Professional service firms (PSF) and those in knowledge intensive industries are in many ways unique as is the context in which they operate. Firstly, the professionals themselves are a special breed and don’t take easily to being ‘managed’ or managing (and leading). For partners and other seniors, the balancing act between producer/manager is not an easy one. Additionally, the professions are notoriously resistant to change and hence how does one overcome existing tradition to innovate? For firms which are used to acting in the short term, the concepts of strategy and marketing are often hard to accept, and even harder to implement. For example, how does one create competitive advantage and differentiate a service that many clients see as fungible and commoditized? Even harder is the question of how to decide on and create a firm culture that breeds success, not inhibits it? For example, we know that marketing and knowledge are the key drivers of performance within professional service firms but these processes are not widely embraced within the firm and as functions, the people involved are often relegated to back office wilderness when the most competent ones should be driving strategic change at the firm.
One of the fundamental problems is the misunderstanding that professionals have of marketing and the need to leverage intellectual capital. They see marketing and knowledge as tactical level tools that involve promotion or KM and hence their roles have been marginalized. Without understanding that marketing is in fact a firm wide process about delivering client value, the building of a truly market driven and knowledge based firm which cleverly integrates strategy, marketing, knowledge and leadership, never has the chance to fully develop.
These are all potentially tough problems and we have worked through these issues with over 100 professional service firms, leading them on the path to increased competitiveness and profitability.
Our service scope revolves around the distinct but interdependent areas of strategy, marketing, knowledge management, and leadership which are delivered in a number of possible formats:
- Consulting (and retained advisory services)
- Workshops
- Retreats
- Facilitation
- Coaching
- Training
In most cases, the services we offer can be delivered at a firm wide, geographic, or practice group level, as well as at the individual level whereby partners or juniors may require personalized assistance. This can be done in conjunction with or separate from firm/practice group initiatives.
