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Brian Sullivan is the Chief Executive Officer of CTPartners and an internationally recognized expert on running a professional services firm. In this conversation, he talks about what he's personally learned from the recent economic downturn, and how the lessons he's gleaned can help leaders at other firms recover faster and avoid some of the same challenges. |
Highlights
0:00 The recent downturn in the economy has taught us all some hard lessons, perhaps some we shouldn't have forgotten in the first place. In order to survive, communication is the single most important factor. He or she must be forthright and inspire confidence in Leadership.
2:29 In the unique world of Professional Services Firms, the art of risk management must focus more on people than assets. How Leadership analyzes their staff and identifies key players is critical.
5:14 Among the "dos and don'ts" of handling staff during a downturn is how you communicate reductions in staff. Do you set a professional tone that will encourage people to return when times get better or are you burning bridges that will leave you in trouble when you need to ramp up again? The image of your firm depends on how you communicate with your staff.
6:57 The CEO's role is crucial in motivating the sales force during slow periods. They must lead from the front, not push from behind. They can also probe clients at a strategic level account executives often can't achieve.
8:19 The rest of the organization is looking to the CEO for confidence. If the CEO doesn't believe, why should anyone else?
9:00 You became the CEO because you exhibited talent, leadership and vision. Now is the time to remember how you got here and help others achieve their potential as well.