Professional firms are forever trying to get their people to act like professionals -- to do the right things. Though their various incentives may create employee compliance, these don't often encourage excellence. David Maister, the world's premier consultant to professional service firms, vigorously challenges professionals to examine this essential, yet under-addressed question: What is true professionalism? His answer is clear: It is believing passionately in what you do, never compromising your standards and values, and caring about your clients, your people and your own career. In clear and compelling terms, Maister shows that this approach is not only ethical but also conducive to commercial success.

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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.

4 of 4 found the following review helpful:

Essentials Needed To Become a Successful LeaderApr 21, 2004
By Joyce A. Ogirri
David Maister does a great job of explaining the fundamentals essential to anyone that has a job or is looking for a job in consulting. Splitting the book into three sections made it flow well and easy to follow and comprehend. Furthermore, Maister really focuses on the things that you should look for within yourself as well as the firm and clients. He makes you think about what one should really focus on in your career and the benefits you can receive from your job. This book also guides an employee in explaining situations that will probably occur at some point in their working career. David Maister gives you the tools that you need to be successful; all the person has to do is apply it to their everyday life.

The principles that Maister discussed in his book showed me that there is a balance between the client, the firm, and yourself. This balance is important because it dictates how successful you will become. It is also important to value your client as well as engage with them so that you really know who the client is and what their needs and wants are. Even though you must achieve your goals, you should help others to do the same by establishing a relationship, which in turn will make the working environment healthy and successful.

There is so much information you take a way from this book that will help you in your career as well as your life. I advise everyone to buy this book, because it is very beneficial to the success of anyone's career. Through the use of catchy phrases and clear, practical explanations, I feel that anyone can read this book and take something from it to apply to their career.

6 of 7 found the following review helpful:

Excellent Book - Speaks directly to consultantsMar 08, 2003
By Spk "SPK-NY"
Finally a book that speaks to the heart of what consulting is(or professional services in general), with no hype, no distractions or flavor-of-the-month thoughts. I had heard David Maister at a recent consulting conference and was quite struck by his focus on people and 'execution of strategies' as being the core of successful consulting firms.

This book is pithy without being trite and if you have been in consulting a while, you can directly relate to what the author is referring to. There are many suggestions in this book that are insightful, practical and feel right on the money to a practictioner.

While by no means a classic, it is certainly a must read.

3 of 3 found the following review helpful:

Insightful!Oct 19, 2001
By Rolf Dobelli "getAbstract"
David H. Maister has written a valuable book about what it really means to be a professional. Presented with depth, insight and plenty of practical advice, the book is intelligently written and can be applied to anyone's career, no matter the level or industry. Maister also has plenty to say to companies about their professionalism and lack of it. We [...] recommend this book to professionals in all areas, and if you want to be a better one - or if you're not sure whether you are one or not - start reading.


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