True Professionalism: The Courage to Care About Your People, Your Clients, and Your Career

Description

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. 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