<<

. 91
( 92 .)



>>

development, 171 377“380
Boot camp, sales training and, disclosure, 227
95“99 events, timing, 227
Booz Allen, 200, 203 negotiating, 254“255
Branch office model, 71 Compliance-based opportunity,
Budgeting, 369“375 146
Budgeting process, 211 Conclusions, reaching, 320
Business, development, 121“142 Conservatism, definition of, 353
driving, 137 Consistency, 353
Business portfolio chart (Exhibit Contract negotiations, 377“380
13.9), 303 Contracts, review of (Exhibit
16.4), 399
Cordial, Dale, 273
Core competencies, 434
C
Cost-based measures, 21
Cost estimates, 375“376
Call centers, competing with Costs:
larger organizations, 188“189 controllable, 31“34
Capability, 286 definition of, 352
Career progression, 212“213 professional, 34“37
Career track, 219“225 Crisis management, 330“331
appraisals and, 228“230 Customers, identifying, 110“111
elements of, 221“223
nonpartners, 224“225
review, 225
D
update, 225
Casalan, Sarah, 164
Certifications, vendor, 396 Decision-making processes, 320
Change, improvement and, 267“268 DeCourcey, Marc, 165
Change order, 177 Delivery risks, 323“324
Client risks, 324 Differentiating, the firm, 123“124
Clients, managing, 134“137 Digital globalization, 185
Coaching, 234“235 Disclosure, 353
Collection strategies, 280“281 Downtime, 297“298
537
Index

Dudley, George W., 96 Fungibility, 239“240
Due diligence, vendors, 421“ 423 Furniture, office, 491“ 494



E G

Efficiency, administrative, Gallwey, W. Timothy, 312
380“381 Generally accepted accounting
Enterprise resource planning principles (GAAP), 352“354
(ERP), 308 Gioia, Joyce, 311
Enterprise service automation Goldratt, Eliyahu M., 269
(ESA), 308 Goodson, Shannon L., 96
Equity, 62“ 66 Governance, 201“203
Executive committees, 72“73 Governance structures, 53“74
Executives, role of, 19“21 Grossing up, definition of, 480
Expectations, managing, 134“137 Gunn, Ronald A., 294, 303, 304
Expense recognition, 355, 363“364
Expenses, 27“38
of lawyers, 38
H
External risks, 324“325, 329

Herman, Roger, 311
Hlavaty, Gregg, 487
F
Hoff berg, Kevin, 114
Home office model, 71
Finance, 368“382 Human resources, 338“351
capital structure and, 368“369 benchmarking, 45“ 47
Finance department, benefits administration, 347
benchmarking, 38“ 41 bonus programs, 348“349
Financial planning, 369“375 communication, 344
Financial statement, review of, compensation administration,
365“368 347“350
Firm, assessing, 10“15 forecasting, 347“350
Firm, defining, 123“124 layoffs/reduction in force,
Firm size, billable hours (Exhibit 343“345
2.3), 29 legal counsel and, 340“341
Forecasting, human resource, partner model, 125“129
347“350 performance evaluation,
Framing, 320 342“343
538 Index

Human resources (Continued) Internal risks, 321“323
records management, 345“347 Interviewing, 250“252
recruiting, 341“342 Interviewing, for sales team, 92“93
role of, 339“340
timesheets, 350
tracking time off, 350“351
J
using, 125“129
vacation, 350“351
Job description, sales, 90“92
Jonassen, Jim, 162
I

K
Ideal client, defining, 124“124
Identifying potential employees,
248“250 Kautz, Judith, 181
Indemnification, 379“380 Kotler, Philip, 145
Information technology, 431“ 465 Krueger, Mark, 50
architecture of, 435“ 436
budgeting for, 454“ 459
drivers of cost (Exhibit 2.15),
L
43“ 44
managing, 433“ 465
operations, 445“ 446 Labor, value of, 355
organization of, 436 “ 442 Lateral hires, 249“250
out-of-budget requests, 459“ 460 Lawsuits, causes of (Exhibit 16.3),
projects, 449“ 454 396
resources (Exhibit 17.4), 441 Layoffs, 343“345
sample inventory (Exhibit 17.2), Lea, Wendy, 107, 109
438 Leadership models, 71“72
scope of operations (Exhibit Leandri, Susan, 18
17.6), 446 “ 448 Leasing commercial space,
standards, 442“ 445 467“ 481
steering committee, 460“ 462 Legal counsel, 495“516
strategies, 433“ 435 managing, 511“515
Intellectual property, 143“157 selecting, 507“511
development, 153“155 when needed, 496 “507
protecting, 155“156 Leiter, Michael, 293, 311
understanding, 153“156 Leverage, and billable hours,
Intelligence, gathering, 320 16 “17
539
Index

Leverage, partner (Exhibit 2.16), Mining, as a source of sales,
46 112“113
Levinson, Rob, 139 Morris, Tom, 117
Liability, 241“242, 379“380
Limited liability companies, 58
Litigation, 331
N
Litvak, Jeff, 80, 82

