The Firm of the Future by Dunn, Paul -- Read -- Imperial Library of Trantor

Index

Cover Contents Title Copyright Dedication Foreword Preface Acknowledgments About the Authors How to Read this Book Chapter 1: Introduction

The Beloved Value Curve

Chapter 2: A Flawed Theory

“Analyzing” the Predominant Practice Equation Summary and Conclusions

Chapter 3: A Paradigm Worthy of a Proud Profession

Why are Professionals Successful? Cognitive Dissonance Why are we in Business? Study Success: It Leaves Clues What Business are you in? Where do Profits Come from? Summary and Conclusions

Chapter 4: Intellectual Capital: The Chief Source of Wealth

The Physical Fallacy The Scarcest Resource of all The Three Types of IC Is all this Stuff Good? Summary and Conclusions

Chapter 5: Human Capital: Your People are not Assets, they are Volunteers

Becoming a Lightning Rod for Talent

Top 10 Reasons to Work for Vanacore, DeBenedictus, DiGovanni & Weddell A Special Place to Build a Career Get the Best of Both Worlds Grow with Vanacore, DeBenedictus, DiGovanni & Weddell Employer of Choice: Team Member Comments

Retaining your Firm’s Human Capital The Importance of Continuing Professional Education Rewarding your Firm’s Human Capital Investors When Human Capital Turns Negative Summary and Conclusions

Chapter 6: Structural Capital: If Only We Knew What We Know

Leveraging IC and Creating the World’s Second Largest Currency Converting Tacit to Explicit Knowledge Knowledge Lessons from the U.S. Army Summary and Conclusions

Chapter 7: Social Capital: Man is not an Island

Is there an Accounting for Tastes? Leveraging the Social Capital in the Firm of the Future Reputation, Brands, Referral Sources, and Networks

Suppliers and Vendors Shareholders and Other External Stakeholders Joint Venture Partners and Alliances Professional Associations and Formal Affiliations Firm Alumni Consider Creating a University Dopkins University: History

Why the Need Developing the Product The Benefits

Putting it all Together: The Concierge Service Model Summary and Conclusions

Chapter 8: You are your Customer List

What do Customers Really Buy? The Value Proposition

Moments of Truth

What is Beyond Total Quality Service?

Is being a Trusted Advisor Enough?

From Zero Defects to Zero Defections

Why do we Lose Customers? Customer Complaints The 100-Percent Money-Back Guarantee

Bad Customers Drive Out Good Customers Adaptive Capacity Firing Customers The Forced Churn Thoughts on Requests for Proposals (RFPs) Summary and Conclusions

Chapter 9: You are what you Charge

A Tale of Two Theories

A Better Theory of Value Cost-Plus Pricing: Epitaph Deleterious Effects of Cost-Plus Pricing Lessons in the Subjective Theory of Value Professionals Subject to the Laws of Economics The Four Ps of Marketing

Are Professionals Commodities?

The Five Cs of Value

Fixed-Price Agreements and Change Orders

Fixed-Price Agreements Explaining the FPA Change Orders

Negotiating Skills The TIP Clause

The Wrong Mistakes

Value Pricing and Self-Esteem Value Pricing and Ethics American Bar Association’s Commission on Billable Hours Report Summary and Conclusions

Chapter 10: Measure What Counts: Effectiveness over Efficiency

The Gospel of Efficiency Frederick Taylor Enters the Professions Economists Posit Theories Accounting is not a Theory It’s 12:41 A.M.: Do you know where your Package—and CPA—are? KPIs for the Firm of the Future

Selecting the Right KPIs for your Firm KPI Summary

Refuting the Efficiency Defense for Timesheets Refuting the Cost Accounting Defense for Timesheets Is there One Best Economic Denominator to Track? Summary and Conclusions

Chapter 11: The Timeless Practice

Paradigm Drives Vision Vision Drives Leadership Leadership Drives Internal Quality Internal Quality Drives Team Happiness Recasting the Roles Would you Want your Son or Daughter to Work there? Core Ideology = Core Values + Purpose Leadership What about Strategic Planning? Summary and Conclusions

Chapter 12: Some Words on the Future

Is the Audit an Edsel? Financial Model Reform Substituting Government Failure for Market Failure Multidisciplinary Practices Summary and Conclusions

Chapter 13: Epilogue

What is Calling you? Continuously Develop your Intellectual Capital Adventure Leaving a Legacy

References Index

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