By Fiona Westwood
Fiona Westwood presents useful instruments and methods geared toward harnessing the mind and effort of pros to accomplish buy-in and dedication to alter of their corporations.
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Extra info for Accelerated Best Practice: Implementing Success in Professional Firms
To do this, we have to listen to them – to understand what is important to each particular client and what motivates him or her. This takes time initially – but it is time well spent as it will help to develop a long-term relationship, and result in reducing the need for and the amount of communication. It is also the opportunity to introduce the client to the concept that we are not accessible 24 hours every day. ). As a result, there will be times when the client will not be able to deal with us directly.
This has to include not only the traditional hard resources of balance sheet assets, such as capital and equipment but also the softer resources of good communications and working relationships. To use its resources well, the organisation needs to be aware of its strengths and weaknesses, of its external market opportunities and pressures. This requires careful analysis of all aspects – its systems and people, working capital, client base and future potential. Most people reading this book will be familiar with a SWOT Analysis (this common sense checklist has been used for many years, for example, see Tilles, 1968).
At the most simple level, these include:• • • • selling more of our existing services to our existing clients, selling our existing services to new clients, selling new services to existing clients, moving into a completely new market for both services and clients, or • giving up all together! Within the current marketplace, most professional ﬁrms are under continuous pressure to improve proﬁt levels. To do this, some may be happy to maintain current fee levels but reduce operational costs. Others may already be tightly managed but want to accelerate their proﬁt growth.
Accelerated Best Practice: Implementing Success in Professional Firms by Fiona Westwood