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| Leadership |
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We receive review copies of new books on a regular basis, many of them quite good. As I leafed through one last week, I realized it was the third one in a month on Leadership. Are we so inept at leading that we need this many books on the topic?
Don't get me wrong. Leaders need all the help they can get, but leadership lessons from a chef? I'd prefer my dinner cooked perfectly instead.
We have the leadership lessons of Abraham Lincoln, George Washington, Attila the Hun, Winston Churchill, and Jesus--to name a few. As you delve into these books, most authors advocate a simple model that includes inspiring a vision, allowing others to act, creating accountability, and guiding others on the journey.
This month, Al Switzler, coauthor of Influencer, takes us beyond the usual advice on leadership and influence to specific tactics that actually work. Any consultant who is interested in understanding more about how to influence behavior should read this interview and Switzler’s book.
Admittedly, I never opened the book that touted the leadership lessons of Santa Claus. What, don't flog the reindeer?
Enjoy this month's issue.
And send me an email if you have comments.
Mike
McLaughlin
Editor
Management Consulting News is a publication of MindShare
Consulting.
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| MCNews 12 Index of Professional Services |
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Riding out the Storm
The state of the US economy sent stock prices on a roller coaster ride in January. The US Congress is readying an economic "stimulus" program, the Federal Reserve Bank slashed interest rates, and foreign investors poured billions into hobbled financial services firms. The R word is on the tip of everyone's tongue and stock prices, uh, paid the price.
Stocks in the MCNews 12 Index were, once again, dragged down by the performance of the large outsourcing firms. The bright spot in that group, Satyam, posted a double-digit gain, while the others plunged with the market. There is legitimate concern among the outsourcers that the sluggish US economy could cause a slowdown in contract approvals, so firms are working hard to shore up their backlogs.
BearingPoint executives watched their stock continue its free fall, dropping to $2.11. Hopefully, that stock has now hit bottom and is poised to rebound.
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MCNews 12 Index |
LTD
Change** |
S+P 500
Change** |
| January 2008 |
894 |
-14.3% |
-5.8% |
| Jan to Dec 2007 |
1,011 |
1.13% |
4.38% |
** From January 2007
The MCNews 12 Index reflects general investor sentiment about the state of the global professional services industry.
The twelve publicly-traded companies included in the MCNews 12 Index account for roughly $80 billion in combined annual revenue, and serve clients around the world.
Learn more about the MCNews 12 Index 
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| Interview:
Al Switzler |
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 "Moral disengagement always accompanies political, combative, and self-centered behavior."
One of toughest challenges we face is influencing change in a client's organization. Most change initiatives take longer than planned, bust the original budget, and fail to achieve all the desired results. Our guest this month believes there is a better way to change anything.
Al Switzler, co-author of the bestselling books Crucial Conversations and Crucial Confrontations, helped change how we communicate at work and at home. In his new book, Influencer: The Power to Change Anything, Switzler and his fellow authors offer a research-based model for influencing personal and organizational change.
In this month's interview, we ask Switzler how consultants can create a more powerful strategy for lasting change.
Read
our interview with Al Switzler
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| Flying Solo, by Alan Weiss |
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 You Can Be in Trouble when the Buyer Cares
We all want the buyer to hang on our every word, but there are times when this can be a deadly warning. If the buyer is too engaged at times, we may be speaking the wrong language.
Read
the article
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| Another Independence Issue Brewing |
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According to a recent study by the US Congress, consultants who recommend compensation packages for corporate clients have "pervasive" conflicts of interest that appear to be inflating executive compensation.
The study found that at least 113 of the nation's 250 largest companies rely on compensation consultants who also do other, more lucrative work for them. On the surface, this fact isn't problematic given that multi-service firms often provide an array of services to big organizations.
What troubles some legislators is that, on average, median CEO pay in 2006 was 67 percent higher at companies whose consultants had the most potential for such conflicts, compared with those whose consultants didn't have such conflicts.
The implication is that consultants sweeten their recommended pay packages in an effort to win other work from their clients. It may be easy for some people to believe that consulting firms try to line their own pockets by stuffing their clients' wallets, but it's probably time to take a deep breath and fully explore the issue--and the study's methodology and results.
