{"product_id":"how-to-lead-a-values-based-professional-services-firm-isbn-9781119621522","title":"How to Lead a Values-Based Professional Services Firm","description":"\u003cb\u003eWe live in a values-driven world.\u003c\/b\u003e \u003cbr\u003e \u003cbr\u003e  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.  \u003cbr\u003e \u003cbr\u003e  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. \u003cbr\u003e \u003cbr\u003e  \u003cb\u003eHow to Lead a Values-Based Professional Services Firm \u003c\/b\u003e shares the vital experience and valuable insights that leaders require to evolve their organizations and navigate the values-driven world we live in. \u003cbr\u003e \u003cbr\u003e  •\tLive your \u003cb\u003e purpose \u003c\/b\u003e to stay alive and build a faithful following of clients and team members.  \u003cbr\u003e  •\tEmploy your authentic \u003cb\u003e values \u003c\/b\u003e as your guide through the modern market and drive profitability. \u003cbr\u003e  •\tShare meaningful \u003cb\u003e stories \u003c\/b\u003e that emotionally connect with today�s clientele to transform them into tomorrow�s brand ambassadors. \u003cbr\u003e \u003cbr\u003e   \u003cb\u003e3 keys to unlock purpose and profit\u003c\/b\u003e 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. \u003cp\u003eAbout the Authors xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHalf a Century of Combined Experience 2\u003c\/p\u003e \u003cp\u003eWe’re Not in the Business We Think We are 3\u003c\/p\u003e \u003cp\u003eNot Just a Logo 5\u003c\/p\u003e \u003cp\u003eThe Slog 7\u003c\/p\u003e \u003cp\u003eFinding the Three Keys 12\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Create Your Three Keys 15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstand Your Brand Foundation 16\u003c\/p\u003e \u003cp\u003eUnderstand the Three Keys 18\u003c\/p\u003e \u003cp\u003ePurpose: The First Key 18\u003c\/p\u003e \u003cp\u003eValues: The Second Key 21\u003c\/p\u003e \u003cp\u003eStory: The Third Key 25\u003c\/p\u003e \u003cp\u003eApply the Three Keys to Your Business 27\u003c\/p\u003e \u003cp\u003eAre You a Values-Based, Purpose-Driven Firm? 28\u003c\/p\u003e \u003cp\u003eWhat Can You Do Now? 29\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Values-Based Culture 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThree Building Blocks of Culture 33\u003c\/p\u003e \u003cp\u003eInnovate and Evolve Culture 42\u003c\/p\u003e \u003cp\u003eCreate a Culture of YES! 43\u003c\/p\u003e \u003cp\u003eCulture and the Three Keys 45\u003c\/p\u003e \u003cp\u003eWhat Can You Do? 46\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Leadership 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat is Leadership? 50\u003c\/p\u003e \u003cp\u003eLeading in the 21st Century 51\u003c\/p\u003e \u003cp\u003eWhat Type of Leader are You? 53\u003c\/p\u003e \u003cp\u003eLeadership, Purpose, and the Service-Profit Chain 55\u003c\/p\u003e \u003cp\u003eLook to the Three Keys 56\u003c\/p\u003e \u003cp\u003eWhat Can You Do? 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Hire Leaders 63\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Hiring Process Has Changed 65\u003c\/p\u003e \u003cp\u003eAlign Values and People 67\u003c\/p\u003e \u003cp\u003eInvest in Your Hiring Process 69\u003c\/p\u003e \u003cp\u003eInvolve the CEO 71\u003c\/p\u003e \u003cp\u003eInterviewing with the Three Keys 72\u003c\/p\u003e \u003cp\u003eLink Hiring to Your Bottom Line 76\u003c\/p\u003e \u003cp\u003ePlan for Leadership Succession 80\u003c\/p\u003e \u003cp\u003eCompensation 83\u003c\/p\u003e \u003cp\u003eLeadership, Purpose, and Performance 87\u003c\/p\u003e \u003cp\u003eWhat Can You Do? 88\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 The Purposefully Structured Business 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDesign Your Organization 92\u003c\/p\u003e \u003cp\u003eFewer Hands, Lower Risk 101\u003c\/p\u003e \u003cp\u003eIs It Time to Change? 