By Jay W. Lorsch Thomas J. Tierney
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Additional info for Aligning the Stars
S. 7 Growth industries also attract capital. The boom in mergers and acquisitions (M&A) activity is telling. This trend indicates just how aggressively professional firms are investing to strengthen their competitive positions and penetrate new market segments and geographies. Price Waterhouse merged with Coopers & Lybrand. Alex Brown, America’s oldest investment bank, was acquired by Bankers Trust—which in turn was acquired by Deutsche Bank. The consulting arm of Ernst & Young was sold to Cap Gemini.
In addition, traditional business boundaries are blurring. Professional service firms, once so neatly defined by specialty, are surging into new businesses. PricewaterhouseCoopers bought up European law firms and emerged as one of the world’s largest legal service providers. ) Korn/Ferry launched Futurestep, an Internet search business in partnership with The Wall Street Journal. McKinsey opened business technology offices to challenge IT consulting firms, while IBM Global Services offered the “Dot-Com Dozen” package to Web start-ups.
42 ★ ALIGNING THE STARS Target clients: What clients I personally want to serve and with whom I have a relationship. Where I want to live and work. Client value proposition: What capabilities I provide my clients, with what level of service, at what fees. The tension between institutional strategy (a firm’s goals and decisions) and individual strategy (a professional’s goals and decisions) is an inherent characteristic of the PSF business model described in chapter 2. The problem is that ultimately, it is the behavior of stars in the context of their client and firm relationships that determines the efficacy of the firm’s strategy (see figure 3-3).
Aligning the Stars by Jay W. Lorsch Thomas J. Tierney