When senior managers won't collaborate: lessons from professional services firms

Author:

Gardner, Heidi K.

Publisher:

Harvard Business School Press

Date published:

2015

Record type:

Journal article

Journal Title:

Harvard Business Review

Source:

Harvard Business Review, Vol. 93, No. 3, March 2015, pp. 74-82

Subject:

Professional Services Management

CUSTOMER RELATIONS MANAGEMENT

ORGANIZATIONAL BEHAVIOR

Abstract:

Research shows that professional services companies that utilize collaboration can gain more yearly revenue from a given client. To foster collaboration, firms can de-emphasize items such as billable hours, and focus instead on generating greater per-client revenue.

Language:

English

Catagory URL:

http://www.HBR.org

Subject profile :

Management / Administration / HRM / Training / Career Development

CITATION: Gardner, Heidi K.. When senior managers won't collaborate: lessons from professional services firms . : Harvard Business School Press , 2015. Harvard Business Review, Vol. 93, No. 3, March 2015, pp. 74-82 - Available at: https://library.au.int/when-senior-managers-wont-collaborate-lessons-professional-services-firms