Cover

Contents

List of figures and tables

About the authors

Preface

Acknowledgements

Introduction

Part One Business Leadership

01 Vision: how to create and implement a robust strategic plan

Step 1: analyse your clients and markets

Step 2: consult with internal stakeholders

Step 3: decide on your priorities

Step 4: distil your strategy into its fundamental principles

Step 5: cascade the strategy throughout the firm

Step 6: implement your strategy within the team

Step 7: track and adapt progress against your strategy

Summary

02 Innovation: how to reap the benefits of innovation in your firm

The six ages of innovation

Incumbents are well-placed to thrive, if they embrace innovation

The innovation lifecycle: make the innovation process work better for your firm

Leaders should cheerlead and challenge innovation

Summary

References

03 Performance: how to improve the profitability of client engagements

The eight profit levers for professional services firms

Enhancing profitability through cultural change

Summary

Part Two Client Leadership

04 Understanding: how to stay attuned to the changing needs of your clients and markets

Client profitability: understand high priority client segments

Understanding trends and issues in your markets

Capturing feedback directly from clients

Summary

References

05 Connecting: how to foster a client-focused culture in your firm

The building blocks of a client-focused culture

Improve the client experience and mapping the client journey

The role of the client champion in fostering a client-focused culture

Co-create solutions with clients

Summary

References

06 Sales: how to improve your firm’s client-development success

Client relationship management underpins effective client development

Maximize success across the sales pipeline

Summary

Reference

Part Three People Leadership

07 ‘Future-fit’: how to foster a commercial mindset in your firm

Lead by example: set the right culture in your firm

Align your strategy with the capabilities of your firm’s people

The commerciality deficit in professional services

Seven habits: a framework for establishing commercial behaviours

Practical ways to improve commercial impact

Summary

Reference

08 Motivate and collaborate: how to create high-performing teams

The attributes of high-performing teams

Encourage professionals to collaborate

Motivate millennials: the new generation of professionals

Work effectively with business services

Summary

References

09 Performance: how to establish a culture of continuous improvement

Don’t just tick boxes: maximize the value of performance reviews

Build ongoing learning into the project-delivery process

Grasp the nettle: managing underperformance

Summary

References

Part Four Self Leadership

10 Forward reflection: how to assess your leadership potential

Assess your potential: six leadership attributes

Map your routes into leadership roles

Summary

11 Capability: how to develop the skills, competencies and experiences to be a successful leader

Leadership profile: what do you want to be known for?

Develop your leadership skills, competencies and experiences

Maximize your impact through an adaptive leadership style

Leadership capabilities in practice: your leadership ‘concept of operations’

Summary

12 Balance: how to succeed as a leader without burning out

Client work: to retain or not to retain, that is the question

Manage your time as a leader

Effective diary management

Failure to delegate: the hidden trap for professional services leaders

Summary

Conclusion

Index