ABSTRACT
Professional services firms have many choices in the way that their organisations are structured. However, unlike public companies, the majority of professional services firms are privately owned, often by the partners of the firm. This factor alone often creates the desire for a practice-led structure. Many firms have recently created multi-practice teams that align with Client sectors, using a 'matrix' structure, a manufacturing team would deal with Clients from that industry, irrespective of location and services required. Client-facing firms recognise that Clients follow a cyclical model over their procurement lifetime. Many firms have developed their own Client service models often in a cyclical format. A Client orientation culture surely needs to be a top business priority, with supporting objectives and qualitative targets that reflect a Client orientation. Scott Barnes was elected CEO of business advisers Grant Thornton UK LLP in 2008. He presided over a firm structured to serve large corporate entities, small and medium-sized businesses and public sector bodies.
