{"product_id":"never-say-sell-isbn-9781119683780","title":"Never Say Sell","description":"\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 \u003cp\u003eForeword ix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eWhy We Never Say Sell\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 1: Who We are and the Problems We Want to Solve \u003c\/b\u003e\u003cb\u003e3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 From Foothold to Footprint 5\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 2: The Imperative and the Opportunity \u003c\/b\u003e\u003cb\u003e15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e2 Learning to Farm 17\u003c\/p\u003e \u003cp\u003e3 The Diamond of Opportunity 26\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 3: The Challenges \u003c\/b\u003e\u003cb\u003e41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e4 The Challenge of Knowing Too Much about the Wrong Thing 43\u003c\/p\u003e \u003cp\u003e5 The Challenge of Complex Organizations 52\u003c\/p\u003e \u003cp\u003e6 The Challenge of Serving Complex Networks 57\u003c\/p\u003e \u003cp\u003e7 The Challenge of Introducing Your Colleagues 66\u003c\/p\u003e \u003cp\u003e8 The Challenge of Scale 71\u003c\/p\u003e \u003cp\u003e\u003cb\u003eHow We Can Help\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 4: Farming for Knowledge \u003c\/b\u003e\u003cb\u003e85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e9 Know Thyself 87\u003c\/p\u003e \u003cp\u003e10 Know Thy Client 101\u003c\/p\u003e \u003cp\u003e11 The Secrets of Diamond Account Planning 111\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 5: The Seven Disciplines of Successful Farming \u003c\/b\u003e\u003cb\u003e119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e12 Discipline 1: Do Good Work 121\u003c\/p\u003e \u003cp\u003e13 Discipline 2: Be a Good Friend 138\u003c\/p\u003e \u003cp\u003e14 Discipline 3: Leverage Your Team 150\u003c\/p\u003e \u003cp\u003e15 Discipline 4: Incent Good Work 157\u003c\/p\u003e \u003cp\u003e16 Discipline 5: Listen 165\u003c\/p\u003e \u003cp\u003e17 Discipline 6: Tell Great Stories 169\u003c\/p\u003e \u003cp\u003e18 Discipline 7: Master the Art of the Ask 176\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 6: Seeds of Change \u003c\/b\u003e\u003cb\u003e185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e19 The Power of Peers 187\u003c\/p\u003e \u003cp\u003e20 The Power of Routers 197\u003c\/p\u003e \u003cp\u003e21 The Power of Technology 207\u003c\/p\u003e \u003cp\u003e22 The Power of Experience and Insight 217\u003c\/p\u003e \u003cp\u003eFurther Reading 223\u003c\/p\u003e \u003cp\u003eAcknowledgments 225\u003c\/p\u003e \u003cp\u003eAbout the Authors 227\u003c\/p\u003e \u003cp\u003eIndex 229\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\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\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","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989685682405,"sku":"NP9781119683780","price":32.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119683780.jpg?v=1761785099","url":"https:\/\/k12savings.com\/products\/never-say-sell-isbn-9781119683780","provider":"K12savings","version":"1.0","type":"link"}