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Excerpts

CONTENTS

Acknowledgments
Introduction

PART ONE: BASIC MATTERS

1. A Question of Balance
2. The Professional Firm Life Cycle
3. Profitability: Health and Hygiene
4. Solving the Underdelegation Problem

PART TWO: CLIENT MATTERS

5. The Practice Development Package
6. Listening to Clients
7. Quality Work Doesn't Mean Quality Service
8. A Service Quality Program
9. Marketing to Existing Clients
10. How Clients Choose
11. Attracting New Clients
12. Managing the Marketing Effort

PART THREE: PEOPLE MATTERS

13. How's Your Asset?
14. How to Build Human Capital
15. The Motivation Crisis
16. On the Importance of Scheduling
17. On the Meaning of Partnership
18. Surviving the People Crisis

PART FOUR: MANAGEMENT MATTERS

19. How Practice Leaders Add Value
20. How to Create a Strategy
21. Fast-Track Strategy

PART FIVE: PARTNERSHIP MATTERS

22. Partner Performance Counseling
23. The Art of Partner Compensation
24. Patterns in Partner Compensation
25. Pie-Splitting
26. Partnership Governance

PART SIX: MULTISITE MATTERS

27. The One-Firm Firm
28. Hunters and Farmers
29. Making the Network Work
30. Creating the Collaborative Firm
31. Coordinating Industry Specialty Groups

PART SEVEN: FINAL THOUGHTS

32. Asset Management

References and Sources
Index