103\u003c\/p\u003e \u003cp\u003eInfuse Values throughout Your Firm 104\u003c\/p\u003e \u003cp\u003eOrganizational Design and the Three Keys 106\u003c\/p\u003e \u003cp\u003eWhat Can You Do? 107\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Messages Matter: Marketing and Communications 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMarketing Today 110\u003c\/p\u003e \u003cp\u003eHow the Three Keys Affect Marketing 113\u003c\/p\u003e \u003cp\u003eHow to Market: A Tactical Discussion 118\u003c\/p\u003e \u003cp\u003eData: Opportunity or Overload? 122\u003c\/p\u003e \u003cp\u003eThe Chief Marketing Officer is Dead, Long Live the CMO 124\u003c\/p\u003e \u003cp\u003eWhat Can You Do? 127\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Clients Matter 129\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePurpose before Services 130\u003c\/p\u003e \u003cp\u003eAlign with Purpose 132\u003c\/p\u003e \u003cp\u003eAlign at a Higher Level 133\u003c\/p\u003e \u003cp\u003eFlip the Funnel 137\u003c\/p\u003e \u003cp\u003eHow Clients Buy versus Why 139\u003c\/p\u003e \u003cp\u003eLearn What Your Clients Need and Solve Their Problem 141\u003c\/p\u003e \u003cp\u003eWhat Can You Do? 147\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Mergers and Acquisitions 149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSpend Time to Align 150\u003c\/p\u003e \u003cp\u003eConnect on Beliefs 152\u003c\/p\u003e \u003cp\u003eEmbrace the Future Together 152\u003c\/p\u003e \u003cp\u003eBe Ready to Compromise 158\u003c\/p\u003e \u003cp\u003eA Quick Thought on Earn-outs 160\u003c\/p\u003e \u003cp\u003eWhat Can You Do? 162\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Measure Your Purpose 165\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWho Owns the Key Purpose Indicators? 167\u003c\/p\u003e \u003cp\u003eWhat to Measure? 168\u003c\/p\u003e \u003cp\u003eHow Do We Measure These Things? 169\u003c\/p\u003e \u003cp\u003eMeasurement and Performance 183\u003c\/p\u003e \u003cp\u003eWhat Can You Do? 184\u003c\/p\u003e \u003cp\u003e\u003cb\u003eConclusion: Use the Three Keys 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix: The Three Keys to a Purposeful Brand Foundation 189\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFind Powerful Purpose 190\u003c\/p\u003e \u003cp\u003eIdentify Values 194\u003c\/p\u003e \u003cp\u003eTell Your Story 196\u003c\/p\u003e \u003cp\u003eAcknowledgments 199\u003c\/p\u003e \u003cp\u003eFran’s Acknowledgments 201\u003c\/p\u003e \u003cp\u003eDon’s Acknowledgments 203\u003c\/p\u003e \u003cp\u003eIndex 205\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eDON SCALES\u003c\/b\u003e 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. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eFRAN BIDERMAN-GROSS\u003c\/b\u003e 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.   \u003c\/p\u003e\u003cp\u003eThose of us who lead professional services firms may think we sell billable hours. We don't. Not anymore. The traditional way of doing business no longer suffices for today's clients, who crave a sense of meaning and purpose in every transaction. To survive in this unprecedented environment, we need to start selling stories—ideas and narratives that guide our everyday operations and will inspire those we work with to trust us over the long haul.\u003ci\u003e How to Lead a Values-Based Professional Services Firm\u003c\/i\u003e makes the case for building purposeful brands and guides readers through a series of steps to transform their organizations and inspire stakeholders. \u003c\/p\u003e\u003cp\u003eThe Three Keys—Purpose, Values, and Story—form the lens through which readers will come to view every aspect of the brands they lead. This simple yet powerful framework is a guide to remaking the foundation of your brand. Executives who have undertaken this process agree that a strong sense of collective purpose improves customer loyalty, facilitates change, and motivates employee satisfaction. These proven outcomes will inspire readers to undertake the transformative shift to a values-based culture, with the help of the insights, examples, and key tactics in this book. \u003c\/p\u003e\u003cp\u003eBut making that culture shift won't quite be enough. After you've identified your brand's core identity, you'll need to build that identity into your organization's culture. This is easier said than done, as it requires bold leadership and the strength to model authentic commitment. Therein lies the real value of \u003ci\u003eHow to Lead a Values-Based Professional Services Firm.