Fundamentals of Professional Services Management

You can learn to manage a professional services firm in less time than it takes to fly from Seattle to London
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  • Lectures 50
  • Length 5.5 hours
  • Skill Level Intermediate Level
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 3/2016 English

Course Description

Six hours of video lectures by Kayne McGladrey, the professional services management expert, cover the eight fundamentals of professional services management:

  • About Managing Professional Services Firms
  • The Quote to Cash Process
  • Scheduling an Engagement
  • The Statement of Work
  • Estimates
  • Portfolio Management
  • Successful Personnel Management
  • Key Performance Indicators

Over twenty downloadable labs allow students to practice with included lab resources, such as:

  • Simple accounting system for bookings, billings, and backlog
  • Resource Skill Matrix and Availability Planner
  • Statement of Work Template
  • Monte Carlo estimation tool for fixed-price engagements
  • Work History form for interviewing

Each module also includes a ten-question downloadable quiz to allow you to test your knowledge of the fundamentals. This course also includes a downloadable fifty-question assessment to test your knowledge of Professional Services management. All downloadable quiz materials draw from a pool of over two hundred multiple-choice, pick one, image hotspot, fill in the blank, and sequence drag and drop questions.

What are the requirements?

  • Students will need a Windows or Mac PC to participate in the downloadable labs, which are provided as both Windows executable files and HTML5 files.
  • Students will need a copy of Microsoft Excel and Word in order to participate in some of the labs.

What am I going to get from this course?

  • Manage a Professional Services firm.

What is the target audience?

  • This Professional Services Management course is for senior consultants who are considering applying for a promotion to a managerial or partner role at their current firm. Recently promoted Professional Services managers will also benefit from this course as it covers everything your mentor might not have taught you. This course is not for you if you are starting out in your career in consulting or other professional services.

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Module 1: About Managing Professional Services Firms
03:50

Learn the three basics of success as a Professional Services Manager

15:21

There are three types of Services firm, and the type you’re at will influence your management style

11:42

You need to appreciate the emphasis that both clients and professionals put on your firm’s values and culture

04:19

You should be able to use your influence, passion, and vision to lead the organization

Summary and Quiz
00:33
Section 2: Module 2: The Quote to Cash Process
02:39

Introduction to the Quote to Cash process

15:50

The pipeline represents all of the potential new opportunities for your firm

Module 2 Lab 1
04:01
12:46

The backlog represents all of the opportunities that your firm can work on

Module 2 Lab 2
03:33
11:08

The billings represent all of the work that can be billed

Module 2 Lab 3
06:59
Summary and Quiz
00:25
Section 3: Module 3: Scheduling an Engagement
01:36

Introduction to scheduling an engagement

13:23

You should commit to executing and continuously improving your Standard Operating Procedure

09:31

You’ll need to work together with the client to schedule the engagement

06:56

You’ll assign resources as part of scheduling the engagement

Module 3 Lab 3
06:39
Summary and Quiz
00:23
Section 4: Module 4: The Statement of Work
02:22

Introduction to the Statement of Work

11:51

You’ll work with the client to scope the Statement of Work over the course of a meeting

06:35

You’ll then write the Statement of Work

09:22

During negotiations, you and the client will redline the SOW until both parties agree

Summary and Quiz
00:26
Section 5: Module 5: Estimates
Introduction
03:32
11:52

Trust, accurate reporting, and math are prerequisites for good estimation

07:56

Monte Carlo simulations can produce reliable estimates for fixed deliverable packages

Module 5 Lab 2
03:43
Pseudo-science
04:37
12:08

Historical estimation bias can help with new or difficult estimates

Module 5 Lab 3
04:42
Summary and Quiz
00:27
Section 6: Module 6: Portfolio Management
Introduction
02:24
Existing service offerings
10:09
New services offerings
12:18
09:49

Plan to manage your client portfolio

Module 6 Lab 3
09:41
Summary and Quiz
00:42
Section 7: Module 7: Successful Personnel Management
Introduction
02:44
15:09

Success starts with hiring

11:17

Commissions and bonuses can drive further results

Module 7 Lab 2
07:41
11:05

Coaching and reviews are key to personnel development

Summary and Quiz
00:35
Section 8: Module 8: Key Performance Indicators
01:20

Introduction to Key Performance Indicators

13:58

The big three: bookings, billings, and backlog

11:25

Outcomes from engagements

Staffing
09:03
Summary
00:27
Section 9: Final self-assessment
Instructions
Article

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Instructor Biography

Kayne McGladrey, Expert Professional Services Director

Kayne McGladrey is the professional services director for a worldwide technology platform company. He regularly writes as an expert author for PSVillage and the Washington Technology Industry Alliance about his experience managing a worldwide professional services organization after having spent 20+ years as a traveling information security consultant. To read a selection of his expert articles, visit his blog.

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