Never Say Sell, How the World’s Best Consulting and Professional Services Firms Expand Client Relationships by McMakin, Tom -- Read -- Imperial Library of Trantor

Index

Cover Table of Contents Foreword Why We Never Say Sell

Section 1: Who We Are and the Problems We Want to Solve

CHAPTER 1: From Foothold to Footprint

The Question Expert Services Are Different Growing Your Work: How Hard Can It Be? Do You Sell Pies? The Promise of Never Say Sell A Roadmap for the Book A Word about Words To Sell or Not to Sell?

Section 2: The Imperative and the Opportunity

CHAPTER 2: Learning to Farm

Grinders, Minders, and Finders The Opportunity Bloom Where You Are Planted Account Planning

CHAPTER 3: The Diamond of Opportunity

There Is No One Thomson Reuters – and No One Opportunity Opportunity 1: MORE Opportunity 2: EXPAND Opportunity 3: EXTEND Opportunity 4: REACH Opportunity 5: EVOLVE Opportunity 6: INNOVATE

Section 3: The Challenges

CHAPTER 4: The Challenge of Knowing Too Much about the Wrong Thing

The Seven Elements Any Step Can Be the First How Do the Seven Elements Apply? The First Challenge Note

CHAPTER 5: The Challenge of Complex Organizations

We Do That? Who's on First? The Stories We Tell Winging It Messed Up Incentives Refer at Your Own Risk The Second Challenge

CHAPTER 6: The Challenge of Serving Complex Networks

When Networks Kiss Two Universes The Myth of Referral It's Not You, It's Them The Third Challenge

CHAPTER 7: The Challenge of Introducing Your Colleagues

Introducing Other Experts The Fourth Challenge

CHAPTER 8: The Challenge of Scale

Economies of Scale on the Panama Canal Scale Advantage in the Expert Services Industry Diseconomies of Scale in the Expert Services Industry There Is No “I” in “Team” Scaling Trust and Credibility The Fifth Challenge

How We Can Help

Section 4: Farming for Knowledge

CHAPTER 9: Know Thyself

Size Structure Growth Strategy Your Team Your Personal Brand Your Niche

CHAPTER 10: Know Thy Client

Leverage Your “Insider” Status Banish the Brochure Listen Effectively Understand the Political Dynamics at Play Be Mindful of Budget Cycles Cozy Up to Their Technology Stay Alert on the Outside Conduct Loss Analysis Open the Aperture

CHAPTER 11: The Secrets of Diamond Account Planning

Aligning the Stars Expanding Your Capability Reach

Section 5: The Seven Disciplines of Successful Farming

CHAPTER 12: Discipline 1: Do Good Work

What You Can Control Deconstructing “Wow” How to “Wow” Clients The Easy Way to Not Win More Work Key Ingredients for Doing Good Work

CHAPTER 13: Discipline 2: Be a Good Friend

Be a Good Friend to Your Colleagues You Never Leave McKinsey Be a Good Friend to Your Clients Grow Your Circle of Friends Making the Move from Provider to Partner Stick with Your Friends

CHAPTER 14: Discipline 3: Leverage Your Team

Basking in the Warm Glow of Outgroup Homogeneity Bias The Art of the Introduction Just Dropping By … The Pack

CHAPTER 15: Discipline 4: Incent Good Work

Expert Services Needs a Different Yardstick Defined Commissionable Activities Double Counting Collaboration Credit Top of the Funnel Toward Better Alignment Born versus Bred Aligning Client and Employee Priorities: Finding the Optimal Structure

CHAPTER 16: Discipline 5: Listen

But We Are Different Four Guidelines for Listening

CHAPTER 17: Discipline 6: Tell Great Stories

We're Made to Tell Stories

CHAPTER 18: Discipline 7: Master the Art of the Ask

Learning the Art of the Ask The Ask before the Ask

Section 6: Seeds of Change

CHAPTER 19: The Power of Peers

Jumping the Stack Following Up A Secret PIE Ingredient: Third-Party Follow-Up Before All Earning the Bigger Ask Helping Our Clients Discover Diamonds

CHAPTER 20: The Power of Routers

Digging Out the Dandelion Root Why Sales and Marketing Fails to Serve Expert Services Firms The Chief Listening Officer Listening Routers Rescuing Value from the Tactical Slag Heap The Double Punchline

CHAPTER 21: The Power of Technology

The Rub Strategize How to Capture Data The Future BDaaS Compensation Clarity

CHAPTER 22: The Power of Experience and Insight

Going Deep Solving Problems A Smaller World

Further Reading Acknowledgments About the Authors Index End User License Agreement

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