True Professionalism: The Courage to Care About Your People, Your Clients, and Your Career 0684834669
David Maister, the world's premier consultant to professional service firms, vigorously challenges professionals to
498 82 119MB
English Pages 210 [120] Year 1997
Table of contents :
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
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
