What are your priorities for 2019? Thoughts for professional service firm leadersPosted on: December 29, 2018
What are your priorities for 2019? Thoughts for professional service firm leaders are shared below. But first, take a few moments to reflect on what you have achieved this year – and savour the successes. And then, as 2018 draws to a close, turn your thoughts to what you want to achieve in 2019.
Are you determined to get a grip on strategy? Grow your business? Increase profits? Work smarter not harder? Learn new skills? Develop your people? Get that promotion? Start that long-overdue project? Win that target client? Free up your time to tackle the important stuff? Promote change in your organisation? Make sure your goals are SMART (Specific. Measureable, Achieveable. Realistic and Time-specific). And that they align with your business plan.
Psychologists who study performance discovered that high-achieving individuals routinely practice two “prepping” habits:
- They form clear mental pictures of what they want to achieve
- They write down descriptions of those achieved states
Neurological researchers haven’t yet determined why there’s a correlation between those two habits and success – but there’s a scientific consensus that it exists. There’s some guidance on the stepping stones approach to goal-setting here: http://kimtasso1.wpengine.com/3-themes-from-marketing-planning-stepping-stones-persuasion-and-momentum/
If your goals and strategies (for your business or yourself) aren’t yet fully formed, here’s some inspiration based on what has been of interest to my clients and contacts recently.
Be more strategic – Are you are still trying to herd cats to form your first coherent strategy or do you want to stress-test your existing plans for the challenging times ahead? Have you spent enough time exploring changes in the wider market as well as your own? I’ve designed and run strategy sessions – to facilitate discussions and forge new directions – for law firms, accountancy practices and property businesses this year. http://kimtasso1.wpengine.com/strategic-thinking-audits-assumptions-alignment/
Manage change – I’ve written numerous reviews of great change management books – perhaps you might read one over the remainder of the Christmas holidays? Search for change management in this blog. Or maybe you’d like a focused workshop to think through and plan what you want your change programme to achieve http://kimtasso1.wpengine.com/change-management-millennials-metaphors-resistance/
Forge better business relationships – My new book, published by Bloomsbury in October, shares a range of psychological insights to help you improve your business relationships – both internally and externally. Using the DACRIE model, it looks at difference and diversity, adaptation and learning, communications skills, relationship development and conflict management, internal relationships and team building and external relationships and selling. http://kimtasso1.wpengine.com/publications/better-business-relationships/
Use social media – Lots of senior professionals want to understand better how to use social media effectively within their business development and relationship management strategies, Another new book – looking at the business case for social media – and providing step-by-step guides to using LinkedIn and Twitter – was launched in November. http://kimtasso1.wpengine.com/social-media-in-business-development-a-guide-for-lawyers/
Improve referrals – Most professional service firms generate significant work through referrals. Often referrals are from existing clients so cross-selling is important http://kimtasso1.wpengine.com/a-personal-approach-to-cross-selling/). But many are from external organisations. I regularly run workshops to bring new impetus to improving relationships with referrers and intermediaries – for example: http://kimtasso1.wpengine.com/referrer-intermediary-management-13-top-tips-workshop-may-2018/ .
Free up more time – Everyone needs more time. Better delegation skills may be the answer http://kimtasso1.wpengine.com/delegation-for-leaders/ Or maybe you need to develop more trust in your people http://kimtasso1.wpengine.com/trust-better-business-relationships/ Or perhaps you need to brush up on your feedback skills http://kimtasso1.wpengine.com/art-giving-feedback/ so that your people develop confidence and competency.
Appoint a Non-Executive Director (NED) – As well as providing strategic and marketing consultancy, training and coaching support, I act as a Non-Executive Director for a number of organisations. Consider the benefits of an NED to your business http://kimtasso1.wpengine.com/non-executive-directors-benefits-professional-service-firms/
All the best for the New Year. See you on the other side!
- Be more strategic – creating behaviour change
- 10 steps to create a business development campaign
- Being more strategic – Six insights (Bias, Data, Complexity, Tolerance, Journey, Skills)
- Managing teams and virtual teams – 13 top tips
- Managing client service in surveying and property partnerships
- Referrer management strategies: Plan, target, focus, research, relationship, add value and let go (Manchester, 2016)
- Driving change in professional practices – the interesting bits?
- Strategy development insights: Curiosity, challenge, creativity, co-creation, culture and change
- Client Experience Management CEM – Two research reports
- Differentiation strategies and innovation
- Marketing planning in a nutshell
- Developing a private client practice – 10 insights (July 2017)
- Legal market research – Brand promises and service realities 2017/18 by Nisus Consulting
- Business development for lawyers – Pipelines, relationship management and international marketing (October 2017)
- Key Account Management KAM in a nutshell
- Internal communication – Why, how and what?
- Better Business Relationships – New book in the pipeline
- Introducing the marketing planning process into a professional service firm
- Strategic thinking – Audits, assumptions and alignment
- Non-Executive Directors: Benefits for professional service firms
- Referrer and intermediary management – 13 top tips from a workshop (May 2018)
- Strategy silos – is marketing guilty too? Align, integrate, focus, educate and champion
- Client Experience Management (CEM) – Research into the client journey at law firms
- Thought leadership campaigns and project management: Eight Essentials
- Book review: “The change catalyst – secrets to successful and sustainable business change” by Campbell MacPherson (Change Management)
- Book review: Reinforcements: How to get people to help you by Heidi Grant
- Leadership and management: Maverick Magpies and Predictable Pigeons
- Book review: Professional services leadership handbook by Nigel Clark, Ben Kent, Alastair Beddow and Adrian Furner
- Professional Marketing Forum conference report 2018: The Bare Necessities
- Client Feedback – From the horse’s mouth: The Crown Estate, Surrey County Cricket Club and JUUL Laboratories (2018)
- An MBA is great – but you’ll need soft skills to make an impact
- Book review: Social media in business development and relationship management: A guide for lawyers (by Pippa Blakemore)
- What marketing and business development assistants would like to say to their fee-earners
- Effective marketing – a discussion with managing partners
- Getting to grips with Instagram marketing in professional services
- Team management issues – Managing up, boundaries and broken relationships
- Book review: Social media in business development and relationship management: A guide for lawyers (by Richmond Green Chambers and The Barrister)
- Commerciality – Finance, pricing, innovation and research
- Research report: 24th Annual Smith & Williamson Law Firm Survey 2018 “Brexit, what Brexit?”
- How do I run an internal marketing focus group (e.g. a sector group)?
- Securing your seat at the strategy table
- Better Business Relationships and DACRIE - A model to enhance business relationships
- Book review – Advanced Marketing Management: Principles, skills and tools by Nikolaos Dimitriadis, Neda Jovanovic Dimitriadis and Jillian Ney
- Be more onion, time out from the tsunami and other strategy insights
- Managing and marketing a profitable surveyors’ practice – Guiding and rising stars
- Top 10 takeaways - Proactive Marketing Executive (Feb 2019)
Category: Accountants, Kim's Blog, Lawyers, Management Skills, Property, Strategy
Tagged: Aims, Better business relationships, Career Planning, Delegation, Goal setting, Improve referrals, Managing Change, NED, Non-Executive Director, Objectives, Personal Development, Planning, Priorities, Referrer management, Reflect, Social Media, Use social media