Description
In “True Professionalism, ” trusted business expert David Maister argues that providing the best and most efficient services to clients involves a personal commitment to self-improvement and meeting the needs of others. This invaluable guide book of insights and strategies is written for all professionals and firm leaders who wish to adhere to ethical, professional procedures, and make money while doing it. CONTENTS Acknowledgments Introduction: The Power of Principles PART ONE: (MOSTLY) ABOUT YOU 1. Real Professionalism What is professionalism, and how do you manage in order to breed it? 2. Are You Having Fun Yet? What is the role of excitement and enthusiasm in professional success? 3. No Regrets How do you develop a personal career strategy? 4. Dynamos, Cruisers, and Losers How do you keep your career in high gear? How do you tell if it is? 5. It’s About Time What are the key business processes of a professional practice, and how do you manage your investments in these areas? 6. Are You Willing to Be Managed? How can management in a professional environment be reconciled with the need for autonomy? 7. Why Should I Follow You? What are the key attributes of a manager of professionals? PART TWO: (MOSTLY) ABOUT YOUR FIRM 8. Values inaction How vigorously do you “enforce” your values? Do your people think you live up to them? 9. The Value of Intolerance What should a firm be “intolerant” about? How do you ensure that you do not slip into tolerating “OK” performance? 10. A Time for Healing How do you create a sense of teamwork? 11. How Firms (Should) Add Value How do you ensure that there is value in the institution, not just in the individuals who work there? 12. Success Through Skill-Building How do you invest in and manage rapid skill-growth? 13. What Kind of Provider Are You? What are the key skills of different types of providers, and what are the differences between them? 14. Managing Your Client’s Projects How do you track the profitability of individual assignments? 15. Why Merge? When does a professional firm merger make sense? 16. The Adaptive Firm What do you have to do to be good at constantly evolving and adapting? PART THREE: (MOSTLY) ABOUT YOUR CLIENTS 17. How Real Professionals Develop Business What works in marketing, and how does this compare to the standards of professionalism? 18. Finding Out What Clients Want How do you discover how the client defines quality? 19. Why Cross-Selling Hasn’t Worked How can cross-selling really be made to happen? 20. Measuring Your Marketing Success What’s the difference between “more business” and “better business” and can you measure it? 21. Satisfaction Guaranteed Can/should you guarantee your clients’ satisfaction? Index 0
