Sebastian Hartmann

Playing the Recession: Three Key Survival Moves for Professional Services

Playing the Recession: Three Key Survival Moves for Professional Services

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 grow and occupy new market space amidst an unfolding economic downturn.

Economic Downturn: The Catalyst for Disruptive Change in Professional Services?

Economic Downturn: The Catalyst for Disruptive Change in Professional Services?

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 “disruption” to lawyers, consultants, accountants and tax advisors.

Stop Chasing Clients – Start Chasing Data​: Rethinking B2B Sales Analytics in Professional Services

Stop Chasing Clients – Start Chasing Data​: Rethinking B2B Sales Analytics in Professional Services

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?
– Which patterns across the firm’s service or product portfolio are emerging?
– Which client or service segments show untapped potential?
– …
Unlocking effective B2B sales analytics is still a challenge for many knowledge-based firms, like lawfirms, consulting, marketing or even technology service providers. Find some guidance in this article written together with my colleague, Simone Göltl.

Can Old Dogs still learn New Tricks? Towards the Next Gen Playbook for Managing Professional Services

Can Old Dogs still learn New Tricks? Towards the Next Gen Playbook for Managing Professional Services

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 of professional service firms need to adjust their management playbook in order to remain relevant in the next generation of professional services. But where to begin?

Next Generation Rainmakers in Professional Service Firms: Solution Managers (aka Product Managers)

Next Generation Rainmakers in Professional Service Firms: Solution Managers (aka Product Managers)

While the term „product management” may still sound foreign and incompatible with the fuzzy and often ill-defined (lovingly called “bespoke”) professional service business, its essence is already emerging in many forms, roles and organizational setups. Embracing the role of solution managers consciously and adjusting the organization surrounding them must be a key workstream within the digital transformation journey of any professional service firm today.

The Data Race towards Next Gen Professional Services is on …

The Data Race towards Next Gen Professional Services is on …

We see professional services clearly pushing into „everything-as-a-service“ and generally much more „digital“ approaches to delivering their expertise and value. This has created a renewed and even greater appetite for data than ever before – and not just their clients‘ data, but their very own data: But herein lies the challenge for them…

Next Generation Career Paths in Professional Service Firms

Next Generation Career Paths in Professional Service Firms

In order to thrive as a next generation PSF, leaders and managers need to acknowledge the need to hire, grow and retain top talent outside of traditional career paths – offering alternatives to contribute to a firm‘s success, to shape its path and drive its future.