Never say sell : how the world's best consulting and professional services firms expand client relationships
Tom McMakin (Author), Jacob Parks (Author)
"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."--Amazon.com
ix, 242 pages : illustrations ; 24 cm
9781119683780, 1119683785
1220929983
Ebook version :
Foreword ix Why We Never Say Sell Section 1: Who We are and the Problems We Want to Solve 3 1 From Foothold to Footprint 5 Section 2: The Imperative and the Opportunity 15 2 Learning to Farm 17 3 The Diamond of Opportunity 26 Section 3: The Challenges 41 4 The Challenge of Knowing Too Much about the Wrong Thing 43 5 The Challenge of Complex Organizations 52 6 The Challenge of Serving Complex Networks 57 7 The Challenge of Introducing Your Colleagues 66 8 The Challenge of Scale 71 How We Can Help Section 4: Farming for Knowledge 85 9 Know Thyself 87 10 Know Thy Client 101 11 The Secrets of Diamond Account Planning 111 Section 5: The Seven Disciplines of Successful Farming 119 12 Discipline 1: Do Good Work 121 13 Discipline 2: Be a Good Friend 138 14 Discipline 3: Leverage Your Team 150 15 Discipline 4: Incent Good Work 157 16 Discipline 5: Listen 165 17 Discipline 6: Tell Great Stories 169 18 Discipline 7: Master the Art of the Ask 176 Section 6: Seeds of Change 185 19 The Power of Peers 187 20 The Power of Routers 197 21 The Power of Technology 207 22 The Power of Experience and Insight 217 Further Reading 223 Acknowledgments 225 About the Authors 227 Index 229
Includes index