Professional services management

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Friendship-Based Integration Is Not Enough

My new video highlights the continuing challenges of integrating marketing and sales (business development) in the professional services arena. Since publishing my book The Integration Imperative, there has been much progress to integrate these functions. And I'm pleased that the critical topic of integrating marketing and selling is addressed by the 2014-2015 Professional Services Leadership Initiative (PSLI).

Managing outsourced service provider relationships

In this video, I discuss the opportunities and challenges facing mid-level professional services marketers as they manage outsourced service providers for their enterprises. For many mid-level marketers, leading a project with an outside agency is their first chance to steer an initiative on their own. The stakes are high.      Many mid-level professional services

Pricing strategy in professional services marketing

My new video addresses the increasing importance of pricing strategy in the professional services arena. The tradition -- prices being developed by a handful of professional service partners -- no longer affords an effective competitive advantage. That’s why mid-level marketers considered the Pricing Strategy module to be one of the most valuable subjects offered in the first cohort of

The Professional Services Leadership Initiative has successfully launched

The Professional Services Leadership Initiative (PSLI) had a strong start this week. The professors from the the R.H. Smith School of Business's Center for Excellence in Service were fantastic. The Smith School's Office of Executive Programs produced an excellent experience for the 23 marketing managers who traveled from around the world.  It was awesome to see the

A curriculum for a services marketing leadership development pilot

In my last post, I talked about the uniqueness of the Professional Services Leadership Initiative (PSLI) pilot as it has been conceived by me and my collaborators, the Center for Excellence in Service and the Office of Executive Programs of the RH Smith School of Business. Here are the services marketing leadership development modules that we

The PSLI’s uniqueness: cross-sector and non-competitive learning

In my last post, I summarized the mission of the new Professional Services Leadership Initiative (PSLI) pilot program that I will help launch this fall with the Center for Excellence in Service and Executive Education at the RH Smith School of Business. The thrust of this new pilot is to help services marketers increase their

This fall: a cross-sector professional services marketing leadership development pilot

In my last post I shared the news that I am partnering with the Center for Excellence in Service to create the first US-based cross-sector Professional Services Leadership Initiative (PSLI). Through this PSLI, this fall we will launch a services marketing leadership development pilot for four (and maybe five) global professional services firms. The PSLI’s

Leaders’ retirements mean big changes for professional service firms

Here's another reason why I'm keen to develop a cross-sector educational program to help tomorrow's professional service firm leaders manage and grow their firms effectively: the impending retirements of today's baby-boom generation leaders. How well prepared are the next generation of management consulting leaders to move their firms ahead? Take a look at my comments

Building skills and credentials to grow a professional firm

How are professional service firms helping their current and future leaders gain skills and credentials to manage their companies? As yet, there is no United States-based cross-sector educational program that integrates the deep knowledge and best practices of growing a firm so that it can compete effectively. That intelligence lies inside the minds (and silos)

A Woman of Substance

Over the past few months I have picked my way through Maureen Broderick's new book The Art of Managing Professional Services. A very good book, written by a woman of substance.  I love seeing work that is thoughtful, thorough and pertinent. Any PSF leader will find wonderful points and meaty examples in its pages. Here are