Managing The Professional Service Firm

Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 1471109658
Size: 10.67 MB
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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.'

Managing The Professional Service Firm

Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 1416586369
Size: 19.27 MB
Format: PDF
View: 7423
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International expert and consultant David Maister offers a brilliant and accessible guide to every management issue at play in professional firms. Professional firms differ from other business enterprises in two distinct ways: first, they provide highly customized services and thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalized, 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 recognizing 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.”

The Art Of Managing Professional Services

Author: Maureen Broderick
Publisher: Pearson P T R
ISBN: 9780137042524
Size: 65.14 MB
Format: PDF, ePub, Mobi
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"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"

Client At The Core

Author: August J. Aquila
Publisher: John Wiley & Sons
ISBN: 0471681873
Size: 50.88 MB
Format: PDF, ePub
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"Clients At The Core is an essential blueprint to helping us all take the next steps. The authors, battle scarred by the evolution of professional firm management and marketing from then to now, have captured the changing needs of the firms in this turbulent new economic era. This is a well-written book that uses plain language to convey practical, well thought-out ideas." -Patrick J. McKenna, a leading international consultant to professional service firms "The authors have captured the changing role of professional services marketing and firm management. There is valuable insight [in this] down-to-earth guide to competing successfully in the new environment." -David Maister, author and consultant "The book is a masterpiece! Aquila and Marcus have produced the essential guide for managing a professional services firm. They've marshaled their considerable real-life experiences and far-reaching vision into a veritable operating manual for the successful firm." -Rick Telberg, Editor at Large, American Institute of Certified Public Accountants "At its heart, this book is the running shoe for legal and accounting professionals who want to put the client first. Following the evolution of the industry over the past twenty-five years, this must-have for every professional services firm is the key to leading in the turbulent and highly competitive waters ahead." -Richard S. Levick, Esq., President, Levick Strategic Communications, LLC coauthor, Stop the Presses: The Litigation PR Desk Reference "Client selection and retention is one of the critical success factors for a professional services firm, and Aquila and Marcus do a masterful job at educating us on the necessary ingredients of each. The chapters on firm governance and paying for performance are thought provoking and certainly challenging to the conventional wisdom. If you want a better understanding of marketing and leading a professional firm in these turbulent times, this book is essential." -Ronald J. Baker, author, Professional's Guide to Value Pricing and The Firm of the Future "Client at the Core is a commonsense approach to keeping your professional services firm relevant in the twenty-first century's client-driven economy. Aquila and Marcus have hit a home run with their insightful analysis and poignant prose." -Jeffrey S. Pawlow, Managing Shareholder, The Growth Partnership, Inc.

First Among Equals

Author: Patrick J. McKenna
Publisher: Simon and Schuster
ISBN: 1471108694
Size: 45.50 MB
Format: PDF, Docs
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Managing people when you're not their boss is a challenge, particularly in professional service firms where, increasingly, top professionals are being tapped to lead their peers. Now Patrick McKenna and David Maister provide a 'play book' for professionals trying to be both a team member and coach. In industies ranging from banking and insurance to law and engineering, as well as in research labs and software companies, management responsibility is increasingly delegated - ususally without guidance - to those who head up smaller teams of professionals. FIRST AMONG EQUALS speaks directly to those who have gone from focusing on their own performance to being a group manager in charge of leading others. From understanding the group leader role to setting terms of reference and effectively dealing with talented prima donnas, McKenna and Maister present a thorough introduction to managing and orchestrating talent.

Practice What You Preach

Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 1471105687
Size: 59.23 MB
Format: PDF, Mobi
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In today's highly competitive realm of professional service firms, the quest for individual stardom is at an all-time high. The temptation to rack up the most billable hours and out-perform one's fellow advisers is often irresistible. But it is also shortsighted and terribly counterproductive, according to world-renowned authority and acclaimed author David Maister. In this groundbreaking book, Maister issues a much-needed wake-up call to today's professional service firms. Arguing that a far greater contribution to a firm's success can come from those who find fulfilment in seeing other's succeed rather than those who assume the role of "most valuable player". The author outlines and discusses in detail the nine key "people" issues upon which successfully managed and profitable organisations rely. Supporting his findings with a range of compelling data, Maister demonstrates how and why firms that emphasise the highest standards of employee professionalism are invariably more financially successful than those that don't.

Managing The Professional Practice

Author: Hedley Smyth
Publisher: John Wiley & Sons
ISBN: 9781444392357
Size: 34.92 MB
Format: PDF, ePub, Docs
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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

Leading And Managing Professional Services Firms In The Infrastructure Sector

Author: Tim Ellis
Publisher: Routledge
ISBN: 1351216600
Size: 65.96 MB
Format: PDF, ePub, Mobi
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Professional services firms play a vital role in the social, environmental and economic well-being of any economy. This book considers the key skills and elements required to successfully lead and manage a professional services firm operating in the infrastructure sector. Public- and private-sector clients recognise the role that infrastructure plays in the functionality of our cities and that most urban conurbations have a backlog of infrastructure to deliver to meet the needs of increasing populations, greater urbanisation and emerging economies. Just keeping pace with projected global GDP growth will require an enormous investment in infrastructure and skilful leadership to deliver it. In response to this challenge, professional services firms will need to be well-led and well-managed to be successful and sustainable in the long-term. Such organisations must provide high-value advice, design, knowledge and innovations to get more out of the existing assets and to plan and design new assets with greater integrity and construct them more productively, efficiently and effectively. This book provides practical frameworks for emerging operational managers and future project leaders to prepare them to successfully manage these firms and deliver such projects in the face of new and often disruptive technologies and shifting corporate landscapes. The book is essential reading for aspiring leaders operating in all infrastructure market sectors including energy, water, sewerage, road, rail, ports, airports, education, health, justice, retail, entertainment, property and development sectors.

Managing Professional Service Delivery

Author: Barry M. Mundt
Publisher: CRC Press
ISBN: 1439851425
Size: 31.84 MB
Format: PDF, ePub, Docs
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Although the nature of service delivery varies significantly from profession to profession, the way the service is delivered tends to be fairly consistent among professions—or, at least, it should be. A step-by-step guide, Managing Professional Service Delivery—9 Rules for Success describes in detail how to achieve the internal discipline and control necessary to manage professional service engagements and long-term success in the professional services industry. It details engagement-tested methods for success at every step in delivering a professional service and includes real-life examples from a number of professional service organizations. Here’s What You Get: The steps for how to develop your niche in the marketplace A structure for how to manage professional service delivery, from start to finish Tips on how to set up an environment and develop a culture that will result in superior service delivery—such that the delivery process incorporates rigorous internal discipline and control Discussion of rapid implementation and deployment concepts that can be attained without compromising internal discipline and control Examples of documentation standards for professional service proposals and deliverables (reports) Discussion of application of the 9 Rules for Success in two engagements conducted by the authors The authors draw on their many years of experience in the field of management science to lay out procedures, tools, and techniques that address each step of the life cycle of an engagement—from definition of the services to be delivered, to evaluation of the results with the client. They take a back-to-basics approach that can be used in any size organization, from a sole practitioner to a firm of up to 75 practitioners and support staff as well as larger firms that also may be experiencing sustainability issues with their process improvement initiatives. The book guides you—starting with the 9 Rules—through the maze of obstacles in delivering your professional service.

True Professionalism

Author: David H. Maister
Publisher: Simon and Schuster
ISBN: 1471108511
Size: 37.91 MB
Format: PDF
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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.