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Managing The Professional Service Firm |  | Author: David H. Maister
Publisher: Free Press
Category: Book
List Price: $26.00
Buy Used: $2.42
as of 11/27/2009 23:42 CST details
You Save: $23.58 (91%)
New (34) Used (57) from $2.42
Seller: markstrohm
Rating:  56 reviews
Sales Rank: 24821
Media: Paperback
Pages: 384
Number Of Items: 1
Shipping Weight (lbs): 1
Dimensions (in): 9.2 x 6.1 x 1.1
ISBN: 0684834316
Dewey Decimal Number: 658
EAN: 9780684834313
ASIN: 0684834316
Publication Date: June 9, 1997
Availability: Usually ships in 1-2 business days
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Product Description
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."
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Showing reviews 1-5 of 56
Got to read if you are running a consulting business September 12, 2009
Kenneth H. Marks (Raleigh, North Carolina)
I'm a fan of David Maister's work...having read most of his books. This is a foundational text in building a consulting or advisory firm. Kenneth H Marks, Founder & Managing Partner, High Rock Partners, and lead author of The Handbook of Financing Growth: Strategies, Capital Structure, and M&A Transactions (Wiley Finance)
Permanent reference book on management consulting August 28, 2009
Reader (Boca Raton, FL)
1 out of 1 found this review helpful
This is one of the best written books on professional services best practices, management and strategies. Author gives well written overview of what it is to be a part of the professional services firm, what are the best ways to create stratgy for the firm, pick and develop talent and still keep clients on board.
What I find amazing about the book is if anyone reads it more carefully, this book is valuable to professionals of all backgrounds because it outlines important rules of engagement wehn it comes to one's personal career development, appreciation of one's skills, diversification of the skills and professional success criteria.
I plan to have this book as a part of my profesisonal library that I can use as a reference manual and a refresher course on how to continue to be successful in what I do.
Bible of professional services August 22, 2009
J. Crouch (Austin, TX)
Even if you're not managing and just working in a services-based organization you *need* to get this book. It explains everything about professional services and more. Fantastic, fun read and all very good information.
Enduring and Reliable Guide July 14, 2009
Jeff Swystun
I first purchased this in 1994 while working as senior consultant at Price Waterhouse. It soon became a dog-eared copy as my partners and colleagues borrowed it and used it often as a reference. I, myself, have re-read it numerous times and drawn on specific content more frequently. From the basic business model of professional services to the need to focus relentlessly on clients to the challenges of marketing intangible advice, this book has remained unsurpassed.
Maister nailed one of the biggest issues in professional services years ago, that is, how to manage talent. Specifically, recognizing that people make the firm, how to motivate and manage stars, and how to make partnerships function when dysfunction can rule. It also introduced his notion of the "one-firm firm" which he revisited recently and I know personally has been adopted by many firms spanning the legal, accounting, consulting, architecture, and communications industries.
Now having spent 15 years branding and marketing professional services, I have appreciated and drawn on Maister's seminal work and been awed by how much remains absolutely relevant today.
 Great Sales Resource Targeted for Services April 26, 2009
Craig Cortello (New Orleans, LA)
1 out of 1 found this review helpful
Anyone in a professional services firm looking for sales resources has experienced what I experienced in my 15 years in sales and sales management - Many of the sales resources available on the market focus on closing techniques and processes more applicable to high-pressure product-based selling. You find yourself constantly reading and filtering out content that you know is not relevant.
Maister lays out a blueprint written from a law firm's perspective but broadly applicable to service industries. In particular, he gives a great overview of how the services selling process is a "soft" sell that requires patience and skillful dialog. It also demonstrates the importance in understanding that a "salesy" approach can undermine your ability to build trust with potential clients.
A real gem that will connect with professional service firms and providers.Selling the Fuzzy Widget: Secrets of Selling Professional Services
Showing reviews 1-5 of 56
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