Blog

  • September 20, 2021

    Our Role as a Guide in Professional Services Client Management

    Client Management does not “just happen”… it must be deliberate and proactive in order to be effective. For those of you reading this and our other blogs, by now you are likely not surprised by seeing and reading that statement. Professionals in our industry – whether you refer to it as ...
    View More
  • August 17, 2021

    Why Succession Planning Goes Wrong – and What to Do About It

    Why Succession Planning Goes Wrong – and What to Do About It Introduction to the TOPS Model Our recent blogs have focused on the importance of talent, specifically in a professional services environment. In this blog, we take a wider lens approach to talent and talk about a pressing topic impacting companies ...
    View More
  • August 02, 2021

    Professional Services Talent – The Talent Pyramid

    Professional Services (PS) organizations often do not leverage common functional or organizational structure to accomplish their mission. This means that direct-line reporting relationships between individual contributors and managers typically do not exist, instead it is a matrixed project-based structure. For embedding PS teams, this is different than most other groups ...
    View More
  • July 02, 2021

    Characteristics of a Best-in-Class Delivery Leader

    In this blog series about professional services talent, we have introduced two integral roles – the Account Lead role and the Delivery Leader role. Both roles are central to successfully delivering an engagement, therefore, identifying the right resources to play these roles can greatly impact client and project outcomes. Understanding ...
    View More
  • June 01, 2021

    The Impact of the Delivery Leader Role

    In recent blogs, we have discussed the importance of clearly defined roles and responsibilities in driving success for Professional Services (PS) teams. Roles and responsibilities create clarity, foster accountability, and keep talent motivated toward fulfilling individual duties to deliver team outcomes. They enable teams to become “operationally ready” to execute ...
    View More
  • May 24, 2021

    Characteristics of a Best-In-Class Account Lead

    In our recent blog post, we defined one of the most crucial – and most overlooked – roles: The Account Lead. As we discussed, the Account Lead owns the overall strategy and coordination of engaging the client; they establish and grow the client relationship at an executive level. Their role ...
    View More
  • May 12, 2021

    The Impact of the Account Lead Role

    As discussed in previous blogs, talent is a driving force of success in a Professional Services (PS) organization, whether embedded into a larger product organization or standalone.  Therefore, clearly defined roles and responsibilities for such high-value talent becomes critical.  In this blog, we will touch on a handful of key ...
    View More
  • April 20, 2021

    Customer Intimacy Overview

    In this Customer Intimacy Overview, M&R Partners, Mark Slotnik and Dean McMann, walk through the three primary business models – low cost, innovation, and customer intimacy. They discuss which lever can be used to create permanent differentiation and solve meaningful problems at the client.
    View More