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True Professionalism: The Courage to Care About Your People, Your Clients, and Your Career » (1 TOUCHSTO)

Book cover image of True Professionalism: The Courage to Care About Your People, Your Clients, and Your Career by David H. Maister

Authors: David H. Maister
ISBN-13: 9780684840048, ISBN-10: 0684840049
Format: Paperback
Publisher: Simon & Schuster Adult Publishing Group
Date Published: May 2000
Edition: 1 TOUCHSTO

Author Biography: David H. Maister

David H. Maister, one of the world's leading authorities on the management of professional service firms, is the author of several successful books, including Managing the Professional Service Firm, True Professionalism, and Practice What You Preach, and coauthor of The Trusted Advisor.

Book Synopsis

True professionalism, Maister argues, is a personal commitment to self-betterment and a professional dedication to provide the best and most efficient service to clients. Believe in what you do, never compromise your standards and values, and care about your clients. The bottom line? Be a true professional. The money will follow.

	Acknowledgments	xi
	Introduction: The Power of Principles	1
Part 1	(Mostly) About You
1.	Real Professionalism: What is professionalism, and how do you manage in order to breed it?	15
2.	Are You Having Fun Yet?: What is the role of excitement and enthusiasm in professional success?	23
3.	No Regrets: How do you develop a personal career strategy?	30
4.	Dynamos, Cruisers, and Losers: How do you keep your career in high gear? How do you tell if it is?	38
5.	It's About Time: What are the key business processes of a professional practice, and how do you manage your investments in these areas?	46
6.	Are You Willing to Be Managed?: How can management in a professional environment be reconciled with the need for autonomy?	56
7.	Why Should I Follow You?: What are the key attributes of a manager of professionals?	65
Part 2	(Mostly) About Your Firm
8.	Values in Action: How vigorously do you "enforce" your values? Do your people think you live up to them?	75
9.	The Value of Intolerance: What should a firm be "intolerant" about? How do you ensure that you do not slip into tolerating "OK" performance?	84
10.	A Time for Healing: How do you create a sense of teamwork?	91
11.	How Firms (Should) Add Value: How do you ensure that there is value in the institution, not just in the individuals who work there?	98
12.	Success Through Skill-Building: How do you invest in and manage rapid skill-growth?	105
13.	What Kind of Provider Are You?: What are the key skills of different types of providers, and what are the differences between them?	115
14.	Managing Your Client's Projects: How do you track the profitability of individual assignments?	133
15.	Why Merge?: When does a professional firm merger make sense?	145
16.	The Adaptive Firm: What do you have to do to be good at constantly evolving and adapting?	156
Part 3	(Mostly) About Your Clients
17.	How Real Professionals Develop Business: What works in marketing, and how does this compare to the standards of professionalism?	167
18.	Finding Out What Clients Want: How do you discover how the client defines quality?	171
19.	Why Cross-Selling Hasn't Worked: How can cross-selling really be made to happen?	178
20.	Measuring Your Marketing Success: What's the difference between "more business" and "better business" and can you measure it?	185
21.	Satisfaction Guaranteed: Can/should you guarantee your clients' satisfaction?	195
	Index	203

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True Professionalism: The Courage to Care About Your People, Your Clients, and Your Career » (1 TOUCHSTO)

Author Biography: David H. Maister

Book Synopsis

Table of Contents

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