It S That Simple How To Build The Professional Service Firm Of The Future

Author : Lawrence K. Miles
Publisher : Dog Ear Publishing
Page : 166 pages
File Size : 42,5 Mb
Release : 2018-11-15
Category : Business & Economics
ISBN : 1457565676

Get Book

It's That Simple: How to Build the Professional Service Firm of the Future by Lawrence K. Miles Pdf

It's That Simple Are you a service professional committed to positively impacting your clients' and employees' lives? While there are many talented lawyers, doctors, accountants, and wealth managers out there, all too often these service professionals are not skilled businesspeople. Larry Miles wants to change that. It's That Simple offers an array of actionable ideas and strategies geared to building the professional service firm of the future. Miles examines the following: - How service businesses miss the opportunity to offer an exceptional experience for customers and employees - The keys to recruiting, building, and sustaining a championship team - The critical impact of a shared mission - The importance of attracting great clients--and how to do it - How to leverage new technology and why you must start now - How to build enterprise value Service professionals are in the business of helping others. With its easy-to-follow wisdom and insight, It's That Simple helps these professionals become true business leaders. "When building a championship team with the Rockets, we used many of the same principles Larry outlines in It's That Simple. In the NBA, as in professional services, you've got to purposefully build your team and your culture in order to contend for the title. Larry's concepts and techniques are action-oriented and undeniably applicable." - Leslie Alexander, former owner of the Houston Rockets - "Amidst the ocean of 'the best' business books, It's That Simple stands out for its perfect blend of guidance across business fundamentals and management. Larry's humble and relatable style belies his methodical approach to providing the reader with a clear roadmap to value creation and business greatness." - Eric N. Marton, former executive director, Cedars-Sinai Medical Center - Larry Miles is an award-winning principal with AdvicePeriod, whose team's mission is to reinvent wealth management. He was named Innovator of the Year by WealthManagement.com in 2018 and was included in InvestmentNews' "40 Under 40" list in 2017. His teams have been recognized in Inc. magazine's "Best Workplaces" and the Los Angeles Business Journal's "#1 Best Place to Work in Los Angeles." Larry also served as the youngest regional president of BNY Mellon Wealth Management and helped build and sell a national advisory firm. Larry, who graduated from Amherst College and has a master's degree from the London School of Economics, has taught leadership courses at MIT and belongs to the Young Presidents' Organization. He and his wife, Dani, live in Park City, Utah. To learn more, visit adviceperiod.com.

Author : William Earl Maxwell
Publisher : Unknown
Page : 244 pages
File Size : 45,6 Mb
Release : 1998
Category : Business & Economics
ISBN : 0966601106

Get Book

Service, Prosperity and Sanity by William Earl Maxwell Pdf

Author : Nigel Clark
Publisher : Kogan Page Publishers
Page : 280 pages
File Size : 47,6 Mb
Release : 2015-04-03
Category : Business & Economics
ISBN : 9780749473471

