{"product_id":"the-growth-engine-isbn-9781394277872","title":"The Growth Engine","description":"\u003cp\u003e\u003cb\u003eYour guide to business development maturation in the professional services sector\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Growth Engine\u003c\/i\u003e describes the main challenge professional services firms face as they grow and shows how to develop a scalable business development effort, covering everything from CRM systems and metrics around utilization, to service development and expansion, to account planning and cross-selling, to winning new clients, to team structure and roles, and to performance management.\u003c\/p\u003e \u003cp\u003eThis book is supported by extensive interviews with rainmakers in professional services firms including marketing, law, consulting, financial advisory, and IT advisory companies. Interviewees include senior executives at McKinsey, Bain, BCG, Accenture, IBM, AWS, KPMG, Deloitte, Publicis, and Omnicom, as well as a number of Am Law 100 firms. Some of the concepts covered in this book include:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eIdentifying buyers, niching services to create awareness and strengthen brand, and using talent to leverage consultants' time and amplify their reach\u003c\/li\u003e \u003cli\u003eDeveloping new services, aligning sales with marketing, and using tools, processes, and metrics to drive accountability and growth\u003c\/li\u003e \u003cli\u003eTraining talent, measuring and managing business development performance, and incentivizing and compensating key roles\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eThe Growth Engine\u003c\/i\u003e is an essential read for all founders, executives, chief growth officers, marketing leaders and rainmakers in professional services seeking proven strategies to grow, steadily, sustainably and profitably.\u003c\/p\u003e \u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I the Problem and the Promise 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 The Problem – Why Professional Services Firms Fail to Scale Business Development 3\u003c\/p\u003e \u003cp\u003e2 The Promise – You Can Build an Engine 15\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Services 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e3 Knowing What You Do – Service Definition and Discipline 25\u003c\/p\u003e \u003cp\u003e4 Service Development and Expansion 43\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Clients 61\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5 Knowing Whom You Serve 63\u003c\/p\u003e \u003cp\u003e6 Double Down on Current Accounts 81\u003c\/p\u003e \u003cp\u003e7 Winning New Clients 105\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Talent and Performance Management 123\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e8 Hiring and Harnessing Talent 125\u003c\/p\u003e \u003cp\u003e9 Talent Development – Building Your BD Capability 141\u003c\/p\u003e \u003cp\u003e10 Motivating the Team – Incentives and Rewards 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V Operating Model 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e11 Structure for Scale – Supporting Growth Leaders 177\u003c\/p\u003e \u003cp\u003e12 Aligning Marketing and Business Development 199\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VI Data and Measurement 221\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e13 Measuring What Matters 223\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VII Putting It All Together 253\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e14 Managing Change 255\u003c\/p\u003e \u003cp\u003e15 Going for Growth – Where to Go from Here 265\u003c\/p\u003e \u003cp\u003eAppendix: Business Development Maturity – Reader Assessment 271\u003c\/p\u003e \u003cp\u003eBibliography 281\u003c\/p\u003e \u003cp\u003eAcknowledgments 283\u003c\/p\u003e \u003cp\u003eAbout the Authors 287\u003c\/p\u003e \u003cp\u003eIndex 289\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eWALT SHILL\u003c\/b\u003e had an illustrious career as a partner and growth leader in professional services, including McKinsey, Accenture, and ERM. He is a member of PIE’s advisory board and the author of \u003ci\u003eFriday Thoughts\u003c\/i\u003e, a business blog focused on professional services. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eANDI BALDWIN\u003c\/b\u003e is the CEO of PIE. She is responsible for setting the firm’s growth strategy and ensuring PIE is delivering exceptional work to its premier client base. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eERIKA FLOWERS\u003c\/b\u003e is PIE’s Chief Client Officer, where she leads a team of consultants who deliver business development and client engagement programs for PIE’s accounts including AWS, KPMG, IBM, Capgemini, BCG, and other large professional services firms. