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Foreword | |
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Acknowledgments | |
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About the Author | |
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Introduction | |
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Professional Services | |
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Characteristics, challenges, and leadership model | |
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Common Characteristics of Successful Firms | |
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It's Not All Good News | |
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The Broderick PSF Leadership Model | |
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Shared Vision, Values, and Culture | |
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Building, communicating, and maintaining | |
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Five Essentials of Vision, Values, and Culture | |
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Embedding Values and Culture | |
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The Reinforcement of Values and Culture Begins with Recruiting | |
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Telling the Firm's Story Reinforces the Culture | |
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Teams Teach You How to Live and Work in the Firm | |
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Constant Communication Is Critical | |
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Celebrate and Reward Good Behavior | |
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Making Values Stick | |
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Revitalizing Vision, Values, and Culture | |
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Chapter Summary | |
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People | |
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Recruitment, training, and evaluation | |
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Seven Essentials of Talent Management | |
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Recruiting: Refreshing the Ranks | |
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Interviewing and Selection: Choosing the Best Candidates | |
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Mapping a Career Path | |
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Training: Fostering Connectedness and Commitment | |
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Mentoring: Providing Personal and Professional Support | |
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Performance Evaluations: Frequent and Thorough Feedback | |
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Diversity Looms Large-and Will Continue to Pose a Major Challenge | |
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Chapter Summary | |
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Portfolio | |
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Strategy, client mix, and relationship management | |
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Five Essentials of Client Portfolio Management | |
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Mastering the Client Management Life Cycle | |
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Strategically Plan and Review the Client Portfolio | |
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Onboard New Clients | |
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Sustain and Grow Accounts | |
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Solicit Client Feedback | |
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Review and Measure Results | |
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Chapter Summary | |
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Services | |
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Strategy, innovation, and knowledge sharing | |
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Four Essentials of Successful Service Portfolio Management | |
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Follow the Service Strategy Cycle | |
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Review the Service Portfolio | |
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Stimulate and Capture New Ideas | |
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Select the Best Ideas, and Take Them to Market | |
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Share Knowledge | |
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Four Essentials of Knowledge Management | |
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Chapter Summary | |
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Finance | |
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Planning, metrics, and reporting | |
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How Do the Top Firms Manage Finance? | |
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Financial Planning and Budgeting | |
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Forecasting | |
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Metrics to Monitor the Business | |
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Revenue | |
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Profitability | |
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Utilization | |
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Pricing | |
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Leverage | |
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Performance Efficiency | |
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Early Warning Signs | |
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Reporting | |
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Transparency and Accountability | |
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Chapter Summary | |
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Positioning | |
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Brand, marketing, and sales | |
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Five Elements of a Successful Market Strategy | |
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The Power of Brand | |
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Determine the Market and Brand Positioning | |
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Embed and Build the Brand | |
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Keep the Message Clear and Consistent | |
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Regularly Test Brand Strength | |
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Marketing | |
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Sales | |
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Building a Marketing and Business Development Plan | |
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Firm-wide Brand Initiatives | |
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Business Unit Plans | |
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Master Plan, Timeline and Budget, Tracking and Measurement | |
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Thought Leadership: The Most Powerful Way to Grow the Business | |
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The Role of the Marketing Professional | |
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Areas of Focus for the Marketing Department | |
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Chapter Summary | |
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Partnership | |
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Equity, selection, and compensation | |
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Six Characteristics of Enduring Partnerships | |
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Selecting an Ownership Structure | |
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Advantages and Disadvantages of Ownership Structures | |
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Public Versus Private | |
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To Sell or Not to Sell | |
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Equity Programs to Attract and Retain the Best | |
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Rewarding the Partners: Dividing the Pie | |
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Distribution Models | |
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Evaluating Performance | |
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Partnership Performance Criteria | |
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Partnership Selection: A Pivotal Decision | |
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Criteria for Promotion to Partnership | |
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Partner Promotion Process | |
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Chapter Summary | |
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Strategy | |
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Process, responsibility, and accountability | |
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Why Strategic Planning Matters | |
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Five Essentials for Successful Strategic Planning | |
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Orchestrating the Planning Process | |
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Long-Term Planning | |
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Annual Planning | |
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Review, Monitor, and Update | |
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Accountability | |
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Chapter Summary | |
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Structure | |
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Design, governance, and style | |
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Why Getting It Right Is So Challenging | |
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Seven Essentials for a Successful Infrastructure and Governance Model | |
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Organizational Structure: The Scaffolding That Supports the Firm | |
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Board of Directors: Composition and Selection | |
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Chairman: Selection and Role | |
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CEO: Selection, Role, and Succession | |
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Management Committee: Composition and Selection | |
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Business Units: Structure and Seat of Power | |
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Other Functions/Special Initiatives | |
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Administrative Support | |
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Changing the Structure | |
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Governance Style | |
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Chapter Summary | |
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Style of Leadership | |
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Characteristics, grooming, and advice | |
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Essential Characteristics of a Successful Leader: Emotional Intelligence and People Skills | |
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Good Influencer/Builder of Coalitions | |
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Inspirational and Passionate | |
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Visionary | |
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Good Listener | |
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Good Communicator | |
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Understands the Business | |
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To Bill or Not to Bill | |
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Grooming a Global Leadership Corps: Finding and Nurturing Future Leaders | |
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Some Parting Advice for Leaders | |
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Author's Note | |
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Index | |