While I generally prefer to steer clear of analogies that compare sales and client relationships to hunting (we’re serving our clients, not eating them!), I have a personal connection to the excerpt below from our recent book, The Growth Engine. As a kid growing up...
What can business development leaders learn from the best restaurants in the world about customer experience? Avoid the thumb. I recently went to lunch with four of my colleagues who helped conduct research and edit The Growth Engine, our recent book on building...
Capacity. Utilization. Staffing. Workload. For those running professional services firms, these words probably make you want to pull your hair out. Why? Because they represent the holy grail for driving EBITDA margin, yet they are seemingly impossible to get right. ...
Originally in Chief Executive. Don’t hamstring your professional services firms with outdated compensation policies that reward individuals instead of the team. This approach may have worked well in the past, but in a 2021 economy and beyond, there’s a better way....
