Cost Levers along the Next Gen Value Chain of Professional Services
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May 18, 2021
An article by Sebastian Hartmann & Stephan Kaufmann, originally published in LegalBusinessWorld №3, 2020The cost pressure is on for professional services. Shifting client demands, declining prices, new technologies, and an emerging set of fierce competitors are taking a toll on law, consultin
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Tags: Digital Transformation, Innovation, Management
Spinning towards a New Reality for Professional Services
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February 03, 2021
by Sebastian Hartmann & Shamus RaeSomething stirs underneath the surface of professional services. Last year, KPMG surveyed hundreds of leaders and managers across professional services firms globally on their use of technology and the signs for change. A significant 48% reported they expected
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Tags: Digital Transformation, Innovation, Management
Up or Out. Success Factors for ALSPs in the Legal B2B Market
Legal Business World
February 01, 2021
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Tags: Digital Transformation, Legal and IP, Sales
Managing Technology as a Revenue Driver in Services Firms
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January 26, 2021
Technology is moving to the center of attention across professional and business services – and firms are spending more and more, not just absolutely but also relative to their revenue. If solely treated as a cost position, it becomes a race to the bottom. Instead, if considered a revenue driver a
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Tags: Business Strategy, Digital Transformation, Management
War for (Legal) Talent?
Handelsblatt Fachmedien
December 01, 2020
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Tags: Change Management, Future of Work, Management
Stay Calm and Steer Your Firm
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November 24, 2020
In the light of the pandemic, an economic downturn, and an unparalleled technological upheaval across professional services, we urge firm leaders to take a careful look at their management reporting – and to invest in its maturity and future-readiness. It is, after all, one of the most essential t
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Tags: Business Strategy, Digital Transformation, Management
Being Future-ready means being Cloud-ready for Professional Services Firms
Legal Business World
October 15, 2020
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Tags: Business Strategy, Cloud, Digital Transformation
Being Future-ready means being Cloud-ready for Professional Services Firms: 3 Key Actions
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September 29, 2020
As of today, it is quite unlikely that professional services firms will dial back on their technology investments - instead, we even see increasing technology investments in order to keep up with a faster evolving competitive landscape. Gartner predicts an annual growth of 5 to 15% for the technolog
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Tags: Business Strategy, Digital Transformation, Management
Cost Levers along the Next Gen Value Chain of Professional Services
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September 15, 2020
The cost pressure is on for professional services. Shifting client demands, declining prices, new technologies, and an emerging set of fierce competitors are taking a toll on law, consulting, tax, and accounting firms. Especially in times of crisis, cash is king. Once the topline deteriorates, outla
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Tags: Business Strategy, Digital Transformation, Management
How to increase the profitability of your firm by managing your data?
The Impact Lawyers
September 08, 2020
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Tags: Business Strategy, Digital Transformation, Legal and IP
Managing for Outcome: Rethinking Value Chains in Professional Services
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August 31, 2020
An article by Sebastian HartmannThe world of professional services has begun to change dramatically over the past decade — and many of those changes bear strong commonalities across lawyers, consultants, accountants, marketing or technology experts. Aside from the fact that accountants or tax
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Tags: Digital Transformation, Innovation, Management
Spinning towards a New Reality for Professional Services
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August 04, 2020
Something stirs underneath the surface of professional services. Last year, KPMG surveyed hundreds of leaders and managers across professional services firms globally on their use of technology and the signs for change. A significant 48% reported they expected major or radical change across their bu
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Tags: Business Strategy, Digital Transformation, Management
Designing for Client-Centricity
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July 22, 2020
Designing for Client-Centricity: A Lens for Legal, Consulting, Accounting and Technology Services FirmsAn article by Sebastian Hartmann & Stephan KaufmannA paradigm shift is driving an evolution across professional services: The clients of professional services firms (short “PSF,” e.g., le
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Tags: Digital Transformation, Innovation, Management
Managing for Outcome: Rethinking Value Chains in Professional Services
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May 24, 2020
The pandemic may have put the final nails in the coffin of the „time & material“ model in legal, consulting, tax and accounting firms. But what are leaders, partners and managers focusing on when the game is not about „utilization“ and „billable hours“ anymore?
So, here is a framewo
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Tags: Business Strategy, Digital Transformation, Management
Designing for Client-Centricity: A Lens for Legal, Consulting, Accounting and Technology Services Firms
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May 19, 2020
Facing the current challenges has unleashed innovative thinking, agile methods and more dynamic organizations in many professional services firms. But how to anchor this way of thinking permanently?
Infusing old ways of working and outdated services with technology will not do the trick. Collaborat
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Tags: Business Strategy, Digital Transformation, Management
The Invisible Threat to “Traditional” Law Firms, Consultants and other Professional Services Firms
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May 04, 2020
by Connie Brenton & Sebastian HartmannIt’s fairly plain to see that the nature of knowledge work at businesses across the globe is changing. The Fourth Industrial Revolution — the digital revolution characterized by a fusion of technologies blurring the lines between the physical, digita
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Tags: Digital Transformation, Innovation, Management
The Invisible Threat to “Traditional” Law Firms, Consultants and other Professional Services Firms
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April 28, 2020
Is the next generation of competitors even visible to a traditional lawfirms or the providers of consulting, tax or accounting services?
