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Smart Collaboration: How Professionals and Their Firms Succeed by Breaking Down Silos
A Washington Post Bestseller
Not all collaboration is smart. Make sure you do it right.
Professional service firms face a serious challenge. Their clients increasingly need them to solve complex problems―everything from regulatory compliance to cybersecurity, the kinds of problems that only teams of multidisciplinary experts can tackle.
Yet most firms have carved up their highly specialized, professional experts into narrowly defined practice areas, and collaborating across these silos is often messy, risky, and expensive. Unless you know why you’re collaborating and how to do it effectively, it may not be smart at all. That’s especially true for partners who have built their reputations and client rosters independently, not by working with peers.
In Smart Collaboration, Heidi K. Gardner shows that firms earn higher margins, inspire greater client loyalty, attract and retain the best talent, and gain a competitive edge when specialists collaborate across functional boundaries. Gardner, a former McKinsey consultant and Harvard Business School professor now lecturing at Harvard Law School, has spent over a decade conducting in-depth studies of numerous global professional service firms. Her research with clients and the empirical results of her studies demonstrate clearly and convincingly that collaboration pays, for both professionals and their firms.
But Gardner also offers powerful prescriptions for how leaders can foster collaboration, move to higher-margin work, increase client satisfaction, improve lateral hiring, decrease enterprise risk, engage workers to contribute their utmost, break down silos, and boost their bottom line.
With case studies and real-world insights, Smart Collaboration delivers an authoritative case for the value of collaboration to today’s professionals, their firms, and their clients and shows you exactly how to achieve it.
Not all collaboration is smart. Make sure you do it right.
Professional service firms face a serious challenge. Their clients increasingly need them to solve complex problems―everything from regulatory compliance to cybersecurity, the kinds of problems that only teams of multidisciplinary experts can tackle.
Yet most firms have carved up their highly specialized, professional experts into narrowly defined practice areas, and collaborating across these silos is often messy, risky, and expensive. Unless you know why you’re collaborating and how to do it effectively, it may not be smart at all. That’s especially true for partners who have built their reputations and client rosters independently, not by working with peers.
In Smart Collaboration, Heidi K. Gardner shows that firms earn higher margins, inspire greater client loyalty, attract and retain the best talent, and gain a competitive edge when specialists collaborate across functional boundaries. Gardner, a former McKinsey consultant and Harvard Business School professor now lecturing at Harvard Law School, has spent over a decade conducting in-depth studies of numerous global professional service firms. Her research with clients and the empirical results of her studies demonstrate clearly and convincingly that collaboration pays, for both professionals and their firms.
But Gardner also offers powerful prescriptions for how leaders can foster collaboration, move to higher-margin work, increase client satisfaction, improve lateral hiring, decrease enterprise risk, engage workers to contribute their utmost, break down silos, and boost their bottom line.
With case studies and real-world insights, Smart Collaboration delivers an authoritative case for the value of collaboration to today’s professionals, their firms, and their clients and shows you exactly how to achieve it.
272 pages, Hardcover
Published January 3, 2017
69 people are currently reading
378 people want to read
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Displaying 1 - 14 of 14 reviews
September 8, 2019
"Collaboration helps firms grow their profits". The book has been written with private sector in mind as Heidi begins by sating that "firms have carved themselves up into silos". However, what the author goes on to convey makes a lot of sense for those working in the government where most of the Departments work in silos and are in dire need of collaboration. The logic is fairly simple : " There are limits to the depth of knowledge and skill that can be achieved by anyone except an occasional Renaissance Man, so that we all must specialize to stay abreast." The focus on "trust" as advocated by the author is apt. This would help leaders to delegate as "delegation not only frees up your time, but also motivates the team to perform better" and above all the leader will "also gain their loyalty". And finally, the author even quotes Gandhi to drive home a point : "Be the change you want to see in the world"
A book worth reading by senior government officers as well.
A book worth reading by senior government officers as well.
January 15, 2018
If I was a professionals services client server (lawyer, accountant, consultant, etc), I would rate this book 4-4.5 stars. I am not, but went into the read knowingly. The three stars are truly because of the specifics of the audience, not the content, which might be unfair. It gave me perspective into the life of a client server in a business environment and the importance of collaborating creatively and embracing collaboration as a true and effective business strategy - not just to propel your business into the future and encourage innovation internally, but also because it is becoming an expectation of clients, and not at their cost. Worth the deep skim for some and read for professional services employees and entrepreneurs.
