Details

How to Lead a Values-Based Professional Services Firm


How to Lead a Values-Based Professional Services Firm

3 Keys to Unlock Purpose and Profit
1. Aufl.

von: Don Scales, Fran Biderman-Gross

25,99 €

Verlag: Wiley
Format: PDF
Veröffentl.: 22.01.2020
ISBN/EAN: 9781119621539
Sprache: englisch
Anzahl Seiten: 240

DRM-geschütztes eBook, Sie benötigen z.B. Adobe Digital Editions und eine Adobe ID zum Lesen.

Beschreibungen

<b>We live in a values-driven world.</b> <br> <br> As times change, businesses must evolve. The way that leaders have run companies for generations is no longer relevant.Today -- Purpose wins over products. Values win over features. Stories win over pitches.Everyone everywhere craves fulfillment. You must share the reason why you exist and infuse it into everything you do, in order to thrive. <br> <br> Many leaders see the shift in the market and make an effort to adapt. Companies quickly learn that one-off workshops and off-sites are not enough. Purpose is more than a press release. Your vision and mission statements should live in practice as well as print, and permeate through every aspect of your organization. You must close the gap between the messages you declare and the experiences you deliver. <br> <br> <b>How to Lead a Values-Based Professional Services Firm </b> shares the vital experience and valuable insights that leaders require to evolve their organizations and navigate the values-driven world we live in. <br> <br> • Live your <b> purpose </b> to stay alive and build a faithful following of clients and team members. <br> • Employ your authentic <b> values </b> as your guide through the modern market and drive profitability. <br> • Share meaningful <b> stories </b> that emotionally connect with today�s clientele to transform them into tomorrow�s brand ambassadors. <br> <br> <b>3 keys to unlock purpose and profit</b> will enable you to turn the obstacles of the shifting market into your greatest opportunities, soar above your competitors, and grow your revenue beyond your highest projections.
<p>About the Authors xvii</p> <p><b>Introduction 1</b></p> <p>Half a Century of Combined Experience 2</p> <p>We’re Not in the Business We Think We are 3</p> <p>Not Just a Logo 5</p> <p>The Slog 7</p> <p>Finding the Three Keys 12</p> <p><b>Chapter 1 Create Your Three Keys 15</b></p> <p>Understand Your Brand Foundation 16</p> <p>Understand the Three Keys 18</p> <p>Purpose: The First Key 18</p> <p>Values: The Second Key 21</p> <p>Story: The Third Key 25</p> <p>Apply the Three Keys to Your Business 27</p> <p>Are You a Values-Based, Purpose-Driven Firm? 28</p> <p>What Can You Do Now? 29</p> <p><b>Chapter 2 Values-Based Culture 31</b></p> <p>Three Building Blocks of Culture 33</p> <p>Innovate and Evolve Culture 42</p> <p>Create a Culture of YES! 43</p> <p>Culture and the Three Keys 45</p> <p>What Can You Do? 46</p> <p><b>Chapter 3 Leadership 49</b></p> <p>What is Leadership? 50</p> <p>Leading in the 21st Century 51</p> <p>What Type of Leader are You? 53</p> <p>Leadership, Purpose, and the Service-Profit Chain 55</p> <p>Look to the Three Keys 56</p> <p>What Can You Do? 60</p> <p><b>Chapter 4 Hire Leaders 63</b></p> <p>The Hiring Process Has Changed 65</p> <p>Align Values and People 67</p> <p>Invest in Your Hiring Process 69</p> <p>Involve the CEO 71</p> <p>Interviewing with the Three Keys 72</p> <p>Link Hiring to Your Bottom Line 76</p> <p>Plan for Leadership Succession 80</p> <p>Compensation 83</p> <p>Leadership, Purpose, and Performance 87</p> <p>What Can You Do? 88</p> <p><b>Chapter 5 The Purposefully Structured Business 91</b></p> <p>Design Your Organization 92</p> <p>Fewer Hands, Lower Risk 101</p> <p>Is It Time to Change? 103</p> <p>Infuse Values throughout Your Firm 104</p> <p>Organizational Design and the Three Keys 106</p> <p>What Can You Do? 107</p> <p><b>Chapter 6 Messages Matter: Marketing and Communications 109</b></p> <p>Marketing Today 110</p> <p>How the Three Keys Affect Marketing 113</p> <p>How to Market: A Tactical Discussion 118</p> <p>Data: Opportunity or Overload? 