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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. Never Say Sell is 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. Doing 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. Never Say Sell 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.
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About the Author
Tom McMakin is CEO of Profitable Ideas Exchange (PIE), a leading provider of business development services for large expert service firms, including McKinsey, Boston Consulting Group, KPMG, IBM, Deloitte, DXC, Accenture, Cognizant, Grant Thornton, and many others. Over the last fifteen years, Tom's company has interviewed 10,000 senior executives at 350 companies in the Fortune 500 and maintains a database of 5,000 senior executives. Tom is the co-author of How Clients Buy (Wiley). He has been featured on the pages of Inc. Magazine (Cover), Fast Company, Money, Entrepreneur, Success, The Economist, Newsweek, The Washington Post, USA Today, Christian Science Monitor, The New York Times, and The Wall Street Journal. Tom has spoken before Fast Company, Inc. Magazine, MIT's Sloan School, and the U.S. Congress. Jacob Parks is the COO of Profitable Ideas Exchange (PIE), having led growth and operations in the company for seventeen years. Jacob moderates a group of middle market consulting firm CMOs, including CLJ, AT Kearney, Segal, and Simpson Thatcher.