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Professional Services Leadership Handbook

Professional Services Leadership Handbook

How to Lead a Professional Services Firm in a New Age of Competitive Disruption

Nigel Clark, Ben Kent, Alastair Beddow, Adrian Furner


A practical guide to the challenges facing professional services firms and how leaders can respond and take action to ensure a successful future.

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About the book

Leaders of professional services firms - from law firms to accountancy, consulting and beyond - face an increasing challenge. Client expectations are changing and service models need to adapt. Regulators are liberalizing markets and at the same time mega multi-disciplinary firms are colonizing parallel sectors. Technology offers new ways of providing and accessing services, which may be less dependent on the people-centred business model professional services firms are built on. The Professional Services Leadership Handbook equips leaders who must find new and better ways to face the future, at the same time as delivering profit today.

Leaders of professional services firms need to evolve to meet the changing needs of their clients and yet still preserve their unique value proposition. Using examples from innovative professional services firms and parallel sectors such as financial services and advertising, the Professional Services Leadership Handbook explores new models and working practices that can unlock a new dimension of competitiveness for individual firms. It offers clear-sighted analysis of the common pain points that firms face and provides innovative methods for dealing with them. This practical and solutions-focused guide, for everyone involved in leadership decisions for a practice or function, will equip readers to cut through the challenges facing them and focus their attention on the activities that will really make a difference.

Table Of Contents

  • Section - ONE: Business Leadership;
    • Chapter - 01: Vision – How to Create and Implement a Robust Strategic Plan;
    • Chapter - 02: Innovation – How to Reap the Benefits of Innovation in your Firm;
    • Chapter - 03: Performance – How to Improve the Profitability of Client Engagements;
  • Section - TWO: Client Leadership;
    • Chapter - 04: Understanding – How to Stay Attuned to the Changing Needs of your Clients and Markets;
    • Chapter - 05: Connecting – How to Foster a Client-Focused Culture in your Firm;
    • Chapter - 06: Sales – How to Improve your Firm’s Client Development Success;
  • Section - THREE: People Leadership;
    • Chapter - 07: “Future-Fit” – How to Foster a Commercial Mind-Set in your Firm;
    • Chapter - 08: Motivate and Collaborate – How to Create High-Performing Teams;
    • Chapter - 09: Performance – How to Establish a Culture of Continuous Improvement;
  • Section - FOUR: Self Leadership;
    • Chapter - 10: Forward Reflection – How to Assess your Leadership Potential;
    • Chapter - 11: Capability – How to Develop the Skills, Competencies and Experiences to be a Successful Leader;
    • Chapter - 12: Balance – How to Succeed as a Leader without Burning Out

Book Details

  • EAN: 9780749477349
  • Edition: 1
  • Published: 3rd August 2017
  • Paperback
  • Dimensions: 234x156
  • 272 pages

About the Author

Nigel Clark is a non-executive director of the Professional Services Marketing Group. He is also the editor and lead author of the Professional Services Marketing Handbook, published by Kogan Page.
Ben Kent is the founder-director of insight-led consultancy Meridian West. Ben advises many of the world's leading professional and financial services firms and provides strategic research, consultancy and training.
Alastair Beddow is a director at Meridian West, working with professional and financial services firms of all sizes to develop engaging, differentiated and successful client leading strategies.
Adrian Furner is Managing Director of Kommercialize, a practitioner-led advisory firm focused on commercial excellence.

Nigel Clark

Ben Kent

Alastair Beddow

Adrian Furner

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