Get Book

Professional Services Marketing Handbook by Nigel Clark Pdf

The market for professional services and consulting firms is changing, driven by evolving and more demanding client requirements. Legal, accountancy and other professional services firms are now looking for a new breed of leaders with the insight to help deliver those requirements. Professional Services Marketing Handbook, published in association with the Professional Services Marketing Group, is for marketing and business development professionals, sales specialists, and a firm's technical practitioners who want to play a fuller role in their firm's obsession with client relationship development to increase their impact and influence. Featuring international case studies and best practice from industry leaders and experts such as Allen & Overy, Baker & McKenzie, PwC, Kreston Reeves and White & Case, Professional Services Marketing Handbook explains how to become a complete client champion - the voice of the client - to both shape and deliver a firm's client solution and experience. It helps marketers develop a growth strategy for their firm, understand and connect with clients more deeply and develop and manage client relationships to build successful brands. Contributing Authors: Richard Grove, Director of Marketing, Business Development & Communications, Allen & Overy LLP Daniel Smith, Senior Business Development and Marketing Manager, Asia Pacific, Baker & McKenzie Claire Essex, Director of Business Development and Marketing, Asia Pacific, Baker & McKenzie Clive Stevens, Executive Chairman, Kreston Reeves Louise Field, Head of Client Service & Insight, Bird & Bird LLP Tim Nightingale, Founder, Nisus Consulting Ben Kent, Managing Director, Meridian West Lisa Hart Shepherd, CEO, Acritas Nick Masters, Head of Online, PwC Alastair Beddow, Associate Director, Meridian West Dale Bryce, President, Asia-Pacific Professional Services Marketing Association Gillian Sutherland, Director, Global Key Account Management Buildings + Places, AECOM Susan D'aish, Business Relationship Director, MacRoberts LLP Dan O'Day, Vice President, Thomson Reuters Elite Matthew Fuller, Director of Marketing and Business Development EMEA, White & Case LLP Amy Kingdon, Marketing & Communications Director, UK & Europe, Atkins Eleanor Campion, Communications Executive, UK & Europe, Atkins Jessica Scholz, Business Development Manager, Freshfields Bruckhaus Deringer, Germany Giles Pugh, Principal, SutherlandsPugh

Author : Bev Burgess
Publisher : Kogan Page Publishers
Page : 265 pages
File Size : 42,6 Mb
Release : 2020-03-03
Category : Business & Economics
ISBN : 9781789661934

Get Book

Executive Engagement Strategies by Bev Burgess Pdf

Win the attention of high-level decision makers in large corporations; spark their interest and earn their trust to achieve long-term, sustainable mutual value. When it comes to buying and selling complex, high value products and services, people buy from people. Big businesses and public sector organizations rely on solutions to keep their essential services running - things like payroll, IT, property maintenance and communications technology. For the companies that provide those services, winning the business can mean huge, multi-year, multi-million contracts. Executive Engagement Strategies is a comprehensive guide to engaging with the senior professionals making the buying decisions - to win sustainable, long-lasting business. It provides an easy-to-follow guide that will help professionals interact at each step of the B2B buying process using a combination of people, messages and communication channels. Highly practical, Executive Engagement Strategies provides a clear, step-by-step process to capture the attention of busy c-suite executives, and keep them engaged and motivated throughout the lengthy buying process. Filled with global case studies and examples, it will help readers know what to say, and when and how to say it, to build trust and win the business. With key takeaways at the end of each chapter and clearly actionable guidelines and instructions, it is the only resource you'll need to build truly customer-centric engagement with core decision makers.

Author : Nigel Clark,Ben Kent,Alastair Beddow,Adrian Furner
Publisher : Kogan Page Publishers
Page : 273 pages
File Size : 44,8 Mb
Release : 2017-08-03
Category : Business & Economics
ISBN : 9780749477356

Get Book

Professional Services Leadership Handbook by Nigel Clark,Ben Kent,Alastair Beddow,Adrian Furner Pdf

Professional services firms - from the legal sector to accountancy, consulting and beyond - face increased disruption. Service delivery models are under pressure to adapt to changing client expectations. Technology offers new ways of working with clients, but changes the skills profile required of professionals, and threatens the traditional people-centred business model. The Professional Services Leadership Handbook equips leaders, and aspiring leaders, with tools and insights both to tackle these long-term disruptive trends and to maximise their firm's profitability today. Leaders of professional services firms find themselves with a daunting, but exciting, range of challenges ahead. Using practical insights drawn from experienced professional services leaders, the Professional Services Leadership Handbook explores new models and working practices to address four components of strategic leadership: clients, business, people and self leadership. It offers clear-sighted analysis of common pain points, and provides innovative solutions for dealing with them. This practical guide is designed for everyone involved in leadership decisions, whether that be a practice area, sector group, business function, or even firm-wide leadership role. It will help readers to focus their attention on the activities that will really make a difference to the success of their firm.

