Ecosystems, infrastructure 1, landing1, Leading an Ecosystem, Major Account Programme, Mutual Value Principles, Professional Services
“Trust is like the air we breathe – when it’s present, nobody really notices; when it’s absent, everybody notices.” Warren Buffett By Stuart Maister and Kevin Vaughan-Smith, Joint MDs, Mutual Value This is the draft opening to a book we have been asked to develop,...
infrastructure 1, Knowledge Base, landing2, Major Account Programme, Mutual Value Principles, Professional Services, proservices1
“Act like a true professional, aiming for true excellence, and the money will follow.” David Maister,’True Professionalism’, FreePress 1997 By Stuart Maister, Joint MD, Mutual Value Always be the buyer I want to talk today about a concept developed...
Knowledge Base, landing1, Major Account Programme, Mutual Value Principles, Professional Services, proservices3
In this short article I’m going to share my view of why we still do things the same old way. This is about the power of confirmation bias, the ability of the brain to only select information and experience that supports existing beliefs and reject things which don’t. ...
Knowledge Base, landing2, Major Account Programme, Mutual Value Principles, Professional Services, proservices3, Sales and Major Accounts
Even those utterly uninterested in football may be aware that the biggest club in the world, Manchester United, is going through a major crisis. It cost their head coach his job. A new interim manager has been appointed. This has lessons for your firm. By...
landing2, Major Account Programme, Mutual Value Principles, MV News & Announcements, Partner News, Professional Services, proservices1
By Stuart Maister, Joint MD Mutual Value In virtually every professional services team, you’ll find high, medium, and low performers. Typically, there’s a clear top 20% and a similar proportion at the bottom. For firms to be successful, they need to answer the...