June 1, 2017
The book might well serve as a handbook for managers and partners of any forward thinking professional services firm: legal, accounting, audit, financial, consulting. It offers numerous ideas how to improve client service and actually advance profits through various modes of collaboration within the firm. Simply put, it argues that nowadays no professional can become (or remain) successful if it remains within its own narrow field (aka silo). Instead, professionals must learn to overcome their biases and work together.
The book is nicely written, easy to read, with lots of real life business examples, and the findings and suggestions are research based.
The book is nicely written, easy to read, with lots of real life business examples, and the findings and suggestions are research based.
July 22, 2023
It’s less for “professionals” broadly and more specific to consulting firms and the people who work in them. And not really about breaking down silos within an org so much as getting consultant stars to invite in other consultants on projects - more interpersonal than departmental. Which is all fine, but doesn’t always translate well to a narrower organizational development frame. In work with clients, this actually feels more akin to partnerships (projects between different organizations, still in corporate sector) than collaboration across silos within an org.
October 28, 2018
Took me a year and a half to finish it... But if you're working in a professional service firm then it's a must-read! After reading this book I have a bunch of notes, remarks and ideas what to bring to my everyday life at the office. Inspirational would be the adjective to describe this blend of theory and practical cases and interviews.
November 15, 2020
Very focused on law firms and consultant firms. I would have enjoyed more diverse collaboration examples.
November 20, 2023
No lo que buscaba. Es un libro para identificar si colaboras bien o no, pero no te ayudará a combatir mala colaboracion.
November 8, 2016
to be reviewed in the March/April issue of Global Business and Organizational Excellence.
February 14, 2017
In a world where collaboration is ever-important, especially within business, it can be confusing or concerning to note that many professional firms are stuck in a silo-based mentality and can struggle to cooperate with peers, rivals and other firms for the benefit of their client. Any cooperative attempts may be sub-optimal, even if the firms believe they are really cooperating.
This book takes an interesting and focussed look at this collaboration problem and advocates the adoption of a manner of intelligent, smart collaboration. The task of introducing change in some quarters is not underplayed and it can be fraught with difficulties, yet a little pain if necessary can be essential. Within business, many problems require an interdisciplinary team of experts on side and invariably this will require close-cooperation between firms for the benefit of their customer.
At the heart of this book is a massive research project that involved global professional service firms, digging deep into how they operate, cooperate and function at a deep level. The result is proof that collaboration should be central to their future and a win-win for everybody, even though many firms and their key players don’t seem to see the wood for the trees. With that in mind, guidance is given to help kickstart collaboration throughout the firm, positioning the many benefits and advantages that await them. The author digs deep at the research, building around it a helpful, informative information resources that certainly seems hard to disagree with.
Despite not working in a large professional service firm, this was an interesting read with potential to reach into companies of all shapes and sizes, whether as client or service provider. It was a deep, expansive read that is capable of being a very knowledgeable, helpful companion for a long time too.
This book takes an interesting and focussed look at this collaboration problem and advocates the adoption of a manner of intelligent, smart collaboration. The task of introducing change in some quarters is not underplayed and it can be fraught with difficulties, yet a little pain if necessary can be essential. Within business, many problems require an interdisciplinary team of experts on side and invariably this will require close-cooperation between firms for the benefit of their customer.
At the heart of this book is a massive research project that involved global professional service firms, digging deep into how they operate, cooperate and function at a deep level. The result is proof that collaboration should be central to their future and a win-win for everybody, even though many firms and their key players don’t seem to see the wood for the trees. With that in mind, guidance is given to help kickstart collaboration throughout the firm, positioning the many benefits and advantages that await them. The author digs deep at the research, building around it a helpful, informative information resources that certainly seems hard to disagree with.
Despite not working in a large professional service firm, this was an interesting read with potential to reach into companies of all shapes and sizes, whether as client or service provider. It was a deep, expansive read that is capable of being a very knowledgeable, helpful companion for a long time too.
March 7, 2020
Worth reading a summary.
December 23, 2016
Recensione
Review
In Smart Collaboration: How Professionals and Their Firms Succeed by Breaking Down Silos, Heidi K. Gardner mostra come negli ultimi anni le aziende di consulenza tendano a proporre esperti “verticali” per risolvere i problemi dei clienti, ma questa tendenza è poco conveniente per le aziende stesse.
