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?
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. 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.
Author(s): David H. Maister
Publisher: The Free Press
Year: 1997
Language: English
Pages: 210
City: New York
Tags: Professions, Professional employees, Self-employed, Success in business
Contents
Acknowledgements
Introduction: The Power of Principles
Part One: (Mostly) About You
1. Real Professionalism
2. Are You Having Fun Yet?
3. No Regrets
4. Dynanmos, Cruisers, and Losers
5. It's About Time
6. Are You Willing to Be Managed?
7. Why Should I Follow You?
Part Two: (Mostly) About Your Firm
8. Values in Action
9. The Value of Intolerance
10. A Time for Healing
11. How Firms (Should) Add Value
12. Success Through Skill-Building
13. What Kind of Provider Are You?
14. Managing Your Client's Projects
15. Why Merge?
16. The Adaptive Firm
Part Three: (Mostly) About Your Clients
17. How Real Professionals Develop Business
18. Finding Out What Clients Want
19. Why Cross-Selling Hasn't Worked
20. Measuring Your Marketing Success
21. Satisfaction Guaranteed
Index