Maybe the executive pay that some compensation consultants recommend is in the stratosphere. But as soon as the market comes to believe that a quid pro quo exists that trades executive compensation for future consulting work, the firms involved could lose some or all of their work with clients.
Most firms won't sell their integrity, or future, even if it runs into the millions.
Still, the issue has grabbed the attention of legislators, so stay tuned.
The last time we heard this type of concern, the US Congress passed the Sarbanes-Oxley Act.
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| Four Must Haves of an Effective E-Newsletter |
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by Michael Katz
 Grab a pen and a piece of paper (we'll wait). Draw the following: Two large circles side by side, with a space between them, connected with a straight line.
Now, draw another circle around the entire thing.
If you've done this correctly, you've got something in front of you that looks more or less like an old fashioned barbell sitting on top of a pancake. (If you've done this incorrectly, you've got something that looks like two hippos connected by a rope, trying to swim to shore.)
In any case, and believe it or not, within this simple diagram lies the secret formula (shhh) to publishing a successful e-newsletter.
Read
the article
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| Reader Survey by RainToday.com |
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Reader Survey: Pricing and Fees in Professional Services
RainToday.com is conducting research for its next benchmark report on Pricing and Fees in Consulting and Professional Service Businesses, and they need your help.
They are requesting you take 20 minutes to share how you go about pricing your services.
You can access the survey by clicking here.
As a thank you for your time and input, upon completion you will receive your choice of a complimentary gift from one of RainToday's most popular reports, including:
The Professional Services E-Guide to Online PR (PDF) How to Write and Market a White Paper E-Guide (PDF) How to Become a Thought Leader E-Guide (PDF) How to Set Appointments through Cold Calling E-Guide (PDF) Marketing Strategy, Planning, and Budgeting for Professional Services (Webinar Recording)
Feel free to pass it on...your colleagues can qualify for the gift as well.
You can access the survey by clicking here.
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| US Airlines Performance--Are We There Yet? |
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It's always frustrating to hang around an airport waiting for a delayed flight.
When we're lucky, pilots find some way, whether it's using a different route or taking advantage of favorable winds, to travel a little faster than originally planned. After all, waiting to depart is a drag, but we tend to care more about when we get there.
How often do the largest airlines actually arrive on time? According to the US Government, the major airlines get their planes to the arrival gate on time about 75 percent of the time. When they miss, expect about an hour delay.
It's disturbing that the worst performer, American Airlines, logged the most revenue passenger miles of the top carriers. Over the past several years, American's executives have watched the airline's on-time arrival percentage fall and the average flight delay rise.
Southwest Airlines bucks the trend by keeping its on-time arrival performance steady and boasting the lowest average flight delay.
I wonder what client would knowingly hire a consultant with an on-time project completion rate like some of these:
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Avg. Flight Delay |
Market Ranking |
| American |
69% |
61 Mins. |
1 |
| United |
72% |
59 Mins. |
3 |
| Continental |
75% |
60 Mins. |
5 |
| Delta |
78% |
50 Mins. |
4 |
| Southwest |
81% |
47 Mins. |
2 |
Source: US Department of Transportation
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| Beyond Bullet Points |
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If you missed the first edition of Cliff Atkinson's book, Beyond Bullet Points, be sure to check out the expanded second edition. Atkinson redefines how we use presentation software (Microsoft PowerPoint in his case), by offering an innovative approach to creating a persuasive presentation structure. He also shows readers precisely how to use his concepts with the software.
The latest edition of Beyond Bullet Points includes seven new presentation examples, an expanded explanation of key concepts, and many new tips and techniques. The book also includes a companion CD, an updated Story Template and Storyboard Formatter, and PDF versions of ground rules and checklists.
You might also want to read our past interview with Atkinson:
Cliff Atkinson Goes Beyond Bullet Points
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| Coming
Attractions |
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 "Before you can get to the point, you need to have a point."
Ask any client about the writing habits of consultants, and you'll likely hear a horror story about jargon-laden prose that needs a translator to decipher.
Next month, we'll talk with Tom Sant, author of The Language of Success, about his advice for beating the nonsense out of our writing, whether it's in a proposal, report, email, or anything else we write.
Look for the next issue of Management Consulting News on March 4, 2008.
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