I'm back from vacation, feeling refreshed and ready to roll. It looks like a lot was released while I was gone -- great content for professional services marketers. (Who said August was slow? )
One of the most challenging aspects I have encountered in advising firms large and small is that of individual leadership toward achieving marketplace gains. I have watched even the most charismatic, collaborative, insightful, and intelligent professional services leaders exhibit weak-in-the-knees behavior when faced with making moment-of-truth marketing decisions, and leading colleagues to pursue winning marketplace strategies.
The truth is, all the marketing-savvy in the world won't help us in guiding our firms to embrace and pursue significant marketplace directions unless we understand and employ effective leadership techniques. What's more, leadership in a professional services environment presents unique challenges -- dealing with difficult-to-herd-experts. The result is often an agreement that is based on lowest common denominators rather than the pursuit of truly competitive strategies.
That's why I heartily recommend Patrick McKenna's new, brief and complimentary e-book, The First 100 Days: Transitioning a New Managing Partner." The book uses a number of law firm examples, but the principles are very applicable to other professional service sectors. Also, don't let the book's title hide its important nuggets: even long-tenured professional services firm leaders can benefit from McKenna's insights about starting a new leadership role on the right foot.
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