{"product_id":"the-professional-services-firm-bible-isbn-9780471660484","title":"The Professional Services Firm Bible","description":"Spanning everything from legal firms and architects to fundraisers and dentists, the professional services industry continues to experience spectacular growth yet remains largely undocumented in business literature. Until now.  \u003cp\u003e\u003cb\u003eThe Professional Services Firm Bible\u003c\/b\u003e is a sophisticated and comprehensive guide to running a highly productive professional services organization. Top consultants John Baschab and Jon Piot provide specific and sharply defined policies, practices and tools for each important aspect of managing the professional services firm, allowing you to assess current operations and develop a step-by-step plan for realising measurable productivity improvements. Further, the book will help you improve financial performance by managing costs, getting the most from external vendors and improving revenues.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Professional Services Firm Bible\u003c\/b\u003e is full of best practices, proven advice and practical techniques and includes a CD-ROM with customizable tools every professional services firm can use to achieve improvements.\u003c\/p\u003e \u003cp\u003ePlease visit \u003ca href=\"http:\/\/www.iig1.com\/\"\u003ewww.iig1.com\u003c\/a\u003e and \u003ca href=\"http:\/\/www.impactinsights.com\/\"\u003ewww.impactinsights.com\u003c\/a\u003e for more information on the book and top consultants John Baschab and Jon Piot.\u003c\/p\u003e  Preface.  \u003cp\u003eAcknowledgments.\u003c\/p\u003e \u003cp\u003eAbout the Authors.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eS\u003c\/b\u003e\u003cb\u003eECTION\u003c\/b\u003e \u003cb\u003eI:\u003c\/b\u003e \u003cb\u003eManaging and Governing the Professional Services Firm.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1. Managing the Professional Services Firm (\u003ci\u003eJohn Baschab, Jon Piot, and Robert H. Schwartz\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e2. Professional Services Firm Benchmarking (\u003ci\u003eGina Gutzeit\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e3. Partnership and Governance Structures (\u003ci\u003eJohn J. Reddish\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e\u003cb\u003eS\u003c\/b\u003e\u003cb\u003eECTION\u003c\/b\u003e \u003cb\u003eII:\u003c\/b\u003e \u003cb\u003eThe Front Office: Driving Sales and Growth.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e4. Sales Management (\u003ci\u003eJana Carpenter\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e5. Marketing and Business Development (\u003ci\u003eBryan J. Wick\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e6. Service Line and Intellectual Property Creation (\u003ci\u003eThomas Marbach\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e7. Proposal and Reference Management (\u003ci\u003eTim Bourgeois\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e8. Strategic Partnering (\u003ci\u003eT. Gregory Bender\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e\u003cb\u003eS\u003c\/b\u003e\u003cb\u003eECTION\u003c\/b\u003e \u003cb\u003eIII:\u003c\/b\u003e \u003cb\u003eThe Organization: Attracting and Retaining the Best Professionals.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e9. Organization Structure (\u003ci\u003eFrank Ribeiro\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e10. Career Tracks, Compensation, and Professional Development (\u003ci\u003eJohn Baschab and Jon Piot\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e11. Professional Staff Recruiting and Retention (\u003ci\u003eBrant C. Martin\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e\u003cb\u003eS\u003c\/b\u003e\u003cb\u003eECTION\u003c\/b\u003e \u003cb\u003eIV:\u003c\/b\u003e \u003cb\u003eServices Delivery: Taking Care of Business.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e12. Service Delivery (\u003ci\u003eD. Michael McDowell\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e13. Resource Management (\u003ci\u003eJoe Santana\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e14. Risk Management and Quality Assurance (\u003ci\u003eJohn Baschab and Jon Piot\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e\u003cb\u003eS\u003c\/b\u003e\u003cb\u003eECTION\u003c\/b\u003e \u003cb\u003eV:\u003c\/b\u003e \u003cb\u003eThe Back Office: Efficient Firm Operations.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e15. Finance, Accounting, and Human Resources (\u003ci\u003eJeffery B. Nemy\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e16. Purchasing, Procurement, Vendor, and Asset Management (\u003ci\u003eJohn Baschab and Jon Piot\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e17. Information Technology (\u003ci\u003eJohn Baschab, Craig E. Courter, and Jon Piot\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e18. Real Estate and Facilities (\u003ci\u003eK. Todd Phillips\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e19. Legal Counsel (\u003ci\u003eScott M. McElhaney and Michael W. Malakoff\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003e20. Office Management (\u003ci\u003eJohn Baschab and Jon Piot\u003c\/i\u003e).\u003c\/p\u003e \u003cp\u003eAppendix: About the CD-ROM.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e  JOHN BASCHAB is Senior Vice President and cofounder of Impact Innovation Group, a technology professional services firm in Dallas, Texas. He formerly worked as a consultant to Fortune 500 companies for management consultancy Booz Allen Hamilton. He holds an MBA from the University of Chicago Graduate School of Business and an undergraduate degree from the University of Arizona.  \u003cp\u003eJON PIOT is an executive officer and cofounder of Impact Innovations Group. He helped build the company from several professionals to over 700. His prior experience includes strategic consulting with Booz Allen Hamilton and Accenture. He holds an MBA from Harvard Business School and an undergraduate degree from Southern Methodist University. Baschab and Piot are also the authors of The Executive's Guide to Information Technology, from Wiley.\u003c\/p\u003e  The Professional Services Firm Bible is a comprehensive, sophisticated guide to every aspect of operating all types of mid-sized professional services firms—from law and accounting firms to consulting, real estate offices, and marketing companies. Focused primarily on growing firms with several to hundreds of professionals, it presents a wealth of expert advice for firm partners and managers who want to dramatically improve their business and keep their clients and professional staff happy.  \u003cp\u003eEach chapter is written by a well-known expert practitioner who shares his or her knowledge, experience, and personal stories, providing a wide range of perspectives on a specific topic area. Together, these different voices present a complete set of best practices for modern firms, as well as practical, real-world solutions for every vital function—from sales and marketing to operations to human resources to staff management.\u003c\/p\u003e \u003cp\u003eFocused on what it takes to successfully grow a small to mid-sized firm, readers will find field-tested advice on such important topics as:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eBuilding a sales approach that meets the needs of a growing firm\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eDesigning marketing, sales, and businessdevelopment strategies that really work\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eExpanding firm business through the development of new product offerings and strategic partnerships\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eCreating an optimal partnership and organization structure\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eManaging and developing professional staff\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eAccurately auditing and measuring the firm's performance and developing meaningful improvement plans\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eGrowing and leveraging firm assets and resources\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eDesigning the ideal information system for the firm\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eEffective management of functional areas, including HR, finance, and accounting\u003cbr\u003e \u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eMost important, readers will find specific policies for building a management and decision-making structure that ensures accountability and efficiency, as well as a wealth of management tactics specifically designed for small to mid-sized firms. Best practices offer invaluable help for back-office functions such as accounting, legal, and IT, while the accompanying CD-ROM includes diagrams, spreadsheets, checklists, and other useful tools. With expert guidance on every facet of professional services firm operation, The Professional Services Firm Bible is the one resource no firm can do without.\u003c\/p\u003e  THE PROFESSIONAL SERVICES FIRM BIBLE  \u003cp\u003eA comprehensive guide to every aspect of firm operation:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eGovernance\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eOrganizational structure\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eCompensation\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eSales management\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eMarketing and advertising\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eBusiness development\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eContract negotiations\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eIntellectual property\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eWriting proposals\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eStrategic partnering\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eQuality assurance\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eTraining and professional development\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eRecruiting and retention\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eProject management\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eRisk management\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eFinance and accounting\u003cbr\u003e \u003c\/li\u003e \u003cli\u003ePurchasing and procurement\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eVendor management\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eInformation technology\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eLegal issues\u003cbr\u003e \u003c\/li\u003e \u003cli\u003eOffice management\u003cbr\u003e \u003c\/li\u003e \u003c\/ul\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990321938661,"sku":"NP9780471660484","price":140.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471660484.jpg?v=1761787349","url":"https:\/\/k12savings.com\/es\/products\/the-professional-services-firm-bible-isbn-9780471660484","provider":"K12savings","version":"1.0","type":"link"}