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Accelerated Best Practice : Implementing Success in Professional Firms - Fiona Westwood

Accelerated Best Practice

Implementing Success in Professional Firms

Hardcover

Published: 1st November 2004
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The professional services market is under continuous pressure to change. Some firms have responded well, many have tried and failed. Professionals are trained to analyze and debate, rather than decide and act. Implementation and speed of response within professional firms remains a key problem. While there are many management books focusing on strategic change, few tackle change in the context of professionals. This book provides practical tools and techniques to harness the intellect and energy of professionals and achieve buy-in and commitment to change in their firms.

'This book should almost be regarded as mandatory reading for anyone involved in law firm management, and anyone who provides advice to law firms, be it management consultancy or financial. It is well written and combines structured analysis with highly perceptive personal views...' - Andrew Otterburn, The Journal of the Law Society of Scotland

Prefacep. x
Acknowledgementsp. xi
About the Authorp. xii
Introductionp. 1
Introductionp. 1
Pressure to changep. 2
What is the effect?p. 3
Who is this book aimed at?p. 4
What this book sets out to dop. 4
How manageable are professionals?p. 7
Implementation is the key to successp. 9
Conclusionsp. 9
Key Action Pointsp. 10
Achieving Best Practicep. 11
Introductionp. 11
The Model for Successp. 12
How do we use it?p. 13
Segment 1 Sustaining effective management and leadershipp. 13
The crucial importance of valuesp. 15
How to identify our values?p. 17
Developing trustp. 19
Planningp. 20
Segment 2 Maximising our resourcesp. 21
Informed discussionsp. 22
The Resource Auditp. 23
Segment 3 Building valuable client relationshipsp. 25
Asking our clientsp. 26
Delighting the customer!p. 27
Segment 4 Choosing the correct development optionp. 31
Strategic thinkingp. 32
What choices do we have?p. 33
How are we going to get there?p. 34
Putting it into practicep. 35
Segment 5 Shaping up for successp. 36
The correct structure?p. 37
Shaping the skill basep. 38
Does size matter?p. 39
Moving through the partnership structurep. 40
External structuresp. 41
Conclusionsp. 41
Key Action Pointsp. 42
Business Plan Templatep. 43
Tackling Current Challengesp. 45
Introductionp. 45
Review of current professional trendsp. 46
Key changes in the past 10 yearsp. 47
Strategic shifts for the professional sectorp. 50
Review of current management expertsp. 51
Knowledge Management - what it means in practice?p. 52
Innovation instead of creativityp. 54
Learning organisationsp. 56
Partnering - what we all should be doingp. 56
Emotional Intelligencep. 57
Where is professionalism going?p. 59
What do professionals want?p. 60
What do clients want?p. 61
The importance of cross sellingp. 62
Dichotomies of managing continuous changep. 63
Role of the outsider and objectivityp. 65
Conclusionsp. 66
Key Action Pointsp. 67
Sustaining Effective Leadership and Managementp. 68
Introductionp. 68
What makes a good leader or manager?p. 69
Inspire trust and build relationshipsp. 70
Follow our instinctsp. 71
Develop and use shared valuesp. 71
Keep using and reinforcing themp. 72
Influencing without authorityp. 72
Be clear about what we want to achievep. 73
Identify and influence the influencersp. 74
The impact of behaviourp. 75
Reward good behaviourp. 76
Deal with bad behaviourp. 77
Managing conflict constructivelyp. 79
Identify the sources of conflictp. 81
Fight versus flightp. 82
Making mistakesp. 82
Underlying causes and tensionsp. 83
Tackle them and allow people to learnp. 83
Ability to listen and communicate wellp. 86
The power of the storyp. 87
Learning to listenp. 88
Solve problems and achieve solutionsp. 89
Plan aheadp. 90
Achieve a win-win solutionp. 90
How to develop these abilities?p. 91
Conclusionsp. 92
Key Action Pointsp. 92
Maximising Our Resourcesp. 93
Introductionp. 93
Implementation is the key to successp. 94
The key elements of implementationp. 95
Time Auditp. 97
Analysisp. 98
Identification of bottlenecks and time stealersp. 101
Tackle themp. 101
Emailsp. 102
Meetingsp. 102
Focus on achieving resultsp. 104
Speed, accuracy and consistencyp. 105
Risk managementp. 107
Managing stressp. 108
Dealing with mistakesp. 109
Client managementp. 110
Risk Assessment Analysisp. 111
Risk Workload Analysisp. 112
Right people in the right jobsp. 114
Developing good peoplep. 116
Conclusionsp. 116
Key Action Pointsp. 117
Building Valuable Client Relationshipsp. 118
Introductionp. 118
Good versus exceptionalp. 119
What do clients value?p. 121
Establish and agree clients' expectationsp. 123
Agree timescales, levels of service and costsp. 123
Talking about moneyp. 124
Develop and retain trustp. 125
Be responsive to their needsp. 127
Be good listenersp. 127
Find proactive solutions to problemsp. 128
Deliver results not processesp. 130
Implementing cross sellingp. 131
Educate our clientsp. 132
Hand holding is not a waste of timep. 133
Make sure we reward cross sellingp. 134
Value-based selling to win new clientsp. 135
Winning pitchesp. 136
Contextualise what we dop. 136
Listen to themp. 138
Informal presentationsp. 139
The importance of storiesp. 140
Marketing and brandingp. 140
Conclusionsp. 141
Key Action Pointsp. 141
Choosing the Correct Development Optionp. 143
Introductionp. 143
Know what we want to achievep. 144
Stage 1 Market analysisp. 145
Application to our own firmp. 146
Use what clients want and valuep. 148
Focus on the long termp. 148
Stage 2 Identifying and developing optionsp. 150
Innovative thinkingp. 151
Expansion as an option?p. 153
What do we need to be sure of?p. 153
Stage 3 Selection and implementationp. 155
Organic growthp. 155
Accelerated growthp. 158
Downsizep. 160
Nichep. 161
Market positioningp. 163
Knowledge Management - knowing what we are good atp. 165
Conclusionsp. 166
Key Action Pointsp. 166
Shaping up for Successp. 167
Introductionp. 167
The correct structure revisitedp. 168
Emotional Intelligence and its effect on our shapep. 169
Knowledge Management and its effect on our structurep. 170
Flexibility and the ability to changep. 171
Reward peoplep. 172
Instil energy and innovationp. 173
Mobility in the marketp. 175
Why is this happening?p. 175
The problems causedp. 177
What needs to be donep. 178
Opportunities created?p. 180
How to prevent it happeningp. 181
Shaping the skill base and sustaining successp. 181
What makes a good partner?p. 183
The selection processp. 186
What do we need to do to make it?p. 188
Conclusionsp. 190
Key Action Pointsp. 190
Career Profilep. 191
Putting it into Practicep. 192
Introductionp. 192
What skills do we need and how do we develop them?p. 193
What does a successful firm actually do?p. 195
Techniques and toolsp. 198
Flexible and adaptablep. 200
Conclusionsp. 201
Key Action Pointsp. 201
Detailed Action Planp. 203
Referencesp. 207
Indexp. 209
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9781403933348
ISBN-10: 1403933340
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 214
Published: 1st November 2004
Publisher: Palgrave USA
Country of Publication: US
Dimensions (cm): 20.3 x 12.7  x 1.78
Weight (kg): 0.41
Edition Number: 1