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True Professionalism The Courage to Care about Your People, Your Clients, and Your Career

ISBN-10: 0684840049
ISBN-13: 9780684840048
Edition: 2000
Authors: David H. Maister
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Description: Professional firms are forever trying to get their people to act like professionals -- to do the right things. Though their various incentives may create employee compliance, these don't often encourage excellence. David Maister, the world's premier  More...

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Book details

List price: $15.95
Copyright year: 2000
Publisher: Free Press
Publication date: 5/18/2000
Binding: Paperback
Pages: 224
Size: 5.50" wide x 8.44" long x 0.60" tall
Weight: 0.748
Language: English

Professional firms are forever trying to get their people to act like professionals -- to do the right things. Though their various incentives may create employee compliance, these don't often encourage excellence. David Maister, the world's premier consultant to professional service firms, vigorously challenges professionals to examine this essential, yet under-addressed question: What is true professionalism? His answer is clear: It is believing passionately in what you do, never compromising your standards and values, and caring about your clients, your people and your own career. In clear and compelling terms, Maister shows that this approach is not only ethical but also conducive to commercial success.

David H. Maister, one of the world's leading authorities on the management of professional service firms, is the author of several successful books, including Managing the Professional Service Firm, True Professionalism, and Practice What You Preach, and coauthor of The Trusted Advisor.

Acknowledgments
Introduction: The Power of Principles
(Mostly) About You
Real Professionalism: What is professionalism, and how do you manage in order to breed it?
Are You Having Fun Yet?: What is the role of excitement and enthusiasm in professional success?
No Regrets: How do you develop a personal career strategy?
Dynamos, Cruisers, and Losers: How do you keep your career in high gear? How do you tell if it is?
It's About Time: What are the key business processes of a professional practice, and how do you manage your investments in these areas?
Are You Willing to Be Managed?: How can management in a professional environment be reconciled with the need for autonomy?
Why Should I Follow You?: What are the key attributes of a manager of professionals?
(Mostly) About Your Firm
Values in Action: How vigorously do you "enforce" your values? Do your people think you live up to them?
The Value of Intolerance: What should a firm be "intolerant" about? How do you ensure that you do not slip into tolerating "OK" performance?
A Time for Healing: How do you create a sense of teamwork?
How Firms (Should) Add Value: How do you ensure that there is value in the institution, not just in the individuals who work there?
Success Through Skill-Building: How do you invest in and manage rapid skill-growth?
What Kind of Provider Are You?: What are the key skills of different types of providers, and what are the differences between them?
Managing Your Client's Projects: How do you track the profitability of individual assignments?
Why Merge?: When does a professional firm merger make sense?
The Adaptive Firm: What do you have to do to be good at constantly evolving and adapting?
(Mostly) About Your Clients
How Real Professionals Develop Business: What works in marketing, and how does this compare to the standards of professionalism?
Finding Out What Clients Want: How do you discover how the client defines quality?
Why Cross-Selling Hasn't Worked: How can cross-selling really be made to happen?
Measuring Your Marketing Success: What's the difference between "more business" and "better business" and can you measure it?
Satisfaction Guaranteed: Can/should you guarantee your clients' satisfaction?
Index

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