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Managing the Professional Service Firm - David H. Maister

Managing the Professional Service Firm

Paperback Published: June 1997
ISBN: 9780684834313
Number Of Pages: 368

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For the first time in paperback, 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."

Frederic W. Gluck former managing director, McKinsey & Company Important reading -- not just for managing partners, but for new associates. James L. Heskett Professor, Harvard Business School; co-author of Service Breakthroughs David Maister's name is synonymous with the latest thinking in professional service firm management. This book suggests why. Tom Peters author/co-author of In Search of Excellence, Thriving on Chaos, and Liberation Management The professional service firm is the best model for tomorrow's organization in any industry. When it comes to understanding these firms, David Maister has no peers.

Acknowledgments
Introduction
Basic Matters
A Question of Balance
The Professional Firm Life Cycle
Profitability: Health and Hygiene
Solving the Underdelegation Problem
Client Matters
The Practice Development Package
Listening to Clients
Quality Work Doesn't Mean Quality Service
A Service Quality Program
Marketing to Existing Clients
How Clients Choose
Attracting New Clients
Managing the Marketing Effort
People Matters
How's Your Asset?
How to Build Human Capital
The Motivation Crisis
On the Importance of Scheduling
On the Meaning of Partnership
Surviving the People Crisis
Management Matters
How Practice Leaders Add Value
How to Create a Strategy
Fast-Track Strategy
Partnership Matters
Partner Performance Counseling
The Art of Partner Compensation
Patterns in Partner Compensation
Pie-Splitting
Partnership Governance
Multisite Matters
The One-Firm Firm
Hunters and Farmers
Making the Network Work
Creating the Collaborative Firm
Coordinating Industry Specialty Groups
Final Thoughts
Asset Management
References and Sources
Index
Table of Contents provided by Publisher. All Rights Reserved.

ISBN: 9780684834313
ISBN-10: 0684834316
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 368
Published: June 1997
Publisher: Simon & Schuster
Country of Publication: US
Dimensions (cm): 24.0 x 16.0  x 2.54
Weight (kg): 0.45
Edition Type: New edition