{"product_id":"never-say-sell-how-the-worlds-best-consulting-and-professional-services-firms-expand-client-relationships-hardcover","title":"Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships - Hardcover","description":"\u003cp\u003eby \u003cb\u003eTom McMakin\u003c\/b\u003e (Author), \u003cb\u003eJacob Parks\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eLearn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNever Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships\u003c\/i\u003e explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of \u003ci\u003eHow Clients Buy \u003c\/i\u003eand 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.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNever Say Sell \u003c\/i\u003eis 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.\u003c\/p\u003e \u003cp\u003eDoing 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.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eNever Say Sell\u003c\/i\u003e 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.\u003c\/p\u003e\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eAre you expanding your client engagements into recurring revenues?\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eLarge leading professional service firms like KPMG, Deloitte, and McKinsey report that at least 80% of their revenue growth comes from existing clients. But how do they consistently win new and profitable engagements from current clients when so many other firms struggle to do the same? \u003c\/p\u003e\u003cp\u003e\u003ci\u003eNever Say Sell\u003c\/i\u003e reveals the strategies and secrets used by the world's best professional service firms to do just that. In a sought-after sequel to \u003ci\u003eHow Clients Buy\u003c\/i\u003e, accomplished authors and business development consultants Tom McMakin and Jacob Parks show readers how to turn one-off clients into long-term, lucrative client relationships that not only endure, but grow. \u003c\/p\u003e\u003cp\u003eThe book provides hard-won insights into the five key areas of business development, as well as how to leverage the trust and respect gained from a first engagement to convince a static or one-off client to become a recurring one. You'll also learn how unlocking new business from existing clients is entirely different from winning brand-new clients. \u003c\/p\u003e\u003cp\u003ePerfect for consultants and professional service providers of all stripes, \u003ci\u003e Never Say Sell\u003c\/i\u003e is also an invaluable resource for anyone involved in the marketing or sales of professional services.\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for\u003c\/b\u003e \u003cb\u003e\u003ci\u003eNEVER SAY SELL\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"This is the best guide I know about winning more business and expanding relationships with corporate buyers like me.\"\u003cbr\u003e \u003cb\u003e--John Moorefield, Executive Vice President and Chief Transformation Officer, Aflac\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"\u003ci\u003eNever Say Sell\u003c\/i\u003e is a gamechanger in the world of professional services--creating a roadmap for strategic and human-centered business development. This is THE guidebook for CEOs, CMOs, and client partners who want to grow their footprint and redefine the way they sell.\"\u003cbr\u003e \u003cb\u003e--Marshall Goldsmith, \u003c\/b\u003e \u003cb\u003e\u003ci\u003eNew York Times\u003c\/i\u003e\u003c\/b\u003e\u003cb\u003e #1 bestselling author of\u003c\/b\u003e \u003cb\u003e\u003ci\u003eTriggers\u003c\/i\u003e\u003c\/b\u003e\u003cb\u003e, \u003c\/b\u003e \u003cb\u003e\u003ci\u003eMojo\u003c\/i\u003e\u003c\/b\u003e\u003cb\u003e, and\u003c\/b\u003e \u003cb\u003e\u003ci\u003eWhat Got You Here Won't Get You There;\u003c\/i\u003e\u003c\/b\u003e \u003cb\u003eThinkers 50 #1 Executive Coach and only two-time #1 Leadership Thinker in the world\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"When we ask ourselves, 'How can we help?' rather than, 'What can we sell?' we become trusted partners for our clients. \u003ci\u003eNever Say Sell\u003c\/i\u003e is valuable reading for any growth-minded individual looking to lead in professional services.\"\u003cbr\u003e \u003cb\u003e--Lynne Doughtie, former Chairman and CEO, KPMG LLP\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"The most successful executives and organizations are starting to understand the concepts laid out by Jacob and Tom. In the most delightful way, this book equips your people to understand the alternatives to 'selling.' A must read.\"\u003cbr\u003e \u003cb\u003e--Ziggy Liaqat, former COO, Pearson and Founder of Lucidity\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"This is exactly the kind of guide I wish we had in hand when we were training leaders to cross sell.\"\u003cbr\u003e \u003cb\u003e--Jill Smart, former CHRO, Accenture\u003c\/b\u003e\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eTOM McMAKIN\u003c\/b\u003e 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 \u003ci\u003eHow Clients Buy\u003c\/i\u003e. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eJACOB PARKS\u003c\/b\u003e 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.\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 256\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.1 x 9.1 x 6.3 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e October 27, 2020\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":51768906875168,"sku":"9781119683780","price":32.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0974\/9764\/5344\/files\/08a5a4e62dffdf50026c668d6eebdb5e.webp?v=1780339922","url":"https:\/\/ebocreations.com\/products\/never-say-sell-how-the-worlds-best-consulting-and-professional-services-firms-expand-client-relationships-hardcover","provider":"The E-Book Oasis LLC","version":"1.0","type":"link"}