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

ISBN-13: 9781119683780 / Angielski / Twarda / 2020 / 256 str.

Jacob Parks

Spis treści

Foreword ixWhy We Never Say SellSection 1: Who We are and the Problems We Want to Solve 31 From Foothold to Footprint 5Section 2: The Imperative and the Opportunity 152 Learning to Farm 173 The Diamond of Opportunity 26Section 3: The Challenges 414 The Challenge of Knowing Too Much about the Wrong Thing 435 The Challenge of Complex Organizations 526 The Challenge of Serving Complex Networks 577 The Challenge of Introducing Your Colleagues 668 The Challenge of Scale 71How We Can HelpSection 4: Farming for Knowledge 859 Know Thyself 8710 Know Thy Client 10111 The Secrets of Diamond Account Planning 111Section 5: The Seven Disciplines of Successful Farming 11912 Discipline 1: Do Good Work 12113 Discipline 2: Be a Good Friend 13814 Discipline 3: Leverage Your Team 15015 Discipline 4: Incent Good Work 15716 Discipline 5: Listen 16517 Discipline 6: Tell Great Stories 16918 Discipline 7: Master the Art of the Ask 176Section 6: Seeds of Change 18519 The Power of Peers 18720 The Power of Routers 19721 The Power of Technology 20722 The Power of Experience and Insight 217Further Reading 223Acknowledgments 225About the Authors 227Index 229

O autorze

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.