Monthly Archives: August 2009


Winning the Professional Services Sale: My Thoughts

Mike McLaughlin's new book "Winning the Professional Services Sale" couldn’t come at a better time. As professional service firms slog through a global economic meltdown, the definition of "value" is increasingly in question. In the olden days, clients bought on "trust" and "the relationship." Clients assumed they'd get value, and sellers "held back" some manifestations

In-fighting and cliquishness: the genesis of PSF internal silos?

Today's Wall Street Journal contains a book review about Matthew Stewart's new book, "The Management Myth." It's a hard-hitting indictment against the management consulting profession.  Stewart makes some very critical points about his tenure as a management consultant, one of which hits directly on my observations about internal silos in "The Integration Imperative." In particular, take