolsfor each important aspect of managing the professional servicesfirm, allowing you to assess current operations and develop astep-by-step plan for realising measurable productivityimprovements. Further, the book will help you improve financialperformance by managing costs, getting the most from externalvendors and improving revenues. The Professional Services Firm Bible is full of bestpractices, proven advice and practical techniques and includes aCD-ROM with customizable tools every professional services firm canuse to achieve improvements. Please visit andwww.impactinsights.comfor more information on the book and top consultants John Baschaband Jon Piot.

Effective Client Management In Professional Services

Author: Mr Jack Berkovi
Publisher: Gower Publishing, Ltd.
ISBN: 1472407989
Size: 72.27 MB
Format: PDF, Kindle
View: 1934
How do firms become Client-centric? Effective Client Management in Professional Services is about putting the Client first, everywhere, in the activities of professional services firms. The book introduces The Client Management Model™ to enable firms to assess their level of Client orientation and relationship development. It also features The Client Management Index™ which enables firms to benchmark their result against their peers. Many firms are still developing and improving their commercial structures and approaches to attract, develop and retain Clients. Characteristically, professional services firms tend to lag their consumer goods and service industry counterparts in overall commerciality. Only recently have they discovered the value of having a strong brand promise with the associated employee engagement. In many firms achievement of Client satisfaction is not a strategic objective; this may need to be reviewed. This book provides a comprehensive, pragmatic guide to the Client relationship journey, from identifying potential Clients to their engagement, care, retention, development, loyalty and beyond. The handbook format has exercises and tools which can help to establish which Clients are likely to be the most lucrative and thus provide the desired financial returns. The book also includes insights from top practitioners, anecdotes, case studies, charts and useful exercises and checklists. Readers can also determine their own level of effectiveness using the end of chapter reviews and a diagnostic tool to produce a Client Management Profile™.

Strategic Management Of Professional Service Firms

Author: Stephan Kaiser
Publisher: Springer Science & Business Media
ISBN: 9783642160639
Size: 23.84 MB
Format: PDF, ePub
View: 205
Managing strategies for professional service firms is an important and complex activity. The main issues in this book cover the core management principles for service firms in a comprehensive way. Based on current research findings it includes the management of service quality, knowledge and marketing as well as people, organizational and strategic issues. In understanding critical resources managers and partners will be able to effectively develop and exploit them. The book contains practical advice and offers a profound insight into the managerial excellence of service companies.

The Art Of Managing Professional Services

Author: Maureen Broderick
Publisher: Pearson P T R
ISBN: 9780137042524
Size: 50.19 MB
Format: PDF, ePub, Docs
View: 1259
"High praise for Maureen Broderick.... Her book gives firm leaders a step up in competing on the global landscape."-James Turley, Chairman and CEO, Ernst & Young "Anyone involved in the management of a professional service firm will find real value here."-David Childs, Global Managing Partner, Clifford Chance "Maureen Broderick brings shape and clarity to the vital, but abstract, essence of professional service firms." -Ralph Shrader, Chairman and Chief Executive Officer, Booz Allen Hamilton "Broderick's book is filled with best practices that will help all kinds of companies-whether they are professional service firms or not-meet the challenges of doing business in the 21st century."-Ray Kotcher, Senior Partner and Chief Executive Officer, Ketchum "Every professional service partner-and aspiring partner-should read this book."-Paul Laudicina, Managing Officer and Chairman, A.T. Kearney "This comprehensive overview of best practices from the world's leading firms will resonate with leaders and managers."-Eric Friedman, Executive Partner, Skadden, Arps "The takeaways are fantastic!"-Andy Cohen, Co-CEO, Gensler "One only needs to read this book to realize that managing a professional service firm is very much an art, if not a science, worthy of its own special study and examination."-Mike Goss, Managing Director and COO, Bain Capital Building and managing a professional service firm is very different from running a product-based business. Infrastructure, governance, talent acquisition and retention, and compensation and financial management vary significantly from traditional corporate environments. Conventional management advice doesn't offer all the answers, and mainstream business gurus rarely address the unique challenges facing professional service firm leaders. "The Art of Managing Professional Services "is one of the most comprehensive, research-based guides to firm management ever written for the industry. Based on more than 130 in-depth interviews with leaders of the world's top firms, the book offers practical, proven, best practices on how to tackle the ten critical areas that firm leaders must monitor to build and maintain a strong organization: vision, values, and culture; people; clients; services; finance; positioning; partnership; strategy; structure; and leadership style. Maureen Broderick draws on her 30 years of experience in professional services to explore both the art and science of running a high performance firm. She presents tangible processes and programs--including 40 featured best practices--that readers can tailor to their own organizations and cultures. Inside you will learn: ” How to create and maintain a shared vision, values, and culture” Best programs to recruit, train, and retain great people” Strategies to develop and manage a profitable portfolio of clients” What it takes to innovate services and share knowledge” The key metrics to monitor financial health” Insights into effective positioning, marketing, and selling firm services” Proven practices for rewarding and managing the partnership” A guide to both long-term and annual strategic planning” Balancing structure and governance in a consensus-driven organization” Secrets for leading "incredibly smart and independent people"

True Professionalism

Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 1471108511
Size: 26.11 MB
Format: PDF, ePub, Mobi
View: 1523
Are some technically competent professionals who work hard and long hours 'true professionals' or are they just cruisers? In this deeply illuminating call to arms, David Maister, the world's premier consultant to professional service firms, vigorously challenges individuals to examine closely the meaning of their work and reach beyond their grasp. The pursuit of the highest standards, Maister argues, is the primary road to commercial success. He presents a visionary reconception of professionalism that encompasses a lifelong dedication to self-improvement, a personal commitment to excellence, and a true spirit of service to clients. Looking first at the individual professional, Maister dares those good corporate citizens who 'do their duty' to discover what they truly love to do. Turning to the institution, Maister focuses on what he calls the 'instability' of professional service firms today, and offers advice on how to invest in skill building. David Maister's message is a recipe for success and for professional satisfaction making TRUE PROFESSIONALISM a worthy successor to his previous writings.

Managing The Professional Practice

Author: Hedley Smyth
Publisher: John Wiley & Sons
ISBN: 9781444392357
Size: 16.67 MB
Format: PDF, ePub
View: 4560
The emphasis here is to explore the key issues influencing the culture, strategies and management operations of professional practices. The focus is upon established practices from growing ones to large international firms in the built environment. A key aim of the book is to promote aspects of management by function and activities, with discipline acting as context rather than the primary focus. The book is structured into sections around 3 main themes: managing the organisation; and managing specific issues that affect operations, and a third section reflects upon management from practitioner experience. Section I: 'Managing the organisation' looks at how the history of the firm creates both opportunities and rigidities for developing the practice, in terms of culture and market position, strategies and implementation, financial, marketing and HR management. Section II: 'Managing specific strategic and tactical issues' looks at how these affect approaches a discipline and operational processes in practices. These issues compliment those covered in Section I. Section III: 'Reflecting on practice' covers experience of those in practice and top practitioners detail how they are addressing key issues in their practice and for their discipline. Each chapter by a practitioner has a postscript from academic authors to make links back to research on theory and application. Addresses the key issues facing practice managers Collects latest research from leading academics Offers comment on current practice from top practitioners

The Trusted Advisor

Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 147110964X
Size: 47.13 MB
Format: PDF, ePub, Docs
View: 4335
Beside talent and a sterling portfolio, what can world-class consultants like Deloitte & Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable "Trusted Advisor" model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it's all about the vital ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of the decade.