Author : David H. Maister
Publisher : Simon and Schuster
Page : 536 pages
File Size : 41,6 Mb
Release : 2012-12-11
Category : Business & Economics
ISBN : 9781471109652

Get Book

Managing The Professional Service Firm by David H. Maister Pdf

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.'

Author : Ari Kaplan
Publisher : John Wiley & Sons
Page : 242 pages
File Size : 53,7 Mb
Release : 2011-06-28
Category : Business & Economics
ISBN : 9781118001905

Get Book

Reinventing Professional Services by Ari Kaplan Pdf

How engaging technology and relationships can help you stand out, attract business and achieve a more dynamic professional life The technological landscape has reshaped the way white collar workers cultivate and promote their businesses. The Transformation of Professional Services is an engaging look at how licensed experts are adapting to today's dynamic economic environment. From Ari Kaplan—a recognized advisor on business and career development— Reinventing Professional Services: Building Your Business in the Digital Marketplaceoffers insights on taking advantage of enterprising techniques to stand out and position one's self as an insightful chameleon rather than as an isolated purveyor of facts and figures. Details the importance of offering resources instead of simply selling Reveals strategies for increasing one's searchability and distinguishing one's self in an economic downturn or recovery Offers advice readers can immediately use to strengthen client relationships Written in a straightforward and accessible style, this book provides engaging guidance for anyone in the professional services field—from business consultants, financial advisers, and lawyers to accountants, real estate brokers, and appraisers.

Author : Jerry Yudelson
Publisher : Routledge
Page : 314 pages
File Size : 46,5 Mb
Release : 2012-07-26
Category : Architecture
ISBN : 9781136380013

Get Book

Marketing Green Building Services by Jerry Yudelson Pdf

Marketing Green Building Services: Strategies for Success presents all the information key decision-makers need to respond to the fast-growing market for green buildings, design and construction services and products. Completely updated, revised and expanded from the author’s previous works, this book is the one resource you need to succeed in the green building marketplace. With a sound grounding in contemporary marketing theory and practice, the book assembles hard-to-find information to assist executives and partners in design and construction firms in crafting competitive strategies that build on their firm’ strengths, while shoring up their weaknesses. Since most design and construction firms specialize in particular market sectors, the book systematically examines the important market segments for green buildings. It also presents key business case justifications for green buildings that help architects, engineers and builders to understand client motivations and respond to them with appropriate marketing tactics and communications strategies. The book examines how the green building market is adopting certain new products and design approaches, information that will help manufacturers and product sales teams to craft appropriate marketing strategies. The book also helps owners and developers understand the green building business case and to find out what other leading-edge firms and projects have learned - how to market and sell green buildings and green developments in a highly competitive marketplace.

Author : Andreas B. Günther
Publisher : Springer
Page : 310 pages
File Size : 49,5 Mb
Release : 2019-02-19
Category : Business & Economics
ISBN : 9783658240912

Get Book

Entrepreneurial Strategies of Professional Service Firms by Andreas B. Günther Pdf

Over the past years, knowledge-intensive industries have gained significant importance as economic factor, giving rise to professional service firms (PSFs) such as law firms, accounting firms, or consultancies. Following this development, the research interest especially in the strategies pursued by PSFs has grown substantially. However, past research focused mainly on strategies of established, mature PSFs, leaving academics as well as potential entrepreneurs without guidance on what newly founded, entrepreneurial PSFs should pay attention to in order to ensure lasting competitive advantages. Based on an explorative grounded theory analysis of two outstanding commercial law firm spin-offs in Germany, this work advances the research in this field. In addition to a detailed case study report, it offers a comprehensive theoretical framework and argues that PSFs have to employ a set of seven specific entrepreneurial strategies – including for example service delivery, people development, and client acquisition strategies – in order to successfully manage the entrepreneurial phase. In providing examples for the growing PSF industry, the findings on commercial law firm spin-offs also inform entrepreneurship research in other professions