122</p> <p>The Chief Marketing Officer is Dead, Long Live the CMO 124</p> <p>What Can You Do? 127</p> <p><b>Chapter 7 Clients Matter 129</b></p> <p>Purpose before Services 130</p> <p>Align with Purpose 132</p> <p>Align at a Higher Level 133</p> <p>Flip the Funnel 137</p> <p>How Clients Buy versus Why 139</p> <p>Learn What Your Clients Need and Solve Their Problem 141</p> <p>What Can You Do? 147</p> <p><b>Chapter 8 Mergers and Acquisitions 149</b></p> <p>Spend Time to Align 150</p> <p>Connect on Beliefs 152</p> <p>Embrace the Future Together 152</p> <p>Be Ready to Compromise 158</p> <p>A Quick Thought on Earn-outs 160</p> <p>What Can You Do? 162</p> <p><b>Chapter 9 Measure Your Purpose 165</b></p> <p>Who Owns the Key Purpose Indicators? 167</p> <p>What to Measure? 168</p> <p>How Do We Measure These Things? 169</p> <p>Measurement and Performance 183</p> <p>What Can You Do? 184</p> <p><b>Conclusion: Use the Three Keys 185</b></p> <p><b>Appendix: The Three Keys to a Purposeful Brand Foundation 189</b></p> <p>Find Powerful Purpose 190</p> <p>Identify Values 194</p> <p>Tell Your Story 196</p> <p>Acknowledgments 199</p> <p>Fran’s Acknowledgments 201</p> <p>Don’s Acknowledgments 203</p> <p>Index 205</p>
<p><b>DON SCALES</b> has more than three decades of experience leading professional services firms and has driven exceptional growth by aligning people around core values. He currently serves as Global CEO for Investis Digital, a groundbreaking digital communications firm. Prior to Investis Digital, Don was CEO of iCrossing, a performance marketing company that Don sold to Hearst Corporation for $325 million. Don holds an MBA from the Harvard Business School. <p><b>FRAN BIDERMAN-GROSS</b> is the CEO and Founder of Advantages, an Inc. 500 global digital branding and marketing agency. A graduate of MIT's Entrepreneurial Master's Program and Goldman Sachs 10,000 Small Businesses program, Fran is a master at helping others translate their vision and values into a consistent and authentic brand experience. Fran is the developer of the Three Keys Workshop and an in-demand speaker and consultant who has empowered countless leaders to form the emotional connections that drive revenue growth.
<p><b>Praise for HOW TO LEAD A VALUES-BASED PROFESSIONAL SERVICES FIRM</b> <p>"Don and Fran have mastered the art of leading with purpose, values, and story. . . and now they're giving you the playbook." —<b>Larry Weber</b>, Chairman and CEO of Racepoint Global and Founder of Weber Shandwick <p>"This important book is a must-read for every leader striving to build a successful values-based organization."</br> <b>—Doug Fletcher, Co-Author of <i>How Clients Buy</i></b> <p>"It's no longer enough to just define your purpose; your customers need to experience it. Ensuring that it's communicated through every interaction has proven to be a challenge. This book provides an excellent roadmap for you to become a purpose-driven organization."</br> <b>—Deborah Leff, IBM CTO | Data and AI</b> <p>"Travel is complex. Every day, Delta transports millions of travelers across the globe. The only way to make that happen is to align people around our purpose, values, and story. This book will guide you to uncover your Three Keys."</br> <b>—Henry Kuykendall, Senior Vice President, Delta</b> <p>"For over two decades, Gallup has studied how individual strengths impact organizations. In this book, Don and Fran explain the three critical organizational strengths that impact your company and the world. The Three Keys form a strong foundation for any organization to thrive."</br> <b>—Maika Leibbrandt, Senior Executive, Gallup</b> <p>"This book intelligently outlines a cardinal truth I've discovered myself, over my ample experience in leadership positions at top companies. Purpose is absolutely necessary to produce profit in the current market. Your business will thrive if you can successfully infuse meaning and values into everything you do, and this book discloses how."</br> <b>—David Grigson, Chairman, Investis Digital</b> <p>"Twenty years ago, David Maister taught us how to manage a professional services firm. Now, it's all about leadership. Leading with purpose, values, and story will change everything. This book will show you how."</br> <b>—Cliff Farrah, CEO and President, The Beacon Group</b>

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