Relationship Value vs. Relationship Yield: Gender Difference in Business Development Behaviors & Outcomes

Arin N. Reeves
March 2014

Over the last twenty years, we have seen gradual but significant advances in the recruiting, hiring and even promotion of women in professional service industries such as law, accounting and consulting. These advances, however, have not quite reached the uppermost echelons of professional service firms: the highest compensated equity shareholder ranks. In our work with large law, accounting and consulting firms, we consistently find that women are most underrepresented in these shareholder/equity partner ranks. Moreover, when women do make it into these ranks, they tend to be overwhelmingly clustered in the bottom quartile of the compensation levels. What differentiates the progress of women in these firms overall from the progress of women into and within these highest echelons of the firms?

Think Smarter. Lead Better.

  • Diversity creates dimension in the world.

    Elizabeth Ann Lawless
  • Difference of opinion is helpful in religion.

    Thomas Jefferson
  • I not only use all the brains that I have, but all I can borrow.

    Woodrow Wilson
  • Diversity: the art of thinking independently together.

    Malcolm Forbes
  • Freethinkers are those who are willing to use their minds without prejudice and without fearing to understand things that clash with their own customs, privileges, or beliefs.

    Leo Tolstoy
  • The biggest mistake is believing there is one right way to listen, to talk, to have a conversation -- or a relationship.

    Deborah Tannen
  • Strength lies in differences, not in similarities.

    Stephen R. Covey
  • Wit lies in recognizing the resemblance among things which differ and the difference between things which are alike.

    Madame De Stael
  • The test of a first-rate intelligence is the ability to hold two opposed ideas in the mind at the same time, and still retain the ability to function.

    F. Scott Fitzgerald
  • It is not that I'm so smart. But I stay with the questions much longer.

    Albert Einstein
  • Your assumptions are your windows on the world. Scrub them off every once in a while, or the light won't come in.

    Isaac Asimov
  • To effectively communicate, we must realize that we are all different in the way we perceive the world and use this understanding as a guide to our communication with others.

    Tony Robbins
  • Honest difference of views and honest debate are not disunity. They are the vital process of policy among free men.

    Herbert Hoover
  • Wide differences of opinion in matters of religious, political, and social belief must exist if conscience and intellect alike are not to be stunted, if there is to be room for healthy growth.

    Theodore Roosevelt
  • Strength lies in differences, not in similarities.

    Stephen R. Covey
  • Peace is not unity in similarity but unity in diversity, in the comparison and conciliation of differences.

    Mikhail Gorbachev
  • When we lose the right to be different, we lose the privilege to be free.

    Charles Evan Hughes
  • Where all think alike, no one thinks very much.

    Walter Lippmann
  • Honest difference of views and honest debate are not disunity.They are the vital process of policy among free men.

    Herbert Hoover
  • Controversial' as we all know, is often a euphemism for 'interesting and intelligent.

    Kevin Smith
  • One must even beware of too much certainty that the answer to life's problems can only be found in one way and that all must agree to search for light in the same way and cannot find it in any other way.

    Eleanor Roosevelt
  • The measure of intelligence is the ability to change.

    Albert Einstein
  • Diversity and independence are important because the best collective decisions are the product of disagreement and contest, not consensus or compromise.

    James Surowiecki
  • Human salvation lies in the hands of the creatively maladjusted.

    Martin Luther King, Jr.
  • Our ability to reach unity in diversity will be the beauty and the test of our civilisation.

    Mahatma Gandhi
  • There never were in the world two opinions alike, no more than two hairs or two grains; the most universal quality is diversity.

    Michel de Montaigne
  • Differences challenge assumptions.

    Anne Wilson Schaef
  • America has believed that in differentiation, not in uniformity, lies the path of progress. It acted on this belief; it has advanced human happiness, and it has prospered.

    Louis D. Brandeis
  • In our work and in our living, we must recognize that difference is a reason for celebration and growth, rather than a reason for destruction.

    Audre Lorde