It’s surprising how often we see professional services firms get in their own way when it comes to driving new business and deepening partnerships with existing clients.
A primary culprit for this is outdated compensation practices that reward individuals over the team. This approach may have worked well 10 or 20 years ago but is no longer aligned with the need for services firms to harness all of their internal resources to better serve their increasingly global and complex clientele.
Rewards in the professional services industry have long been based on the “eat what you kill” model. This law of
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