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eJACOB PARKS\u003c\/b\u003e is the President of PIE. He headed the research team on \u003ci\u003eHow Clients Buy,\u003c\/i\u003e co-authored \u003ci\u003eNever Say Sell,\u003c\/i\u003e and has facilitated executive roundtable discussions on behalf of CFOs and COOs representing the largest companies across the globe.   \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Growth Engine: A Guide to Building a World-Class Business Development Function in Professional Services\u003c\/i\u003e is the third in a series of books addressing the need in professional services firms to understand the unique ways in which they drive growth. \u003ci\u003eHow Clients Buy\u003c\/i\u003e asked and answered the question, “How do professional services firms attract new clients?” \u003ci\u003eNever Say Sell\u003c\/i\u003e asked and answered the question, “How do professional services firms grow existing clients once they have a foot in the door?” A best practices book built on extensive interviews with rainmakers in professional services firms, this book asks and answers the question, “How do professional services firms build and mature the internal muscle to support business development?” \u003c\/p\u003e\u003cp\u003eMost consulting firms start out with only a partner or two who begin their practice serving clients with whom they have a prior relationship. As their work grows, however, they are faced with the challenge of how to best enable, support, and grow their business development capabilities. With this comes the introduction of complexity, including the development of new service lines, entry into new buyer markets, the need to hire and develop a larger team and appoint a Chief Growth Officer, the evolution of a new operating model, a need to gain visibility into future sales, a CRM system, metrics around realization and utilization, account planning, and a need to understand win rates, price elasticity, and return on invested capital dynamics. \u003c\/p\u003e\u003cp\u003eWritten by four seasoned executive leaders from Profitable Ideas Exchange (PIE), this book describes the main challenge professional services firms face as they build, showing how to develop a scalable business development effort. \u003ci\u003eThe Growth Engine \u003c\/i\u003eis an essential read for everyone in the professional services sector seeking a proven blueprint to take their business to the next level.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eSCALE YOUR GROWTH FUNCTION TO A WORLD-CLASS BUSINESS DEVELOPMENT MACHINE\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eThere comes a point where firms must move beyond the immediate connections of the founding partners to build a predictable and scalable growth function—\u003ci\u003eThe Growth Engine: A Guide to Building a World-Class Business Development Function in Professional Services\u003c\/i\u003e illustrates how to do just that. \u003c\/p\u003e\u003cp\u003eThis book reveals a clear business development maturation path over time, outlining best practices for what to do first and how to make the “jump” from a one-person shop operating out of a guest bedroom, to a 700,000-person business development machine like Accenture. Readers will learn about every step in the process, from identifying buyers and niching services, to creating brand awareness and strengthening market position, to developing new services and aligning sales with marketing. \u003c\/p\u003e\u003cp\u003eThis book is founded on extensive interviews with rainmakers in professional services firms including marketing, law, consulting, financial advisory, and IT advisory. Interviewees include senior executives at McKinsey, Bain, BCG, Accenture, IBM, AWS, KPMG, Deloitte, ZS, and Omnicom, as well as a number of Am Law 100 firms. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Growth Engine\u003c\/i\u003e earns a well-deserved spot on the bookshelves of all professional services founders and executives ready to grow their practice or their firm. \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eThe Growth Engine\u003c\/i\u003e looks beyond \u003ci\u003eThe Trusted Advisor\u003c\/i\u003e to offer a powerful, organization-wide perspective where trust-based principles don’t just survive—they thrive. It brings fresh, practical insights to building client development capability in professional services firms, without losing sight of what matters most to clients—trust, credibility, and human connection. I couldn’t be more excited to see this next chapter unfold.”\u003cbr\u003e \u003cb\u003e—CHARLIE GREEN,\u003c\/b\u003e Author of \u003ci\u003eThe Trusted Advisor\u003c\/i\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990244573413,"sku":"NP9781394277872","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394277872.jpg?v=1761787041","url":"https:\/\/k12savings.com\/es\/products\/the-growth-engine-isbn-9781394277872","provider":"K12savings","version":"1.0","type":"link"}