Confrontando diversi modi di lavorare (esperto vs collaborazione smart di più consulenti) l’autrice mostra come la collaborazione possa portare maggiori profitti e clienti più soddisfatti del servizio.
Nei capitoli successivi l’autrice affronta il tema della collaborazione, ovvero come renderla effettivamente smart, abbracciando di volta in volta il punto di vista del leader, del collaboratore e infine quello del cliente.
Lettura interessante, forse più utile per chi ha una squadra da gestire per risolvere le esigenze dei diversi clienti.
Ringrazio l’editore per avermi fornito la copia necessaria per scrivere questa recensione.
Review
In Smart Collaboration: How Professionals and Their Firms Succeed by Breaking Down Silos, Heidi K. Gardner mostra come negli ultimi anni le aziende di consulenza tendano a proporre esperti “verticali” per risolvere i problemi dei clienti, ma questa tendenza è poco conveniente per le aziende stesse.
Confrontando diversi modi di lavorare (esperto vs collaborazione smart di più consulenti) l’autrice mostra come la collaborazione possa portare maggiori profitti e clienti più soddisfatti del servizio.
Nei capitoli successivi l’autrice affronta il tema della collaborazione, ovvero come renderla effettivamente smart, abbracciando di volta in volta il punto di vista del leader, del collaboratore e infine quello del cliente.
Lettura interessante, forse più utile per chi ha una squadra da gestire per risolvere le esigenze dei diversi clienti.
Ringrazio l’editore per avermi fornito la copia necessaria per scrivere questa recensione.
January 4, 2017
Initially, I thought this book will be boring to read as it is research heavy. I thought wrong.
Not only was it informative but Heidi took the time to provide practical steps to foster smart collaboration.
I learned a lot of business terms and strategies one can implement as either a business owner or a partner/associate in a professional service firm.
One particular term I had never heard of was VUCA - Volatile, Uncertain, Complex and Ambiguous. You learn everyday.
Heidi provides in depth research to prove that collaborating smartly greatly increases profits and outputs when existing solutions are adapted to the specific situation of clients.
She also provides examples of where collaboration will simply not work and how to weed out individuals who do not have the requisite collaborative capabilities.
Rating: 4/5
Recommendation: It is a research heavy book that one needs to read again but the principles are clearly stated with action points. I particularly enjoyed how she provided strategies for attracting and retaining millennials.
Not only was it informative but Heidi took the time to provide practical steps to foster smart collaboration.
I learned a lot of business terms and strategies one can implement as either a business owner or a partner/associate in a professional service firm.
One particular term I had never heard of was VUCA - Volatile, Uncertain, Complex and Ambiguous. You learn everyday.
Heidi provides in depth research to prove that collaborating smartly greatly increases profits and outputs when existing solutions are adapted to the specific situation of clients.
She also provides examples of where collaboration will simply not work and how to weed out individuals who do not have the requisite collaborative capabilities.
Rating: 4/5
Recommendation: It is a research heavy book that one needs to read again but the principles are clearly stated with action points. I particularly enjoyed how she provided strategies for attracting and retaining millennials.
August 27, 2016
Smart Collaboration by Heidi K. Gardner
A very good book on breaking down silos in business. The book spends quite a bit of time on how smart collaboration can improve the bottom line of both the consulting and client firms. There is also a sufficient number of examples to show how smart collaboration can solve problems in the workplace. The emphasis here is on “smart” collaboration. Do not force collaboration for the sake of collaboration but structure collaboration that makes sense for the client and their situation. Having worked with and trained multidisciplinary/multicultural teams I found this book on target and helpful. I will use it with my management and leadership students. I received a free copy of Smart Collaboration from NetGalley in exchange for my honest review. Many thanks to NetGalley.
A very good book on breaking down silos in business. The book spends quite a bit of time on how smart collaboration can improve the bottom line of both the consulting and client firms. There is also a sufficient number of examples to show how smart collaboration can solve problems in the workplace. The emphasis here is on “smart” collaboration. Do not force collaboration for the sake of collaboration but structure collaboration that makes sense for the client and their situation. Having worked with and trained multidisciplinary/multicultural teams I found this book on target and helpful. I will use it with my management and leadership students. I received a free copy of Smart Collaboration from NetGalley in exchange for my honest review. Many thanks to NetGalley.
April 30, 2017
a good book to have
Displaying 1 - 14 of 14 reviews