Index

Abbott, Ida O., 258 Aberdeen Group, 284 Abiatti, Antony, 162, 177 Accounting, 352-368

fundamentals of, 352-356

project cost, 376-377

systems, 356-357 Acquisitions, 381-382 Activity measures, 21-22 Advertising, 137

Allocation, firm resource (Exhibit 5.1), 127 of resources, 178 of time, 27-29 Appraisals, career, 228-230 Arthur Andersen, 277 Assessing your firm, steps to, 10 -15

Asset management, 385-427 Attrition models, 231-232 Averbook, Jason, 289, 303, 308, 309

Backlog, 301-302 Bailey, Robert S., 234

Balance sheet, managing,

357-363 Benchmarking, 16-52 activity measures, 21-22 applications and limits of, 47-50

best practices and, 22-23 cost-based measures, 21 expenses, 27-38 finance department, 38 -41 human resources, 45-47 information technology,

41-45 outcome measures, 21 performance measures, 21-22 pitfalls of, 48 primer on, 21-26 professional services firms,

26-47

quality-based measures, 21

revenue, 27-38

starting, 25-26

targets of, 23-24

time-based measures, 21

time management, 27-29

timing for, 24-25

value of, 18 -19 Benchmarks, determining, 22 Benefits:

obligations, 67

selection of, 225-228

Best practices, key focus of

benchmarking, 22-23 Billable resources, managing,

297-304 Bill rates, developing, 30-31 Boilerplate documents,

development, 171 Boot camp, sales training and,

95-99 Booz Allen, 200, 203 Branch office model, 71 Budgeting, 369-375 Budgeting process, 211 Business, development, 121-142

driving, 137 Business portfolio chart (Exhibit

13.9), 303

Call centers, competing with

larger organizations, 188-189 Capability, 286 Career progression, 212-213 Career track, 219-225

appraisals and, 228-230

elements of, 221-223

nonpartners, 224-225

review, 225

update, 225 Casalan, Sarah, 164 Certifications, vendor, 396 Change, improvement and, 267-268 Change order, 177 Client risks, 324 Clients, managing, 134-137 Coaching, 234-235 Collection strategies, 280-281

Collins, Jim, 272 Commission schedules, 88-89 Compensation, 66-71, 240, 225-228 administration, 347-350 contract negotiations for,

377-380 disclosure, 227 events, timing, 227 negotiating, 254-255 Compliance-based opportunity, 146

Conclusions, reaching, 320 Conservatism, definition of, 353 Consistency, 353 Contract negotiations, 377-380 Contracts, review of (Exhibit

16.4), 399 Cordial, Dale, 273 Core competencies, 434 Cost-based measures, 21 Cost estimates, 375-376 Costs:

controllable, 31-34

definition of, 352

professional, 34-37 Crisis management, 330-331 Customers, identifying, 110-111

Decision-making processes, 320 DeCourcey, Marc, 165 Delivery risks, 323-324 Differentiating, the firm, 123-124 Digital globalization, 185 Disclosure, 353 Downtime, 297-298