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> What Professional Service Firms Must Do to Thrive

商品編號: R2102G
出版日期: 2021/03/01
作者姓名:
Nanda, Ashish;Narayandas, Das
商品類別: General management
商品規格: 11p

再版日期:
地域:
產業: Accounting services industry;Business consulting services;Legal services industry;Professional services
個案年度: -  

 


商品敘述:

During economic slowdowns, consulting, law, and accounting firms often start offering services and taking on clients they really shouldn''t, just to keep the lights on. This path is perilous. If a firm''s practices have a diffuse mix of clients and unclear strategic positioning, it will weaken the firm''s market profile and lead to internal conflicts, especially about the organization''s future direction. This article presents two tools that professional service firms can use to manage their client mix and optimize their strategic position. The first is the practice spectrum. All practices fall on a continuum of sophistication that ranges from "commodity" to "rocket science." Any position on this spectrum can be profitable, though the forces driving profits change as you move along it--as do the capabilities and skills required. Successful practices understand their true position on the spectrum and know which performance levers to pull. The second tool is the client portfolio matrix, which separates clients into four categories on the basis of cost to serve and willingness to pay. Rather than spreading clients across all four, firms should target their acquisition efforts and follow different relationship strategies for each type of client.


涵蓋領域:

Crisis management;Portfolio management;Recessions;Strategic positioning


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