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Collecting Fees Getting paid for expertise.WHY IT IS DIFFICULTThe service is delivered before payment, and its... Growing a Professional Practice More people, clients and capability.WHAT CONSTRAINS GROWTHQualified people Your own capacity to... Handling Professional Practice Complaints When clients are dissatisfied.WHY IT MATTERSComplaints handled badly become regulatory matters... Managing Capacity and Workload Matching people to work.WHAT THE PROBLEM ISWork arrives unevenly and capacity is fixed in the... Managing Client Money Funds held on behalf of clients.WHY IT REQUIRES SPECIAL TREATMENTMoney held for a client is not... Managing Client Relationships Beyond the engagement.WHAT CLIENTS ACTUALLY VALUEBeing understood Responsiveness Clear... Managing Conflicts of Interest Who you can act for.WHY IT MATTERSActing where a conflict exists breaches professional... Managing Files and Records The evidence of the work.WHY IT MATTERSFiles are examined in complaints, claims, audits and... Managing Professional Liability Exposure from advice.WHY IT MATTERSClients rely on your advice and claim when it causes loss.WHAT... Managing Professionals and Teams The people who deliver the work.WHAT ROLES TYPICALLY EXISTPartners or principals Senior... Managing Quality and Review Ensuring work is right.WHY IT MATTERSErrors in professional work cause client loss and... Managing Time Recording and Billing Turning work into cash.WHY TIME RECORDING MATTERSIt is the basis of billing, profitability... Meeting Professional and Regulatory Obligations What the profession requires.WHAT TYPICALLY APPLIESIndividual licensing or membership Firm... Pricing Professional Work What to charge.WHAT PRICING MODELS EXISTHourly or daily rates Fixed fees per engagement Retainers... Professional Services Firms: Everything That Matters, Briefly The whole category in one page.UTILISATION, REALISATION AND COLLECTION ARE THREE SEPARATE LEAKS,... Scoping and Agreeing Engagements What you are being engaged to do.WHY IT MATTERS MOSTUnclear scope produces unbilled work,... Structuring and Owning a Practice How the firm is held.WHAT STRUCTURES TYPICALLY EXISTSole practice Partnership Limited liability... Understanding Professional Services Economics How the money actually works.WHAT THE STRUCTURE ISFixed costs in people and premises, revenue... Understanding the Professional Services Business What kind of firm you are running.WHAT FORMS EXISTLegal practice Accounting and audit Consulting... Winning Professional Work Where clients come from.WHERE WORK ORIGINATESReferrals from existing clients Referrals from other...

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