August 16, 2023 2 min read
Points of View
Our Points of View articles are challenging, thought-provoking and, hopefully, enjoyable.
We like to think and talk about how theory becomes practice, and how academic research can produce real-world results. Everything we write comes with recommendations and actionable ideas based on our long experience in the professional services sector.
May 18, 2023 3 min read
May 10, 2023 2 min read
May 4, 2023 1 min read
Proposals: How to make them a point of difference, not a point of reference 2023
April 3, 2023 3 min read
March 8, 2023 1 min read
Why are there so few women at the top of Professional Service Firms?
November 3, 2022 2 min read
Should early career lawyers be trained in Business Development?
October 6, 2022 2 min read
September 22, 2022 2 min read
September 14, 2022 2 min read
Internal advisors: What do your stakeholders expect from you?
September 2, 2022 2 min read
Are you struggling to develop relationships and establish credibility with senior stakeholders?
August 18, 2022 3 min read
July 25, 2022 3 min read
May 5, 2022 2 min read
February 18, 2022 2 min read
Internal Advisors in your organisation – double espresso or caffeine-free?
February 4, 2022 2 min read
February 2, 2022 2 min read
January 31, 2022 1 min read
January 28, 2022 1 min read
January 25, 2022 1 min read
January 18, 2022 1 min read
January 12, 2022 1 min read
January 10, 2022 2 min read
January 5, 2022 2 min read
December 14, 2021 7 min read
March 15, 2021 3 min read
February 11, 2021 4 min read
Leading Virtually in the Absence of the Artefacts of Authority – Why Authenticity is Key
May 4, 2020 2 min read
March 5, 2020 6 min read
February 27, 2020 3 min read
Internal Consultants – Organisational Adrenaline or Decaffeinated Consultants?
November 25, 2019 3 min read
October 7, 2019 4 min read
October 2, 2019 3 min read
August 28, 2019 3 min read
July 29, 2019 3 min read
July 18, 2019 5 min read
Why your organisation is not ready to train and develop your salesforce
June 19, 2019 5 min read
Learning from a terrible DJ about the perils of the predetermined solution
May 31, 2019 3 min read
May 23, 2019 7 min read
April 30, 2019 3 min read
April 4, 2019 6 min read
The billable hour kills your firm’s values – what are the alternatives?
March 26, 2019 3 min read
February 12, 2019 12 min read
November 26, 2018 11 min read
Proposals: How to make them a point of difference, not a point of reference
October 26, 2018 3 min read
September 27, 2018 2 min read
Is it worth it? Is the ‘always-on’ culture in professional services worth the cost?
September 27, 2018 4 min read
What can individuals and their firms do to mitigate the ‘always-on’ culture?
September 27, 2018 4 min read
The costs of the ‘always-on’ culture to individuals and firms with important caveats
September 27, 2018 3 min read
Why the ‘always-on’ culture continues to dominate in professional services
September 27, 2018 3 min read
Special Report: Is it worth it? Examining the ‘always-on’ culture in professional services
August 25, 2018 11 min read
July 15, 2018 5 min read
How organisations can overcome big data’s two biggest obstacles
May 25, 2018 2 min read
What do award-winning consulting firms do better than the rest?
April 5, 2018 9 min read
Time’s up for the billable hour: Focusing on value is now the only option
March 27, 2018 7 min read
How creative agencies can take on consulting firms at their own game – and win
February 22, 2018 2 min read
February 13, 2018 5 min read
February 2, 2018 6 min read
January 11, 2018 4 min read
Why are there so few women at the top of Professional Services Firms?
November 10, 2017 3 min read
Underperformance all round? The Performance Management Conversation in Partner Groups
November 10, 2017 4 min read
Is the definition of Partner “No more development required”?
November 10, 2017 2 min read
Special Report: Mission Impossible? Managing Performance within the Partner Group
November 10, 2017 3 min read
How to Improve the Management of Performance within the Partner Group
November 10, 2017 3 min read
Part 2: The current role of marketing in professional services firms
November 10, 2017 2 min read
Who are Millennials and why should professional services firms care?
November 10, 2017 6 min read
Developing ‘Human Skills’ among the Millennial professional services workforce
November 10, 2017 3 min read
Part 3: Redefining the role of marketing in a professional services firm
November 10, 2017 3 min read
Part 4: The ‘Hidden Curriculum’ of professional services marketing
November 10, 2017 3 min read
Part 1: The challenges facing marketing teams in traditional professional services firms
November 10, 2017 3 min read
Special Report: Professional Services Marketing is Dead; Long Live Professional Services Marketing
November 10, 2017 3 min read
Special Report: Why (most) training is still useless and what leaders can do about it
November 10, 2017 3 min read
Part 2: The negative perceptions of leaders’ attitudes towards training in firms
November 10, 2017 6 min read
Part 4: What leaders can do about it? How to apply a Broken Windows Strategy in your firm
November 10, 2017 3 min read
November 10, 2017 8 min read
Special Report: Emotional Intelligence (EQ) in Professional Services
November 10, 2017 5 min read
Defining a professional services career skill set for Millennials
October 11, 2017 6 min read
September 4, 2017 2 min read
August 9, 2017 8 min read
Rethinking Value in Consulting: What distinguishes the top performing firms from the rest?
May 24, 2017 4 min read
Why now is the time for your consulting firm to revisit its professional development strategy
May 18, 2017 1 min read
May 18, 2017 1 min read
March 7, 2017 6 min read
February 27, 2017 4 min read
Challenging your clients: Get “That’s fair enough” not “That’s far enough”
February 9, 2017 5 min read
November 21, 2016 6 min read
November 11, 2016 4 min read
September 28, 2016 6 min read
Overcoming the gender leadership gap and women only development programmes
August 23, 2016 1 min read
Microwave Beds, The Great British Bake Off and Behavioural Change Programmes
August 19, 2016 4 min read
From ‘Agents’ to ‘Advisors’ – Differentiating your property / real estate firm
August 5, 2016 7 min read
10 unique dynamics of professional services firms that hinder change efforts
July 14, 2016 2 min read
Consulting Excellence: The Implications for Professional Development
July 4, 2016 5 min read
Rethinking the parable of the old man, the hammer and the broken engine
July 4, 2016 6 min read
May 6, 2016 6 min read
Secrets of Great Salespeople: 50 Ways to Sell Business-To-Business
April 15, 2016 5 min read
Thinking different… Why discomfort and risk are the necessary costs of effective consulting
March 18, 2016 4 min read
Internal Consulting Research Report: Begin as trusted insiders, grow as respected professionals
March 17, 2016 6 min read
Billable hours – why it’s time for firms to slaughter this sacred cow