When senior managers in professional services won’t share

Yayoi Kusama, The Obliteration Room 2002, furniture, white paint, dot stickers Dimensions variableProfessional service firms, in response to an increasingly complex world, have created internal groups that are very narrowly focused.  Based on my unscientific research, it has driven employees to be highly protective of their client contacts. Unfortunately it also leaves a lot of money on the client’s table!   One tactic that professional service firms are starting to adopt is to de-emphasize inputs like billable hours and focus more on outcomes such as greater revenue per client.   Research shows that doing this increases the overall revenue at the firm.

For more information https://hbr.org/2015/03/when-senior-managers-wont-collaborate

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