| Main |

Download the complete White Paper: The Seven MegaTrends of Professional Services

Continued from Responding to Mega Trends – Build strategic transparency. Full table of contents below.

Create a highly networked firm

Many professional services organizations are not really firms, they are a set of individual professionals working under the one banner. If, however, firms can bring together deep specialist expertise across their organizations, and integrate and apply it in ways designed specifically for their clients, they can create a uniquely relevant offering that no other firm can match. The value firms can create in this way both transcends and takes advantage of the seven MegaTrends of professional services.

Cross-selling is a hot topic in most professional services firms. In order to cross-sell services to existing clients, four conditions must be met. The first is that the relationship leader must be aware of the expertise of his or her colleagues. The second is a broad understanding of that person’s or department’s expertise, and how it can be applied to create value for clients. The third is confidence in the capabilities of the colleague. The fourth is personal trust that the colleague will do the right thing and effectively fulfil their role as a team member in working with the client. The reality is that in larger firms, spanning a variety of practices, locations, major clients, and even countries, these four conditions are met in only a fraction of cases. The perfectly networked firm, where all professionals are able and willing to draw in any other professional in the firm, is a pipe dream. Yet even slightly improving the internal networks in the firm along these four key dimensions will result in significantly better performance.

A rapidly emerging domain of management science, social network analysis, helps professional services leaders to gain deep insights into the essence of their structure and how their resources are combined to work with clients. These kinds of tools can assist greatly, by identifying blockages and opportunities, and providing a template for building truly networked organizations.

Table of contents

- Introduction

MegaTrends

- MegaTrend 1: Client Sophistication

- MegaTrend 2: Governance

- MegaTrend 3: Connectivity

- MegaTrend 4: Transparency

- MegaTrend 5: Modularization

- MegaTrend 6: Globalization

- MegaTrend 7: Commoditization

Responding to the MegaTrends

- Lead Your Clients into Knowledge-Based Relationships

- Build Strategic Transparency

- Create a Highly Networked Firm

- Evolve Your Business Models

Developing and Implementing robust strategies

For the most current insights and trends in the living networks, follow @rossdawson on Twitter!

Comments are closed.

AHT GROUP VENTURES & FEATURED CONTENT

http://ahtgroup.com/
http://www.futureexploration.net/
http://rossdawson.com/
http://crowdsourcingresults.com/
http://rossdawsonblog.com/weblog/archives/2011/01/zeitgeist-2011-anxiety-mobility-blending-indulgence-immersion-wrath-nudity-and-more.html
http://smetechnologyforum.com/
http://ideavisualization.net/
http://rossdawsonblog.com/
http://rossdawsonblog.com/weblog/archives/2010/12/map_of_the_deca.html

About the Blog author

Ross Dawson Photo

Ross Dawson is globally recognized as a leading futurist, entrepreneur, keynote speaker, strategy advisor, and bestselling author. He is Founding Chairman of AHT Group, which consists of 3 companies: consulting, publishing, and ventures firm Advanced Human Technologies, future and strategy firm Future Exploration Network, and events company The Insight Exchange.

Ross is author most recently of Getting Results From Crowds, the prescient Living Networks, which anticipated the social network revolution, the Amazon.com bestseller Developing Knowledge-Based Client Relationships, and Implementing Enterprise 2.0. (click on the links for free chapter downloads). He is based in Sydney and San Francisco with his wife jewellery designer Victoria Buckley and two beautiful young daughters.

Contact me

Twitter

Facebook

Google+

Go to main blog page

FEATURED WEBSITE

RossDason.com

Subscribe

 RSS

Archives