Many established players seem to have a hard time recognizing the underlying shifts in the market, which can be observed upon closer inspection of demand and spend
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Tags: Business Strategy, Digital Transformation, Management
Best Practices for Virtual Design Thinking Workshops in Professional Services
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April 26, 2020
An article by Lina Krawietz, Stephan Kaufmann and Sebastian HartmannDue to COVID-19, professional services are currently facing unprecedented challenges. In view of this unique situation, it would be irresponsible for them to base their actions solely on their given knowledge and experience. If anyt
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Tags: Digital Transformation, Innovation, Management
The Benefits of Virtual Design Thinking Workshops
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April 21, 2020
An article by Lina Krawietz & Sebastian HartmannAs a framework for solving complex problems, Design Thinking takes on a whole new meaning, in times of Corona, when practically everyone needs to adapt to uncertain, rapidly changing external conditions within a matter of moments. With the drastic
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Tags: Digital Transformation, Innovation, Management
Best Practices for Virtual Design Thinking Workshops in Professional Services
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April 21, 2020
Professional Services Firms are currently facing questions such as:
- How to best solve our clients‘ issue in the COVID19 crisis?
- How can we deliver in virtual or fully digital setups?
- How to design or adapt solutions for the emerging recession?
- How to adapt our solution portfolio and firm f
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Tags: Business Strategy, Digital Transformation, Management
The COVID-19 aftermath for Professional Services: Three Hypotheses
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April 15, 2020
An article by Sebastian HartmannContinue reading on Predict »
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Tags: Digital Transformation, Innovation, Management
Innovation Evidence: How to Keep the Innovation Engine Running in a Professional Services Firm
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April 12, 2020
An article by Sebastian Hartmann, Stephan Kaufmann and Hans WinterhoffAnyone who is trying to motivate the partners in a law, consulting, accounting, engineering or any other typically partnership-based firm to start or keep investing in innovation, will quickly understand what we want to talk about
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Tags: Digital Transformation, Innovation, Management
The Benefits of Virtual Design Thinking Workshops
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April 08, 2020
Professional Services, like everyone else, are forced to move quickly towards delivering their expertise virtually or even digitally in the face of the COVID19 crisis. For legal, consulting and other expert services, design thinking takes on a whole new meaning, in order to adapt services and solut
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Tags: Business Strategy, Digital Transformation, Management
The COVID-19 aftermath for Professional Services: Three Hypotheses
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March 16, 2020
As the world is bracing itself for the impact of #COVID19 on our nations, economies, companies as well as individuals and societies, #professionalservices firms (#legal, #consulting, #accounting) are both positively and negatively impacted at once.
While it is clearly necessary to deal with the seri
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Tags: Business Strategy, Digital Transformation, Management
Innovation Evidence: How to Keep the Innovation Engine Running in a Professional Services Firm
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January 24, 2020
For 2020 we expect the pace of Digital Transformation and client-centric innovation to increase a lot across ProfessionalServices, especially legal, consulting, accounting and marketing services.
Leaders and managers need to be able to prioritize innovation efforts strategically and demonstrate to
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Tags: Business Strategy, Digital Transformation, Management
Recession Resilience Triangle for Professional Service Firms
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December 11, 2019
With the shorter and darker days of winter approaching, many indicators across industries, geographies and economies reflect growing uncertainty - and the threat of an economic downturn or even recession. So, we have asked ourselves: How will Professional Services as an industry be impacted and res
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Tags: Business Strategy, Digital Transformation, Management
Delivering Client-Issue Focused Solutions
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December 09, 2019
A few months ago, I was interviewed by Ari for his podcast on „Reinventing Professionals“, which I can highly recommend. We discussed my role at KPMG, how law firm and corporate leaders can scale and grow their businesses in the current environment, ways that technology is challenging the busine
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Tags: Business Strategy, Digital Transformation, Management
Procurement’s Awakening in Professional Services
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November 15, 2019
An unlikely new key player within ProfessionalServiceFirms is slowly crawling into the spotlight: Procurement.
This often immature function and role, which until today has mostly dwelled in the back-office, administrative shadows of knowledge-based firms, is evolving as cornerstone of strategy execu
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Tags: Business Strategy, Digital Transformation, Management
Playing the Recession: Three Key Survival Moves for Professional Services
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October 31, 2019
Is your firm prepared for an economic downturn?
ProfessionalServices have largely flourished since the 2008/2009 recession. But how well Professional Services Firms will be able to continue to “score”, will depend on the degree of resilience within their revenue structures and their ability to
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Tags: Business Strategy, Digital Transformation, Management
Economic Downturn: The Catalyst for Disruptive Change in Professional Services?
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October 15, 2019
The signs for a major economic downturn are clearly starting to show across several industries – and in professional services. Structural short-falls that have so far been covered by a thriving economy are now being revealed. This recession may hence become the catalyst of the long foreseen true
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Tags: Business Strategy, Digital Transformation, Management
Stop Chasing Clients – Start Chasing Data: Rethinking B2B Sales Analytics in Professional Services
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October 08, 2019
Some B2B sales questions which your firm should be able to answer right now:
- Clients, who buy "service (or product) A", also typically buy what?
- What is the next likely "challenge" or "issue" for any given client?
- What is the next likely offer (service / product) for any given client?
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Tags: Business Strategy, Digital Transformation, Management
Can Old Dogs still learn New Tricks? Towards the Next Gen Playbook for Managing Professional Services
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September 23, 2019
The inherited recipes for growth and profitability are eroding as the input-oriented models of traditionally fuzzy knowledge-based services are being replaced by throughput- or output-based compensation for much more client focused and increasingly digital solutions. Leaders and managers in charge o
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Tags: Business Strategy, Digital Transformation, Management
Can you bend that way? Revisiting the Ambidextrous Organization for Managing Innovative Professional Services today
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September 02, 2019
„Success in the past always becomes enshrined in the present by the over-valuation of the policies and attitudes which accompanied that success“. Finding the right updated and best fit organizational guardrails for innovation must be a key focus for professional service leaders. A key concept t
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Tags: Business Strategy, Digital Transformation, Management
