Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships

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John Wiley & Sons, 2020 M10 27 - 256 páginas

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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Contenido

Foreword
1
The Imperative and the Opportunity
15
The Diamond of Opportunity
26
The Challenges
41
The Challenge of Complex Organizations
52
The Challenge of Introducing Your Colleagues
66
Farming for Knowledge
85
Know Thy Client
101
The Seven Disciplines of Successful Farming
119
Be a Good Friend
138
Incent Good Work
157
Master the Art of the Ask
176
The Power of Routers
197
The Power of Experience and Insight
217
About the Authors
227
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Acerca del autor (2020)

TOM McMAKIN is Chief Executive Officer of Profitable Ideas Exchange, a leading business development service provider for large expert service firms like McKinsey, Boston Consulting Group, KPMG, Deloitte, and others. He is the author of How Clients Buy.

JACOB PARKS is Chief Operating Officer of Profitable Ideas Exchange and has led growth and operations for that company for over 17 years. He moderates a group of middle market consulting firm Chief Marketing Officers, including CLJ and Segal.

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