True Professionalism: The Courage to Care about Your People, Your Clients and Your Career Hardcover – 7 Jul 1997
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Donald GroningerExecutive Vice President and General Counsel, Bridgestone/Firestone, Inc.Provides a common sense blueprint for professional success, emphasizing the simple but often neglected principles that make for a fulfilling and productive career. Anyone who wants to be thought of as a professional will benefit from reading this book, Maister's insights apply to people at all levels of organizations and in a wide variety of industries and professions.
About the Author
David H. Maister, one of the world's leading authorities on the management of professional service firms, is the author of several successful books, including "Managing the Professional Service Firm, True Professionalism, " and "Practice What You Preach, " and coauthor of "The Trusted Advisor." --This text refers to an out of print or unavailable edition of this title.
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Top Customer Reviews
This book gives good, simple, guidelines to succeed. Follow them and you'll do well.
Don't worry that your competition will do the same because many of the recommendations will get lost in the "Too Hard" basket. For example, Maister's treatment of unchargeable time is simple and cuts right to the chase: how is non-chargeable time measured? What is the RoI of this time? Is there a schedule or a programme for what is essential investment in the future?
The logic is impeccable, but it will lead to little action precisely because unchargeable time by definition doesn't contribute to the bottom line immediately.
It is a book which seeks out many of the sloppy, unimaginative practices prevalent in professional firms and provides practical remedies. It is a book that will be much recommended but too hard to use, and the reason why is best illustrated by Maister's recommendation on guarantees:
"Guarantee your work to the complete satisfaction of the client. If the client is not completely satisfied, accept that portion of the fee that reflects the client's level of satisfaction".
This stuff is just too scary. To trust clients and staff that much is asking a lot. To force a firm to live up to its marketing claims is, for most, a risk not worth taking.
Having worked in and with more than a few consultancy firms, I've seen these approaches work. What Maisters advocates is absolutely on the money. However, the techniques and approaches don't last. I'm not sure if that's down to ego, dividend pressure from shareholders, short-term thinking, profit-taking or incompetence - maybe a combination - but in the real world people just won't follow the recipe.
I don't doubt Maisters could easily dissect the reasons why his lessons are so seldom applied, and how to address those root causes. I look forward to him doing just that...
... but in the meantime, if you can influence a professional firm to follow Maisters approach, do it.
This book is a must for any consultant and/or business leader in the service industry.
Most Recent Customer Reviews
This book is good enough in terms of orthodox perspectives. However, it does not challenge the inherent issues in the so-called 'professional' industries and hence does not invoke... Read morePublished on 30 Jun. 2001
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