Team leadership presentation as an application for the position. Based on the book "Managing the Professional Services firm" by David Meister. http://davidmaister.com/books/mtpsf/

1. Uniface Delivery Group
Team Leadership
Arjen van Vliet
Senior Uniface Consultant

2. Objectives
• About me
• Fulfilling the role
• Growing the role

3. About Me
• Aspirations
• Add value to the Dutch SDG organisation
• Add management skills to my professional experience
• Key attributes
• ‘Above average’ communicator, social skills
• Pro active attitude
• Experience & achievements
• Almost 20 years of working as a consultant
• Almost 15 years of working with Uniface
• Almost 10 years of working with / for the Compuware organization

4. Fulfilling the role
Delivery
• Deliver excellent service
• …while increasing profitability
• …and offer satisfaction on the job

5. Fulfilling the role
Delivery
3 kinds of client work:
• ‘Brains’ projects
• ‘Grey hair’ projects
• ‘Procedure’ projects

6. Fulfilling the role
Delivery

7. Fulfilling the role
Delivery
versus

8. Fulfilling the role
Delivery
Linking the 3 goals

9. Fulfilling the role
People management
Origin of the word ‘manager
• Lies in the French horse riding sports
• ‘Le soigneur d ún champion’
(The trainer of a champion)
• The manager provides ideal conditions for the
champion horse to achieve optimal performance

10. Fulfilling the role
People management
Managing is providing
conditions through
which employees can
optimally make use of
their qualities to achieve
pursued results

11. Fulfilling the role
People management
Stereotyping the typical consultant (1)
• Gets bored easily
• Hates doing repetitive sorts of work
• Always likes to seek out new challenges
• Keyword: driven

12. Fulfilling the role
People management
Stereotyping the typical consultant (2)
• Needs to constantly test his/her skills against
unfamiliair problems with uncertain
probability of succes
• Prime example of ‘The Imposter Syndrome’
(= “We have found you out. You’ve been
faking it all these years”)

13. Fulfilling the role
People management
How to motivate these professionals?

14. Fulfilling the role
People management

15. Fulfilling the role
People management
Career lessons for consultants:
1. Continual professional development is a lifelong requirement, not an option
2. Career health is not dependent on the volume of business you do, but the
type of work you do and who you do it for
3. Don’t put your career building in other people’s hands “asset milking”
4. Take charge of your own practice development activities (marketing and
selling)  “asset building”
5. What the firm “ask you to do” will not automatically always be the right thing to
build your asset. Keep a balance between “milking” and “building”
6. Invest in marketing to existing clients: their new business promotes both your
skill asset and your client relationship asset

16. Fulfilling the role
Sales Support

17. Fulfilling the role
Sales Support

18. Fulfilling the role
Sales Support
Can we…..
• Develop an innovative approach to hiring
• Train our people better than the competition
• Develop innovative methodologies for handling our matters
• Build our firmwide expertise better
• Organize and specialize our people better
• Listen to the market better
• Invest in research an development on client issues
?

19. Growing the role
Exceeding Expectations
Moving towards an international SDG
“Making the network work”
1. Investigate available skills, past projects
2. Reward consultants for international
assignments
3. Reward local offices for lending out or
referring client work to other offices

20. Growing the role
Exceeding Expectations

21. Questions? Discussion?