Author : Alex Gorod,Brian E. White,Vernon Ireland,S. Jimmy Gandhi,Brian Sauser
Publisher : CRC Press
Page : 808 pages
File Size : 51,6 Mb
Release : 2014-07-01
Category : Technology & Engineering
ISBN : 9781466502406

Get Book

Case Studies in System of Systems, Enterprise Systems, and Complex Systems Engineering by Alex Gorod,Brian E. White,Vernon Ireland,S. Jimmy Gandhi,Brian Sauser Pdf

Suitable as a reference for industry practitioners and as a textbook for classroom use, Case Studies in System of Systems, Enterprise Systems, and Complex Systems Engineering provides a clear understanding of the principles and practice of system of systems engineering (SoSE), enterprise systems engineering (ESE), and complex systems engineering (CSE). Multiple domain practitioners present and analyze case studies from a range of applications that demonstrate underlying principles and best practices of transdisciplinary systems engineering. A number of the case studies focus on addressing real human needs. Diverse approaches such as use of soft systems skills are illustrated, and other helpful techniques are also provided. The case studies describe, examine, analyze, and assess applications across a range of domains, including: Engineering management and systems engineering education Information technology business transformation and infrastructure engineering Cooperative framework for and cost management in the construction industry Supply chain modeling and decision analysis in distribution centers and logistics International development assistance in a foreign culture of education Value analysis in generating electrical energy through wind power Systemic risk and reliability assessment in banking Assessing emergencies and reducing errors in hospitals and health care systems Information fusion and operational resilience in disaster response systems Strategy and investment for capability developments in defense acquisition Layered, flexible, and decentralized enterprise architectures in military systems Enterprise transformation of the air traffic management and transport network Supplying you with a better understanding of SoSE, ESE, and CSE concepts and principles, the book highlights best practices and lessons learned as benchmarks that are applicable to other cases. If adopted correctly, the approaches outlined can facilitate significant progress in human affairs. The study of complex systems is still in its infancy, and it is likely to evolve for decades to come. While this book does not provide all the answers, it does establish a platform, through which analysis and knowledge application can take place and conclusions can be made in order to educate the next generation of systems engineers.

Author : Kim Tasso
Publisher : CRC Press
Page : 344 pages
File Size : 50,7 Mb
Release : 2017-09-08
Category : Technology & Engineering
ISBN : 9781135334819

Get Book

Growing your Property Partnership by Kim Tasso Pdf

Being the best agent or surveyor does not always mean that you will be the best manager or leader. But being an agent, surveyor or other property professional probably means that you are averse to taking time out to learn about management. This book is a pragmatic introduction to alternative growth strategies and management solutions in planning, leadership, human resources, strategic marketing, promotion, selling, "clientology" (relationship management) and achieving change. It is packed with ideas and checklists to spur you along with guidance on: analysis, motivation, networking, branding, service development, persuasion, project management, rapport, tendering and an A-Z of promotional tools. The book tackles many of the key issues faced by those who manage and direct their professional firms, from preparation of business plans, to leadership strategies and client relationship management.

Author : International Trade Centre
Publisher : United Nations
Page : 128 pages
File Size : 46,9 Mb
Release : 2022-10-21
Category : Business & Economics
ISBN : 9789210021722

Get Book

SME Competitiveness Outlook 2022 by International Trade Centre Pdf

Our services sectors are key to an economic transformation. This report calls them ‘connected services. Transport and logistics, financial services, information and communication technologies, and business and professional services contribute directly to economic growth – with an increasing share of output, trade and jobs. These sectors also contribute indirectly, making other firms more competitive by connecting them to global value chains and digital innovations. For example: in regions with high quality connected services, 44% of all companies' export, compared with 19% of firms where the quality of connected services is lower. Connected services spur inclusive growth that is favorable for small businesses, including those led by women and young people. Yet most small firms in developing countries do not access them easily. This report explores the measures that companies, business support organizations and policymakers must take to help connected services flourish – to benefit all firms, foster more prosperous economies and build more inclusive societies.

