1;Acknowledgements;6 2;Editor's foreword;8 3;Contents;10 4;List of tables;15 5;List of figures;16 6;List of abbreviations;17 7;A. Introduction;18 8;B. Research field and focus;23 8.1;I. Definitions;23 8.1.1;1. Definition of 'entrepreneurship';23 8.1.2;2. Definition of 'strategy';26 8.1.3;3. Definition of 'professional service firm';28 8.2;II. Review of existing literature;33 8.2.1;1. Literature on entrepreneurial strategies;33 8.2.2;2. Literature on strategies of PSFs;39 8.2.3;3. Literature on entrepreneurial strategies of PSFs;47 8.3;III. Development of research framework;51 9;C. Methodological background and research design;61 9.1;I. Introduction to qualitative research;61 9.1.1;1. Quantitative research vs. qualitative research;61 9.1.2;2. Arguments for a qualitative approach;63 9.1.3;3. The nature of qualitative research;64 9.1.3.1;3.1 Characteristics of qualitative research;64 9.1.3.2;3.2 Data collection techniques of qualitative research;65 9.1.3.2.1;3.2.1 Verbal techniques;66 9.1.3.2.2;3.2.2 Non-verbal techniques;69 9.1.3.2.3;3.2.3 Triangulation;72 9.1.4;4. Key considerations for thorough qualitative research;73 9.1.4.1;4.1 Basic principles;73 9.1.4.2;4.2 Evaluating qualitative research;74 9.1.4.2.1;4.2.1 Classical criteria: Reliability and validity;74 9.1.4.2.2;4.2.2 Alternative criteria: Trustworthiness and authenticity;77 9.2;II. Qualitative research approaches;80 9.2.1;1. Overview;80 9.2.1.1;1.1 Action research;80 9.2.1.2;1.2 Ethnography;81 9.2.1.3;1.3 Case studies;81 9.2.1.4;1.4 Grounded theory;82 9.2.2;2. Detailed illustration of the case study approach;83 9.2.2.1;2.1 Definition of and perspectives on case study research;83 9.2.2.2;2.2 Characteristics of case study research;84 9.2.2.3;2.3 Applicability of case study research;85 9.2.2.4;2.4 Limitations and evaluation of case study research;85 9.2.2.5;2.5 Process of building theory from case study research;87 9.2.2.5.1;2.5.1 Getting started;87 9.2.2.5.2;2.5.2 Selecting cases;88 9.2.2.5.3;2.5.3 Crafting instruments and protocols;90 9.2.2.5.4;2.5.4 Entering the field;90 9.2.2.5.5;2.5.5 Analyzing data;91 9.2.2.5.6;2.5.6 Shaping hypotheses;93 9.2.2.5.7;2.5.7 Enfolding literature;93 9.2.2.5.8;2.5.8 Reaching closure;94 9.2.3;3. Detailed illustration of the grounded theory approach;94 9.2.3.1;3.1 Definition of and perspectives on grounded theory research;94 9.2.3.2;3.2 Characteristics of grounded theory research;98 9.2.3.3;3.3 Applicability of grounded theory research;103 9.2.3.4;3.4 Limitations and evaluation of grounded theory research;104 9.2.3.5;3.5 Process of data evaluation and theory development with grounded theory;106 9.2.3.5.1;3.5.1 Theoretical sampling and saturation;106 9.2.3.5.2;3.5.2 Microanalysis;107 9.2.3.5.3;3.5.3 Analytical tools, memos and diagrams;107 9.2.3.5.4;3.5.4 Definition of codes, concepts and categories;112 9.2.3.5.5;3.5.5 Coding and conceptualizing data;113 9.2.3.5.6;3.5.6 Developing and refining theory;118 9.2.3.6;3.6 Usage of computer software as supporting tool;120 9.3;III. Research design;121 9.3.1;1. Selection of cases and initial contact;121 9.3.2;2. Data collection;123 9.3.3;3. Data analysis and theory development;125 9.3.4;4. Evaluation of the research quality;130 10;D. Research findings;132 10.1;I. Industry context;133 10.1.1;1. The market for legal services in Germany;133 10.1.2;2. The commercial law market;137 10.1.3;3. Future trends and developments;149 10.2;II. Integrated case study report;153 10.2.1;1. Basic firm information;153 10.2.1.1;1.1 Firm A - Associate spin-off;153 10.2.1.2;1.2 Firm P - Partner spin-off;153 10.2.2;2. Guiding strategy - Firm orientation - Founding phase;154 10.2.2.1;2.1 Spin-off decision;154 10.2.2.2;2.2 Domain choice;157 10.2.2.3;2.3 Business planning;160 10.2.2.4;2.4 Preparation and launch;163 10.2.3;3. Core strategies;165 10.2.3.1;3.1 Selling and service to the client;165 10.2.3.1.1;3.1.1 Acquisition;165 10.2.3.1.2;3.1.2 Marketing;171 10.2.3.1.3;3.1.3 Service delivery;174 10.2.3.1.4;3.1.4 Pricing and bill