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The Seven Principles of Professional Services: A field guide for successfully walking the consulting tightrope
In this book, Shane Anastasi details the prerequisite knowledge every consultant must master when delivering complex professional services. Coupled with the author's and his industry colleagues' real life examples of success and failure, these principles provide every consultant with actionable guidance to improve their service quality. Professional services consultants are walking a dangerous high wire between the success of their customers and the ongoing success of their firm. To maintain balance and walk this tightrope successfully, a consultant needs a strong set of principles that can be relied upon in the heat of a customer engagement. Through detailed analysis of his own experience as a consultant, a customer, and a professional services executive, Shane describes in detail the seven principles of professional services that have led him and others to repeated success. If you have been a consultant for ten minutes or ten years, this book will help you assess how well you deliver your service today and enable you to identify ways to elevate it in the future. Doing so will benefit your customer, your firm and your career.
- GenresBusiness
262 pages, Kindle Edition
First published November 21, 2014
165 people are currently reading
96 people want to read
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Displaying 1 - 6 of 6 reviews
July 28, 2024
Recommended to me by a friend in the software consulting industry, the framework provided for professional services felt very applicable outside that industry. I found the practical principles to be relevant to every day work in pursuit of larger goals and projects.
While I am not in the professional services field, I found it helpful to better understand the role of a consultant or third party contractor in engagements, and what should be expected of them and my company (the client).
One principle that hits home is "have difficult conversations early", proposing that bringing up misaligned expectations or sources of conflict early will mitigate disastrous and costly problems down the line. This is extremely difficult since it requires navigating conflict and emotions amidst high stakes. Another is "manage expectations", as it can be easy for two groups in any partnership to make assumptions in a complex environment. Whether that be an employee and employer, consultant and client, or community org and stakeholders, this concept easily applies.
Lastly, it was a great introduction into what a consulting role (software or other) might look like, as well as motivating action steps to develop and advance one's career. If you're curious about entering this industry or have already started, I definitely recommend this short and practical guide.
While I am not in the professional services field, I found it helpful to better understand the role of a consultant or third party contractor in engagements, and what should be expected of them and my company (the client).
One principle that hits home is "have difficult conversations early", proposing that bringing up misaligned expectations or sources of conflict early will mitigate disastrous and costly problems down the line. This is extremely difficult since it requires navigating conflict and emotions amidst high stakes. Another is "manage expectations", as it can be easy for two groups in any partnership to make assumptions in a complex environment. Whether that be an employee and employer, consultant and client, or community org and stakeholders, this concept easily applies.
Lastly, it was a great introduction into what a consulting role (software or other) might look like, as well as motivating action steps to develop and advance one's career. If you're curious about entering this industry or have already started, I definitely recommend this short and practical guide.
April 11, 2022
I wish I could have read this book much earlier in my career. The principles stated in this book are absolutely necessary for anyone who wants to be a better consultant. Professional Services organizations should add this book to their onboarding plan.
Key takeaways:
1. You are the expert and so customers rely on you to give the right advice.
2. Always remain "Calm and Constructive".
3. Escalate if your voice is not being heard while the project is moving in the wrong direction.
4. Identify key stakeholders and avoid no-accountability distractors.
5. Know the definition of done. And help the customer correct the definition if it is not correct.
6. Be trustworthy. Avoid anything that would make them lose trust in you.
7. Align customers' expectations with the outcomes by showcasing your work frequently.
8. Build and own your career plan.
Key takeaways:
1. You are the expert and so customers rely on you to give the right advice.
2. Always remain "Calm and Constructive".
3. Escalate if your voice is not being heard while the project is moving in the wrong direction.
4. Identify key stakeholders and avoid no-accountability distractors.
5. Know the definition of done. And help the customer correct the definition if it is not correct.
6. Be trustworthy. Avoid anything that would make them lose trust in you.
7. Align customers' expectations with the outcomes by showcasing your work frequently.
8. Build and own your career plan.
September 15, 2025
Good foundational reading for novice consultants up to mid management.
1) Blend in your environment
2) know what "done" looks like
3) manage expectations
4) have tough conversations earnestly, hinestly and asap
5) think FAAST (focused, attentive to details, accountable, skilled, trustworthy)
6) contribute to the collective wisdom
7) stay engaged.
Overall, they might be a decent transposition of valuable life recommendations, as well.
1) Blend in your environment
2) know what "done" looks like
3) manage expectations
4) have tough conversations earnestly, hinestly and asap
5) think FAAST (focused, attentive to details, accountable, skilled, trustworthy)
6) contribute to the collective wisdom
7) stay engaged.
Overall, they might be a decent transposition of valuable life recommendations, as well.
August 14, 2019
Insightful
Seven Principles provides a field tested framework for dealing with common challenges associated with bringing a client to success. A guiding framework of collective wisdom.
Seven Principles provides a field tested framework for dealing with common challenges associated with bringing a client to success. A guiding framework of collective wisdom.
April 8, 2024
Such a great book for anyone in professional services.
December 7, 2024
I wish I had come across this book at the beginning of my consulting journey. Now, with 7.5 years of experience and as a manager, I deem it a crucial read for every new consultant and equally valuable for senior professionals.
This title is a rare gem: well-written, pragmatic, and easy to digest, with insights you can immediately apply in the field.
I'm grateful to have discovered this book, and I believe it should be required reading for anyone serious about excelling in the consulting industry and beyond.
Just for my reference, the 7 principles are:
1) Adapt to your environment
2) Always know what "done" looks like
3) Manage expectations
4) Have difficult conversations early
5) Think F.A.A.S.T. (Focus, Attention to detail, Accountable, Skilled, Trustworthy)
6) Partecipate in the collective wisdom
7) Stay engaged
This title is a rare gem: well-written, pragmatic, and easy to digest, with insights you can immediately apply in the field.
I'm grateful to have discovered this book, and I believe it should be required reading for anyone serious about excelling in the consulting industry and beyond.
Just for my reference, the 7 principles are:
1) Adapt to your environment
2) Always know what "done" looks like
3) Manage expectations
4) Have difficult conversations early
5) Think F.A.A.S.T. (Focus, Attention to detail, Accountable, Skilled, Trustworthy)
6) Partecipate in the collective wisdom
7) Stay engaged
Displaying 1 - 6 of 6 reviews