How to Lead a Values-Based Professional Services Firm - 3 Keys to Unlock Purpose and Profit

We live in a values-driven world.
As times change, businesses must evolve. The way that leaders have run companies for generations is no longer relevant.Today -- Purpose wins over products. Values win over features. Stories win over pitches.Everyone everywhere craves fulfillment. You must share the reason why you exist and infuse it into everything you do, in order to thrive.
Many leaders see the shift in the market and make an effort to adapt. Companies quickly learn that one-off workshops and off-sites are not enough. Purpose is more than a press release. Your vision and mission statements should live in practice as well as print, and permeate through every aspect of your organization. You must close the gap between the messages you declare and the experiences you deliver.
How to Lead a Values-Based Professional Services Firm shares the vital experience and valuable insights that leaders require to evolve their organizations and navigate the values-driven world we live in.
? Live your purpose to stay alive and build a faithful following of clients and team members.
? Employ your authentic values as your guide through the modern market and drive profitability.
? Share meaningful stories that emotionally connect with today?s clientele to transform them into tomorrow?s brand ambassadors.
3 keys to unlock purpose and profit will enable you to turn the obstacles of the shifting market into your greatest opportunities, soar above your competitors, and grow your revenue beyond your highest projections.

Sommario

About the Authors xvii
 
Introduction 1
 
Half a Century of Combined Experience 2
 
We're Not in the Business We Think We are 3
 
Not Just a Logo 5
 
The Slog 7
 
Finding the Three Keys 12
 
Chapter 1 Create Your Three Keys 15
 
Understand Your Brand Foundation 16
 
Understand the Three Keys 18
 
Purpose: The First Key 18
 
Values: The Second Key 21
 
Story: The Third Key 25
 
Apply the Three Keys to Your Business 27
 
Are You a Values-Based, Purpose-Driven Firm? 28
 
What Can You Do Now? 29
 
Chapter 2 Values-Based Culture 31
 
Three Building Blocks of Culture 33
 
Innovate and Evolve Culture 42
 
Create a Culture of YES! 43
 
Culture and the Three Keys 45
 
What Can You Do? 46
 
Chapter 3 Leadership 49
 
What is Leadership? 50
 
Leading in the 21st Century 51
 
What Type of Leader are You? 53
 
Leadership, Purpose, and the Service-Profit Chain 55
 
Look to the Three Keys 56
 
What Can You Do? 60
 
Chapter 4 Hire Leaders 63
 
The Hiring Process Has Changed 65
 
Align Values and People 67
 
Invest in Your Hiring Process 69
 
Involve the CEO 71
 
Interviewing with the Three Keys 72
 
Link Hiring to Your Bottom Line 76
 
Plan for Leadership Succession 80
 
Compensation 83
 
Leadership, Purpose, and Performance 87
 
What Can You Do? 88
 
Chapter 5 The Purposefully Structured Business 91
 
Design Your Organization 92
 
Fewer Hands, Lower Risk 101
 
Is It Time to Change? 103
 
Infuse Values throughout Your Firm 104
 
Organizational Design and the Three Keys 106
 
What Can You Do? 107
 
Chapter 6 Messages Matter: Marketing and Communications 109
 
Marketing Today 110
 
How the Three Keys Affect Marketing 113
 
How to Market: A Tactical Discussion 118
 
Data: Opportunity or Overload? 122
 
The Chief Marketing Officer is Dead, Long Live the CMO 124
 
What Can You Do? 127
 
Chapter 7 Clients Matter 129
 
Purpose before Services 130
 
Align with Purpose 132
 
Align at a Higher Level 133
 
Flip the Funnel 137
 
How Clients Buy versus Why 139
 
Learn What Your Clients Need and Solve Their Problem 141
 
What Can You Do? 147
 
Chapter 8 Mergers and Acquisitions 149
 
Spend Time to Align 150
 
Connect on Beliefs 152
 
Embrace the Future Together 152
 
Be Ready to Compromise 158
 
A Quick Thought on Earn-outs 160
 
What Can You Do? 162
 
Chapter 9 Measure Your Purpose 165
 
Who Owns the Key Purpose Indicators? 167
 
What to Measure? 168
 
How Do We Measure These Things? 169
 
Measurement and Performance 183
 
What Can You Do? 184
 
Conclusion: Use the Three Keys 185
 
Appendix: The Three Keys to a Purposeful Brand Foundation 189
 
Find Powerful Purpose 190
 
Identify Values 194
 
Tell Your Story 196
 
Acknowledgments 199
 
Fran's Acknowledgments 201
 
Don's Acknowledgments 203
 
Index 205

Info autore

DON SCALES has more than three decades of experience leading professional services firms and has driven exceptional growth by aligning people around core values. He currently serves as Global CEO for Investis Digital, a groundbreaking digital communications firm. Prior to Investis Digital, Don was CEO of iCrossing, a performance marketing company that Don sold to Hearst Corporation for $325 million. Don holds an MBA from the Harvard Business School. FRAN BIDERMAN-GROSS is the CEO and Founder of Advantages, an Inc. 500 global digital branding and marketing agency. A graduate of MIT's Entrepreneurial Master's Program and Goldman Sachs 10,000 Small Businesses program, Fran is a master at helping others translate their vision and values into a consistent and authentic brand experience. Fran is the developer of the Three Keys Workshop and an in-demand speaker and consultant who has empowered countless leaders to form the emotional connections that drive revenue growth.

Riassunto

We live in a values-driven world.
As times change, businesses must evolve. The way that leaders have run companies for generations is no longer relevant.Today -- Purpose wins over products. Values win over features. Stories win over pitches.Everyone everywhere craves fulfillment. You must share the reason why you exist and infuse it into everything you do, in order to thrive.
Many leaders see the shift in the market and make an effort to adapt. Companies quickly learn that one-off workshops and off-sites are not enough. Purpose is more than a press release. Your vision and mission statements should live in practice as well as print, and permeate through every aspect of your organization. You must close the gap between the messages you declare and the experiences you deliver.
How to Lead a Values-Based Professional Services Firm shares the vital experience and valuable insights that leaders require to evolve their organizations and navigate the values-driven world we live in.
? Live your purpose to stay alive and build a faithful following of clients and team members.
? Employ your authentic values as your guide through the modern market and drive profitability.
? Share meaningful stories that emotionally connect with today?s clientele to transform them into tomorrow?s brand ambassadors.
3 keys to unlock purpose and profit will enable you to turn the obstacles of the shifting market into your greatest opportunities, soar above your competitors, and grow your revenue beyond your highest projections.

Dettagli sul prodotto

• Autori: Fran Biderman-Gross, Do Scales, Don Scales, Don Biderman-Gross Scales
• Editore: Wiley, John and Sons Ltd
• Lingue: Inglese
• Formato: Copertina rigida
• Pubblicazione: 31.01.2020
• EAN: 9781119621522
• ISBN: 978-1-119-62152-2
• Pagine: 240
• Categorie: Scienze sociali, diritto, economia > Economia > Management; Konfliktbewältigung, Business & management, Wirtschaft u. Management, Conflict Resolution & Mediation (Workplace Settings), Konfliktbewältigung am Arbeitsplatz