Don Scales - How to Lead a Values-Based Professional Services Firm: 3 Keys to Unlock Purpose and Profit

1. Introduction
2. Chapter 1
3. Chapter 4
4. Chapter 5
5. Chapter 7
6. Chapter 9

Don and Fran have mastered the art of leading with purpose, values, and story and now they're giving you the playbook.

Larry Weber, chairman and CEO of Racepoint Global and Founder of Weber Shandwick

This important book is a must-read for every leader striving to build a successful values-based organization.

Doug Fletcher, co-Author of How Clients Buy

Defining your purpose is no longer optional. That's table stakes. It's not easy, but it's simple. Where the real magic (and the real work) lies is ensuring your people not only understand your purpose but also how to live and breathe it every day. That's the hard part, but this book gives you the roadmap.

Deborah Leff, IBM CTO | Data and AI

Travel is complex; every day, Delta transports millions of travelers across the globe. The only way to make that happen is to align people around our purpose, values, and story. This book will guide you to uncover your Three Keys.

Henry Kuykendall, Delta, senior vice president

For over two decades, Gallup has studied how individual strengths impact organizations. In this book, Don and Fran explain the three critical organizational strengths that impact your company and the world. The Three Keys form a strong foundation for any organization to thrive.

Maika Leibbrandt, Gallup, senior executive

20 years ago, David Maister taught us how to manage a professional services firm. Now, it's all about leadership. Leading with your purpose, values, and story will change everything. This book will show you how.

Cliff Farrah, CEO and president, The Beacon Group

This book is an insightful work of art. Rather than write empty words like so many others, Don and Fran opt to deliver deep substance, with practical application. I recommend this vital resource to the leaders of any organization, as leaders of all industries require clear and concise methodology like Don and Fran's to captivate the hearts of employees and customers alike.

Kipp Marcus, director of Core Marketing, Amazon Europe

Don and Fran's vast knowledge of the next generation of buyers, shareholders, and employees is the most useful to date. If I had read a book like this years ago, I'd have led the companies I founded to even greater success at an even quicker pace.

Jeff Herzog, founder and former CEO of iCrossing and ZogDigital

When executives used to transition to new jobs, roles, and companies, they always evaluated the location, compensation, and opportunity. Now more than ever, they consider things like purpose and values. If you want to attract and retain the best executives, you need to know and live your vision. To do that, you need this book.

George Bradt, Prime Genesis chairman/founder, author of First Time Leader, The New Leader's 100-Day Action Plan, and CEO BootCamp

If you want to break sales records and build national firms for success, read this book. This guide for growth is as effective as any work I've ever written, if not even more so. The opportunity to learn and leverage Don and Fran's genius masterwork is one that no business leader can afford to pass up.

Jack Daly, serial entrepreneur, bestselling author, and internationally recognized business coach

My book with Tom McMakin explained how clients buy. In this book, Fran and Don beautifully articulate why clients buy. This important work is a must-read for every leader striving to build a successful values-based organization.

Doug Fletcher, co-author of How Clients Buy

While I've studied the lasting impact of social media on today's customers, Don and Fran have analyzed how the global movement toward corporate purpose has forever changed the way customers think. Together, the expert authors created their own masterplan for leading businesses and institutionalizing success in this ever-evolving world. Their ambitious collection of pivotal insights represents the latest thinking in marketing and overall leadership of organizations across industries. Today's leaders must explore intellectually stimulating and outright inspiring texts like this one to build their brand loyalty and gain the irresistibility that every business seeks.

Dave Kerpen, chairman of Likable Media and award-winning author

I've been an employee of Investis US since the beginning. I witnessed the ups and downs that we experienced in early efforts to adapt to the market. However, under Don's purposeful leadership, we've seen nothing but immense growth. With the principles clearly defined in Don and Fran's book, success in changing times is now within every leader's grasp.

Melissa Davis, senior director U.S. Operations, Investis Digital

Working with Don Scales is always a profitable journey that will move your company rapidly from one successful venture to the next opportunity. Don's effective technique, paired with Fran's proven approach, can launch any career and build any business in a time when others struggle to. I hope everyone will read this to get a real taste of the meaningful and lucrative world you can live in if you lead with the Three Keys.

David Corchado, chief digital officer of Investis Digital

I can say from firsthand experience that Fran's methods are highly effective in expanding a business's reach. I've led not one, but two organizations that have grown exponentially, since Fran helped us brand and rebrand with the Three Keys. They flat-out work. Paired with Don's clear professional services mastery, their playbook is the perfect tool to help you repeat your success.

Jumana Salem, head of projects for Aleph Education

I would personally recruit any leader with half the brilliance this book has to offer. The book not only provides a unique perspective on leading professional services firms but also masterfully compiles a myriad of crucial information that leaders can simply apply to lead any business organization in a shifting market.

Jay Hussey, CEO, SRI North America

Great leaders are great storytellers. They know when, how, and why to tell their stories in order to attract top talent, build meaningful relationships, and swiftly grow organizations. If you aspire to accomplish any of that, give this book a read. Their story will shape yours.

Robert Wagnon, CEO of Republic State Mortgage

Over my ample experience in leadership positions at top companies, I've never come across another leader like Don Scales. I personally watched as Don proved purpose is absolutely necessary to produce profit in the current market. On more than one occasion, he has initiated purposeful changes to broaden our team of experts and uplift our services. Your business, too, will thrive if you can successfully infuse meaning and values into everything you do, and this book discloses how.

David Grigson, chairman of Investis Digital

Fran laid out the groundwork for my consulting firm's brand and has helped us thrive with purpose in the years since. The sensible ideas she and Don brilliantly described in this book have never ceased to provide serious improvements to our business and I hope everyone reads this book to reap the benefits that we have.

Greg Crabtree, CEO and Simple Numbers author

This essential leadership manual accurately captures the most crucial elements of creating a high-performance organization. Your purpose, values, and story are fundamental to gaining a competitive advantage in today's market place. Any leader who aims to unify and advance their organization today stands to benefit from internalizing Don and Fran's ideas.