When Professionals Have to Lead: A New Model for High Performance

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Overview

For too long, professional services firms have relied on the "producer-manager" model, which works well in uncomplicated business environments. However, today's managing directors must balance often conflicting roles, more demanding clients, tougher competitors, and associates with higher expectations of partners at all levels.

When Professionals Have to Lead presents an overarching framework better suited to such complexity. It identifies ...
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When Professionals Have to Lead: A New Model for High Performance

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More About This Book

Overview

For too long, professional services firms have relied on the "producer-manager" model, which works well in uncomplicated business environments. However, today's managing directors must balance often conflicting roles, more demanding clients, tougher competitors, and associates with higher expectations of partners at all levels.

When Professionals Have to Lead presents an overarching framework better suited to such complexity. It identifies the four critical activities for effective PSF leadership: setting strategic direction, securing commitment to this direction, facilitating execution, and setting a personal example. Through examples from consulting practices, accounting firms, investment banks, and other professional service organizations, industry veterans DeLong, Gabarro, and Lees show how this model works to
•Align your firm's culture and key organizational components.
•Satisfy your clients' needs without sacrificing essential managerial responsibilities.
•Address matters of size, scale, and complexity while maintaining the qualities that make professional services firms unique.

A valuable new resource, this book redefines the role of leadership in professional services firms.
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Product Details

  • ISBN-13: 9781422117378
  • Publisher: Harvard Business Review Press
  • Publication date: 12/17/2007
  • Pages: 256
  • Sales rank: 632,078
  • Product dimensions: 6.20 (w) x 9.30 (h) x 1.00 (d)

Meet the Author

Thomas J. DeLong is the Philip J. Stomberg Professor of Management Practice in the Organizational Behavior area at the Harvard Business School.

John J. Gabarro is Baker Foundation Professor at the Harvard Business School.

Robert J. Lees is former director of professional development at Morgan Stanley and former director of human resources for Ernst & Young International.

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Table of Contents


Acknowledgments     ix
Introduction     xiii
From Virtual Management to Highly Demanding Clients: Why a Fresh Leadership Approach Is Mandatory     1
The Integrated Leader: Beyond the Producer-Manager Model     13
Professional Service Firms: A Breed Apart     43
Product-Intensive Professional Services: Moving from Practice to Product     69
Practice Segmentation: Defining Your Market     87
The Strategic Imperative: Aligning Business, Talent, and Organization     121
The High-Need-for-Achievement Personality: Motivating, Retaining, and Developing Your Talent     147
The Essential B Player: The Heart and Soul of an Organization     171
The Challenge of Connection: Connecting the Firm to the Future     187
Notes     209
Index     213
About the Authors     231
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  • Anonymous

    Posted October 9, 2008

    Insightful road map to professional firm management.

    Pull up a chair for a straightforward exposition of the threats that face professional-service firms and the measures they need to take to meet today¿s marketplace demands. Thomas J. DeLong, John J. Gabarro and Robert J. Lees examine the challenges confronting the whole spectrum of professional-services firms. They identify ¿product intensity¿ and ¿practice segmentation¿ as two dimensions that weigh heavily in deciding how to lead these firms and set a long-term course. They offer a model to guide leaders, emphasizing planning, commitment, execution and setting an example. getAbstract finds that this book will interest any professional in the service business. Even those who may not be responsible for leading their firms can benefit from this analysis.

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