National Association of Purchasing
Management Code of Ethics
M
(Exhibit 16.9), 428
Neiner, Kathryn, 93
Maister, David H., 220 New service development, 211
Management, strategic internal, Notice period, 380
268“276
Management skills:
developing, 309“313
O
improving engagement,
311“313
Managing feedback matrix, Objectivity, defining, 353
235 Office design, 487“ 490
Market-based opportunity, 147 Office finish-out, 490“ 491
Marketing, 211 Office management, 517“529
competency, 129“131 culture, 525
development, 121“142 defining, 519
expertise, 129“131 document management, 522
Marketing personnel, 137 facilities management, 524
Marketing and sales, integrating, hiring a manager, 526 “528
83“84 mail room, 522
Master services agreement (MSA), other services, 522“523
176 reproduction department, 521
Matching principle, 352“353, resources, 528“529
354“355 support services, 519“521
Materiality, definition of, 353 travel management, 522
Measurement and evaluation, Opportunity:
278“279 compliance-based, 146
Measuring sales costs, 113“114 market-based, 147
Meetings, sales, 104“106 Organizational models:
Mentorship programs, 257“259 examples, 213“215
Mergers, 381“382 functional, 207“208
540 Index

Organizational models (Continued) Pricing, 211
geographic, 208“209 Pricing strategy, 279“280
hybrid practice, 208 Procurement management,
options, 204“209 385“ 427
practice, 206 “207 Professional development, 228“236
Organization structure, 200“201 Professional development,
Osborne, Edi, 269, 274, 278 appraisals, 228“230
Osetek, Alan, 163, 177 Professionals:
Outcome measures, 21 misfit, 246 “247
Ownership, 201“203 rainmaker, 244
types of, 243“247
worker bee, 245“246
Professional services:
P
collection strategies, 280“281
definition of, 6 “7
Partner model, 125“129 history of, 4“5
Partnerships, 56 “58 measurement, 278“279
Partnership structures, 53“74 number of firms, 7
limited liability companies, 58 pricing strategies, 279“280
partnerships, 56 “58 quality control, 281“282
sole proprietorship, 56 strategic delivery, 276 “282
subchapter C corporation, unique issues of, 9“15
60“ 62 Professional services firms:
subchapter S corporation, overview, 199“200
59“ 60 selecting a structure (Exhibit
Performance evaluation, 342“343 3.1), 63“ 64
Performance measures, 21“22 structuring, 53“74, 192“216
Performance plans, creating, Professional specialists, 244“245
230“231 Profit, calculating, 16
Performance ranking, 304“305 Profitability, 16 “52
Perquisites, 228 Progression, career, 212“213
Personality issues, 240“241 Project cost accounting, 376 “377
Personnel rations (Exhibit 2.17), Project manager, alignment chart
47 (Exhibit 13.3), 289
Pipeline management chart Projects, 265“283
(Exhibit 13.7), 301 executing, 265“283
Pitch, developing, 138“139 improvement, 267“268
Porter, Michelle, 48 managing, 265“283
Practice management teams, 73 planning, 265“283
541
Index

R
Proposal development, managing,
174“175
Proposal management, using
lawyers, 171 Real estate management, 466 “ 494
Proposal(s), 158“179 budgeting, 469“ 470
closing, 174 building classification, 469
defined, 160 finishing out an office, 490“ 491
follow up, 174 gross leases, 479“ 480
keys to success, 177“179 leasing agents, 472“ 473
negotiating, 172“173 leasing space, 467“ 472
pricing, 172“173 listing potential properties,
related documents, 175“177 473“ 481
role of, 160“165 negotiating leases, 482“ 486
selling, 161“165 net leases, 480
written, 165“166 office design, 487“ 490
Public relations firms: office furniture, 491“ 494
the pitch, 138“139 parking facilities, 476 “ 477
postpresentation, 141 property walk-through, 481“ 482
prepresentation, 139“140 rental rates, 477“ 479
presentation, 140“142 security, 477
using, 138 subleasing, 470“ 471
Purchasing: Recompetes, vendor, 402“ 404
automated and online, Records management, 345“347
399“ 400 Recruiting, 237“262
ethics and, 427“ 428 compensation, 240
Purchasing management, debriefing, 260
399“ 400 liability, 241“242
personality issues, 240“241
phases of, 247“256
sales team, 90“93
Q
Reductions in employment,
343“345
Qualifications, 167“171 Reference authorization, 170“171
Quality, commitment, 19“20 Reference management, 158“179
Quality assurance, 329“333 References, 157“171
Quality assurance, defined, 318 checking, 252“253
Quality-based measures, 21 managing, 168
Quality control, 281“282 Relationships, using for business,
Quality of life issues, 259“260 131“134
542 Index

Request document, example methodology, 325“326
(Exhibit 7.3), 169 responsibility for, 331“332
Request for information (RFI), Risks:
176 categories, 322“325
Request for proposal (RFP), client, 321, 324
160“161, 176 delivery, 321, 323“324
Request for proposal (RFP), external, 322, 324, 329
vendors, 414“ 420 internal, 321“323
Requirement profile, identifying, Robert Morris Associates, 66
285“287 Roberts, Harry, 329
Requirements, focus on, 287“289 Russo, J. Edward, 319, 320

<<

. 91
( 92 .)



>>