\u003c\/i\u003e The authors developed the Three Keys framework in action and have led their own business to market dominance and brand success. They provide their tested takeaways on how to: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eLink leadership to purpose and profit in the 21st century\u003c\/li\u003e \u003cli\u003eHire leaders who will carry the torch of values and purpose\u003c\/li\u003e \u003cli\u003eInfuse your Purpose, Values, and Story into all communications\u003c\/li\u003e \u003cli\u003eStrategically align mergers and acquisitions around core beliefs\u003c\/li\u003e \u003cli\u003eMeasure the bottom-line impact of a values-based culture\u003c\/li\u003e \u003c\/ul\u003e\t \u003cp\u003eThe brands that endure over the coming decades will be those that clearly understand and adhere to the Three Keys to brand identity. This book is for leaders who are ready to commit to the Purpose, Values, and Story that will propel their firms into the future.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for HOW TO LEAD A VALUES-BASED PROFESSIONAL SERVICES FIRM\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Don and Fran have mastered the art of leading with purpose, values, and story. . . and now they're giving you the playbook.\" —\u003cb\u003eLarry Weber\u003c\/b\u003e, Chairman and CEO of Racepoint Global and Founder of Weber Shandwick \u003c\/p\u003e\u003cp\u003e\"This important book is a must-read for every leader striving to build a successful values-based organization.\" \u003cb\u003e—Doug Fletcher, Co-Author of \u003ci\u003eHow Clients Buy\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"It's no longer enough to just define your purpose; your customers need to experience it. Ensuring that it's communicated through every interaction has proven to be a challenge. This book provides an excellent roadmap for you to become a purpose-driven organization.\"  \u003cb\u003e—Deborah Leff, IBM CTO | Data and AI\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Travel is complex. Every day, Delta transports millions of travelers across the globe. The only way to make that happen is to align people around our purpose, values, and story. This book will guide you to uncover your Three Keys.\"  \u003cb\u003e—Henry Kuykendall, Senior Vice President, Delta\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"For over two decades, Gallup has studied how individual strengths impact organizations. In this book, Don and Fran explain the three critical organizational strengths that impact your company and the world. The Three Keys form a strong foundation for any organization to thrive.\"  \u003cb\u003e—Maika Leibbrandt, Senior Executive, Gallup\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"This book intelligently outlines a cardinal truth I've discovered myself, over my ample experience in leadership positions at top companies. Purpose is absolutely necessary to produce profit in the current market. Your business will thrive if you can successfully infuse meaning and values into everything you do, and this book discloses how.\"  \u003cb\u003e—David Grigson, Chairman, Investis Digital\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Twenty years ago, David Maister taught us how to manage a professional services firm. Now, it's all about leadership. Leading with purpose, values, and story will change everything. This book will show you how.\"  \u003cb\u003e—Cliff Farrah, CEO and President, The Beacon Group\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989380612325,"sku":"NP9781119621522","price":40.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119621522.jpg?v=1761783888","url":"https:\/\/k12savings.com\/products\/how-to-lead-a-values-based-professional-services-firm-isbn-9781119621522","provider":"K12savings","version":"1.0","type":"link"}