Author : Ross Dawson
Publisher : Routledge
Page : 304 pages
File Size : 43,9 Mb
Release : 2012-10-02
Category : Business & Economics
ISBN : 9781136003936

Get Book

Developing Knowledge-Based Client Relationships by Ross Dawson Pdf

The publication of this book heralds a new field of management, thought and practice. The advocates of the 'knowledge economy' have to date focused almost exclusively on how managers can increase the internal productivity of their knowledge assets and intellectual capital. The important next step is understanding that a large and rapidly increasing proportion of the value of business transactions is in knowledge itself. Once this is recognized, managers must devote their attention to how to maximize the value of that knowledge to customers, and tie that directly to developing enduring and profitable relationships. Developing Knowledge-Based Client Relationships guides the reader to understanding the increasing importance of information and knowledge in business transactions and client relationships. It then goes on to present in an extremely practical fashion what knowledge organizations can do to enhance the value of the knowledge they deliver to clients and use that to develop profitable relationships. This is done by presenting underlying theoretical framework, a variety of tools for structuring relationships and presenting knowledge to clients, and numerous case studies and examples of firms which have implemented these concepts successfully. Fills a gap in present knowledge literature in the customer knowledge area Practical tools and effective case studies with world-recognized companies Shows how knowledge organizations of all kinds can increase their competitive edge by adding value to their clients

Author : Heather Townsend,Jo Larbie
Publisher : Kogan Page Publishers
Page : 364 pages
File Size : 45,5 Mb
Release : 2019-12-03
Category : Business & Economics
ISBN : 9780749498382

Get Book

How to Make Partner and Still Have a Life by Heather Townsend,Jo Larbie Pdf

Becoming a partner in a professional services firm is for many ambitious fee-earners the ultimate goal. But in this challenging industry, with long hours, high pressure and even higher expectations, how do you stand out from the crowd? How do you build the most effective relationships? And how do you find the time to do all of this and still have a fulfilling personal life? Now in its third edition, How to Make Partner and Still Have a Life equips individuals at the start of their career through to partner with the skills needed to reach and succeed at the leadership level. How to Make Partner and Still Have a Life details the expectations and realities of being a partner and outlines how you can continue to achieve once you have obtained the much-coveted role. This edition is updated with guidance on developing the right mindset for success and the importance of mentoring and sponsorship. There is a specific focus on women and BAME professionals and the challenges faced by individuals coming from non-traditional or under-represented backgrounds. Heather Townsend and Jo Larbie provide a guide to help you tackle common obstacles and work smarter - not harder - to reach the top. Start your journey to partnership and still have the time for a life outside of work.

Author : August J. Aquila,Coral L. Rice
Publisher : John Wiley & Sons
Page : 224 pages
File Size : 50,5 Mb
Release : 2017-05-15
Category : Business & Economics
ISBN : 9780870516597

Get Book

Compensation as a Strategic Asset by August J. Aquila,Coral L. Rice Pdf

Everyone wants to work at a successful firm where the rewards are both financial and professional. What makes the top firms successful is not merely superior execution, though that's a good place to start, what makes them stand out is excellence at hiring and keeping the best, and having a smart succession plan in place. Partner compensation can be an effective tool in achieving these goals. Authors Aquila and Rice show how to use recruiting, retention, goal-setting, evaluation, and pay for performance practices recommended by the top CPA firm management consultants. This is the one guide you need, tailored specifically for professional practices, to implement the leading methods to align compensation with performance and strategic initiatives. You get: Analysis of leading views on performance management, hiring, and retention Specific, step-by-step guidance on how to implement compensation systems that align to goal-setting and performance measurement Methods for growing the compensation pie to pay for excellent results Compensation as a Strategic Asset shows how to align mission, vision, values, strategy, leadership, goal-setting, performance management and compensation to achieve long-term success at your firm.