Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more
Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships.
Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts.
Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements.
Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.
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The Imperative and the Opportunity
The Diamond of Opportunity
The Challenge of Complex Organizations
The Challenge of Introducing Your Colleagues
Farming for Knowledge
Know Thy Client
The Seven Disciplines of Successful Farming
Be a Good Friend
Incent Good Work
Master the Art of the Ask
The Power of Routers
The Power of Experience and Insight
About the Authors