LEADER 05573nam 22006494a 450 001 9910449818703321 005 20200520144314.0 010 $a1-280-26563-9 010 $a9786610265633 010 $a0-471-70441-5 035 $a(CKB)1000000000239333 035 $a(EBL)221231 035 $a(OCoLC)57471275 035 $a(SSID)ssj0000228551 035 $a(PQKBManifestationID)11223216 035 $a(PQKBTitleCode)TC0000228551 035 $a(PQKBWorkID)10154230 035 $a(PQKB)10764897 035 $a(MiAaPQ)EBC221231 035 $a(Au-PeEL)EBL221231 035 $a(CaPaEBR)ebr10114091 035 $a(CaONFJC)MIL26563 035 $a(EXLCZ)991000000000239333 100 $a20040517d2005 uy 0 101 0 $aeng 135 $aurcn||||||||| 181 $ctxt 182 $cc 183 $acr 200 14$aThe professional services firm bible$b[electronic resource] /$fJohn Baschab, Jon Piot 210 $aHoboken, NJ $cJohn Wiley & Sons$dc2005 215 $a1 online resource (571 p.) 300 $aAccompanying CD-ROM includes an electronic library of documents, checklists, tools and spreadsheets, templates, links and files; also the following freeware applications: Adobe Reader, Microsoft Word Viewer, Excel Viewer, Microsoft PowerPoint Viewer, and OpenOffice.org. 311 $a0-471-66048-5 320 $aIncludes bibliographical references and index. 327 $aTHE PROFESSIONAL SERVICES FIRM BIBLE; Contents; Preface; Acknowledgments; About the Authors; Section I: Managing and Governing the Professional Services Firm; Chapter 1: Managing the Professional Services Firm; Professional Services History; Another Book on Professional Services?; How Do We Define Professional Services?; What Is Covered in This Book?; Unique Issues of Professional Services Firms; Note; Chapter 2: Professional Services Firm Benchmarking; Why This Topic Is Important; The Value of Benchmarking for Professional Services Firms; Role of Professional Services Executives 327 $aA Primer on Benchmarking Benchmarking a Professional Services Firm; Applications and Limits of Benchmarking; Summary; Chapter 3: Partnership and Governance Structures; Why This Topic Is Important; Ways to Organize: An Overview; Equity and Compensation; Home Office/Branch Office Model; Managing Partners and/or Chief Executive Officers; Executive Committees; Practice Management Teams; Summary; Section II: The Front Office: Driving Sales and Growth; Chapter 4: Sales Management; Why This Topic Is Important; Organizing Your Sales Team; Building and Managing Your Sales Team; Selling Your Services 327 $aMeasurement Support Systems, Processes, and Technologies; Summary; Chapter 5: Marketing and Business Development; Why This Topic Is Important; Defining Yourself and the Firm; Using Human Resources Efficiently and Effectively; Developing Business by Demonstrating Your Expertise and Competency; Developing Business through Relationships; Successfully Managing Clients and Their Expectations; Advertising as a Means of Driving Business; Using Internal Sales and Marketing Personnel to Drive Business; Using Professional Marketing and Public Relations Firms; The Pitch; Summary 327 $aChapter 6: Service Line and Intellectual Property Creation Why This Topic Is Important; Service Line/Service Offering Creation and Development; Intellectual Capital/Property Development and Protection; Summary; Chapter 7: Proposal and Reference Management; Why This Topic Is Important; The Role of the Proposal; Written Proposals; Follow-Up and Closing; Managing the Proposal Development Process; Related Documents; Keys to Success; Summary; Chapter 8: Strategic Partnering; Why This Topic Is Important; What Drives Strategic Service Partnering?; Strategic Service Partnering Mind-Set 327 $aGeographic Types of Strategic Partnerships Supply Side Partnering; Globalization and Service Partnering; Servicing the Client: Call Centers Move Global; Guidelines to Developing Successful Strategic Partnerships; Summary; Section III: The Organization: Attracting and Retaining the Best Professionals; Chapter 9: Organization Structure; Why This Topic Is Important; Professional Services Organization Overview; Organization Structure; Ownership and Governance; Organizational Model Options; Role of Support Staff 327 $aSetting Responsibility for Pricing, Marketing, New Service Development, and the Budgeting Process 330 $aSpanning everything from legal firms and architects to fundraisers and dentists, the professional services industry continues to experience spectacular growth yet remains largely undocumented in business literature. Until now. The Professional Services Firm Bible is a sophisticated and comprehensive guide to running a highly productive professional services organization. Top consultants John Baschab and Jon Piot provide specific and sharply defined policies, practices and tools for each important aspect of managing the professional services firm, allowing you to assess current operation 606 $aService industries$xManagement 606 $aProfessions$xMarketing 608 $aElectronic books. 615 0$aService industries$xManagement. 615 0$aProfessions$xMarketing. 676 $a658 700 $aBaschab$b John$f1968-$0887099 701 $aPiot$b Jon$f1966-$0887100 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910449818703321 996 $aThe professional services firm bible$92001795 997 $aUNINA