The 3E Personality Theory for Professional Services Firms

Of Hipsters, Hackers and Hustlers

In the technology start-up world, many are familiar with the 3H personality theory attributed to Rei Inamoto, the chief creative officer for?AKQA. This theory posits that the most effective teams, particularly in startups, need three types of people: the Hipster, the Hacker, and the Hustler. Each role contributes specific skills and perspectives that are crucial for the success and growth of a startup.

1. Hipster: This role is often filled by someone with a keen sense of trends, design, and user experience. The Hipster is focused on ensuring that the product is not only functional but also appealing and relevant to the target audience.
2. Hacker: The Hacker is the technical expert who builds the product. This person is deeply involved in creating and implementing solutions, solving technical problems, and innovating to enhance product functionality.
3. Hustler: The Hustler is responsible for the business side of things. This includes market strategies, sales, partnerships, and overall growth. The Hustler drives the business forward, secures funding, and navigates the market landscape.

This framework is particularly popular in discussions about startup team dynamics, emphasizing that a balance of design, technical expertise, and business acumen is key to a successful venture. ?? ?Each member of the team complements the others, ensuring that the startup is well-rounded and capable of addressing challenges across different fronts.

As a founder of a professional services firm, here is my two-cents on an alternative theory for professional services teams. ???

What it takes to succeed for professional services firms differs significantly from technology startups.? A successful team requires a different set of skills that can be summarised into 3 buckets: subject-matter expertise, an ability to build client relationships, and strategic management and execution. ?

So here is my "3E Personality Theory": Expert, Engager, and Executor. ??

3E Personality Theory for Law Firms

1. Expert ??

• Role: Deeply knowledgeable in specific areas of law (or other subject-matter), providing the strong technical foundation for the firm's services.
• Importance: They ensure the firm's work is grounded in solid legal expertise and innovative solutions to complex legal issues.
• Traits: Analytical, meticulous, knowledgeable.

2. Engager ??

• Role: Focuses on client relationships, business development, and networking.
• Importance: They build and maintain strong relationships with current and potential clients, understanding their needs and ensuring the firm meets them.
• Traits: Charismatic, empathetic, communicative

3. Executor ???

• Role: Manages the firm’s operations, strategic direction, and ensures that matters /cases/projects are executed efficiently.
• Importance: They oversee the firm's broader strategy, manage resources, and align the firm’s goals with market opportunities.
• Traits: Organized, visionary, decisive.

Building any successful business isn’t easy, but for professional services firms, having a team that includes a diverse set of skills and personalities is essential to its success. ??

Do you have at least one Expert, Engager and Executor in your team? Which personality type (or types) do you identify with the most?

Picture - The Collyer Law team of experts, engagers and executor at a colleague's Indian wedding