chapter  6
12 Pages

Managing in a Professional Services Environment

Obviously, this author believes there exists a dichotomy between professionals who are production-oriented and those who are employee-oriented. A professional who is production-oriented is concerned with producing a service and not with the needs of the client. Similarly, the production-oriented professional-as-manager is a production pusher whose primary interest is in producing/completing the task at hand with little regard to his or her people. Just as professionals must be client-oriented, managers in a professional services environment must be people-

oriented. Managers who make the transition from task orientation to people orientation can inspire and motivate employees to achieve collective objectives.