Organizational models (Continued)

geographic, 208-209

hybrid practice, 208

options, 204-209

practice, 206-207 Organization structure, 200-201 Osborne, Edi, 269, 274, 278 Osetek, Alan, 163, 177 Outcome measures, 21 Ownership, 201-203

Partner model, 125-129 Partnerships, 56-58 Partnership structures, 53-74

limited liability companies, 58

partnerships, 56-58

sole proprietorship, 56

subchapter C corporation, 60-62

subchapter S corporation, 59-60

Performance evaluation, 342-343 Performance measures, 21-22 Performance plans, creating,

230-231 Performance ranking, 304-305 Perquisites, 228 Personality issues, 240-241 Personnel rations (Exhibit 2.17),

Pipeline management chart

(Exhibit 13.7), 301 Pitch, developing, 138-139 Porter, Michelle, 48 Practice management teams, 73

Pricing, 211

Pricing strategy, 279-280 Procurement management,

385-427 Professional development, 228-236 Professional development,

appraisals, 228-230 Professionals:

misfit, 246-247

rainmaker, 244

types of, 243-247

worker bee, 245-246 Professional services:

collection strategies, 280-281

definition of, 6-7

history of, 4-5

measurement, 278-279

number of firms, 7

pricing strategies, 279-280

quality control, 281-282

strategic delivery, 276-282

unique issues of, 9-15 Professional services firms:

overview, 199-200

selecting a structure (Exhibit 3.1), 63-64

structuring, 53-74, 192-216 Professional specialists, 244-245 Profit, calculating, 16 Profitability, 16-52 Progression, career, 212-213 Project cost accounting, 376-377 Project manager, alignment chart

(Exhibit 13.3), 289 Projects, 265-283

executing, 265-283

improvement, 267-268

managing, 265-283

planning, 265-283

Proposal development, managing,

174-175 Proposal management, using

lawyers, 171 Proposal(s), 158-179

closing, 174

defined, 160

follow up, 174

keys to success, 177-179

negotiating, 172-173

pricing, 172-173

related documents, 175-177

role of, 160-165

selling, 161-165

written, 165-166 Public relations firms:

the pitch, 138-139

postpresentation, 141

prepresentation, 139-140

presentation, 140-142

using, 138 Purchasing:

automated and online, 399-400

ethics and, 427-428 Purchasing management, 399-400

Qualifications, 167-171 Quality, commitment, 19-20 Quality assurance, 329-333 Quality assurance, defined, 318 Quality-based measures, 21 Quality control, 281-282 Quality of life issues, 259-260

Real estate management, 466-494

budgeting, 469-470

building classification, 469

finishing out an office, 490-491

gross leases, 479-480

leasing agents, 472-473

leasing space, 467-472

listing potential properties, 473-481

negotiating leases, 482-486

net leases, 480

office design, 487-490

office furniture, 491-494

parking facilities, 476-477

property walk-through, 481-482

rental rates, 477-479

security, 477

subleasing, 470-471 Recompetes, vendor, 402-404 Records management, 345-347 Recruiting, 237-262

compensation, 240

debriefing, 260

liability, 241-242

personality issues, 240-241

phases of, 247-256

sales team, 90-93 Reductions in employment,

343-345 Reference authorization, 170-171 Reference management, 158-179 References, 157-171

checking, 252-253

managing, 168 Relationships, using for business, 131-134

Request document, example

(Exhibit 7.3), 169 Request for information (RFI),

Request for proposal (RFP),

160-161, 176 Request for proposal (RFP),

vendors, 414-420 Requirement profile, identifying,

285-287 Requirements, focus on, 287-289 Resource administration,

305-309 Resource allocation, 127, 178 Resource management, 284-315 Resource pool, assessing,

289-292 Resource pool ranking chart

(Exhibit 13.10), 305-309 Resources, managing billable,

297-304 Resource utilization: optimal level, 292-297 optimizing, 293-297 overutilization, 293 underutilization, 292 Retention, 242-243 debriefing, 260 phases of, 256 -259 Revenue drivers, 29-31 Revenue realization, definition of, 352

Revenue recognition, 363-364 Review and feedback, periodic,

256-257 Risk management, 316 -333

categories of risk, 322-325

decision making and, 319-322

defined, 318

improving, 326-329

methodology, 325-326

responsibility for, 331-332 Risks:

categories, 322-325

client, 321, 324

delivery, 321, 323-324

external, 322, 324, 329

internal, 321-323 Robert Morris Associates, 66 Roberts, Harry, 329 Russo, J. Edward, 319, 320

Sales:

establishing territories, 83-86

marketing and, 83-84

measuring, 113-114

resources, 118-119

support systems, 114-117

team size, 86-87

tracking, 99-104 Sales call evaluation, 96 Sales cycle (Exhibit 4.7), 107 Sales management, 77-120

acquiring new business though, 81

revenue generation and, 80 Sales meetings, 104-106 Sales process, professional services

(Exhibit 7.2), 166 Sales professional, alignment chart

(Exhibit 13.4), 291 Sales team:

building, 89-107

compensation of, 89

managing, 89-107

organization of, 81-83