Dudley, George W., 96

Due diligence, vendors, 421-423

Efficiency, administrative,

380-381 Enterprise resource planning

(ERP), 308 Enterprise service automation

(ESA), 308 Equity, 62-66

Executive committees, 72-73 Executives, role of, 19-21 Expectations, managing, 134-137 Expense recognition, 355, 363-364 Expenses, 27-38 of lawyers, 38 External risks, 324-325, 329

Finance, 368-382

capital structure and, 368-369 Finance department,

benchmarking, 38-41 Financial planning, 369-375 Financial statement, review of,

365-368 Firm, assessing, 10-15 Firm, defining, 123-124 Firm size, billable hours (Exhibit

2.3), 29 Forecasting, human resource,

347-350 Framing, 320

Fungibility, 239-240 Furniture, office, 491-494

Gallwey, W. Timothy, 312 Generally accepted accounting

principles (GAAP), 352-354 Gioia, Joyce, 311 Goldratt, Eliyahu M., 269 Goodson, Shannon L., 96 Governance, 201-203 Governance structures, 53-74 Grossing up, definition of, 480 Gunn, Ronald A., 294, 303, 304

Herman, Roger, 311

Hlavaty, Gregg, 487

Hoffberg, Kevin, 114

Home office model, 71

Human resources, 338-351 benchmarking, 45-47 benefits administration, 347 bonus programs, 348-349 communication, 344 compensation administration,

347-350 forecasting, 347-350 layoffs/reduction in force,

343-345 legal counsel and, 340-341 partner model, 125-129 performance evaluation, 342-343

Human resources (Continued) records management, 345-347 recruiting, 341-342 role of, 339-340 timesheets, 350 tracking time off, 350-351 using, 125-129 vacation, 350-351

Ideal client, defining, 124-124 Identifying potential employees,

248-250 Indemnification, 379-380 Information technology, 431-465 architecture of, 435-436 budgeting for, 454-459 drivers of cost (Exhibit 2.15),

43-44 managing, 433-465 operations, 445-446 organization of, 436-442 out-of-budget requests, 459-460 projects, 449-454 resources (Exhibit 17.4), 441 sample inventory (Exhibit 17.2), 438

scope of operations (Exhibit 17.6), 446-448

standards, 442-445

steering committee, 460-462

strategies, 433-435 Intellectual property, 143-157

development, 153-155

protecting, 155-156

understanding, 153-156 Intelligence, gathering, 320

Internal risks, 321-323 Interviewing, 250-252 Interviewing, for sales team, 92-93

Job description, sales, 90-92 Jonassen, Jim, 162

Kautz, Judith, 181 Kotler, Philip, 145 Krueger, Mark, 50

Labor, value of, 355 Lateral hires, 249-250 Lawsuits, causes of (Exhibit 16.3), 396

Layoffs, 343-345 Lea, Wendy, 107, 109 Leadership models, 71-72 Leandri, Susan, 18 Leasing commercial space,

467-481 Legal counsel, 495-516

managing, 511-515

selecting, 507-511

when needed, 496-507 Leiter, Michael, 293, 311 Leverage, and billable hours, 16-17

Leverage, partner (Exhibit 2.16), Mining, as a source of sales,

46 112-113

Levinson, Rob, 139 Morris, Tom, 117

Liability, 241-242, 379-380 Limited liability companies, 58 Litigation, 331 Litvak, Jeff, 80, 82

Maister, David H., 220 Management, strategic internal,

268-276 Management skills: developing, 309-313 improving engagement, 311-313 Managing feedback matrix, 235

Market-based opportunity, 147 Marketing, 211

competency, 129-131

development, 121-142

expertise, 129-131 Marketing personnel, 137 Marketing and sales, integrating, 83-84

Master services agreement (MSA), 176

Matching principle, 352-353,

354-355 Materiality, definition of, 353 Measurement and evaluation,

278-279 Measuring sales costs, 113-114 Meetings, sales, 104-106 Mentorship programs, 257-259 Mergers, 381-382

National Association of Purchasing Management Code of Ethics (Exhibit 16.9), 428

Neiner, Kathryn, 93

New service development, 211

Notice period, 380

Objectivity, defining, 353 Office design, 487-490 Office finish-out, 490-491 Office management, 517-529

culture, 525

defining, 519

document management, 522

facilities management, 524

hiring a manager, 526-528

mail room, 522

other services, 522-523

reproduction department, 521

resources, 528-529

support services, 519-521

travel management, 522 Opportunity:

compliance-based, 146

market-based, 147 Organizational models:

examples, 213-215

functional, 207-208