Your guide to business development maturation in the professional services sector
The Growth Engine 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.
This 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:
Identifying buyers, niching services to create awareness and strengthen brand, and using talent to leverage consultants' time and amplify their reach
Developing new services, aligning sales with marketing, and using tools, processes, and metrics to drive accountability and growth
Training talent, measuring and managing business development performance, and incentivizing and compensating key roles
The Growth Engine 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.
Sprache
Verlagsort
Zielgruppe
Produkt-Hinweis
Fadenheftung
Gewebe-Einband
Maße
Höhe: 224 mm
Breite: 157 mm
Dicke: 36 mm
Gewicht
ISBN-13
978-1-394-27787-2 (9781394277872)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Klassifikation
WALT SHILL 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 Friday Thoughts, a business blog focused on professional services.
ANDI BALDWIN 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.
ERIKA FLOWERS 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.
JACOB PARKS is the President of PIE. He headed the research team on How Clients Buy, co-authored Never Say Sell, and has facilitated executive roundtable discussions on behalf of CFOs and COOs representing the largest companies across the globe.
Preface ix
Part I the Problem and the Promise 1
1 The Problem - Why Professional Services Firms Fail to Scale Business Development 3
2 The Promise - You Can Build an Engine 15
Part II Services 23
3 Knowing What You Do - Service Definition and Discipline 25
4 Service Development and Expansion 43
Part III Clients 61
5 Knowing Whom You Serve 63
6 Double Down on Current Accounts 81
7 Winning New Clients 105
Part IV Talent and Performance Management 123
8 Hiring and Harnessing Talent 125
9 Talent Development - Building Your BD Capability 141
10 Motivating the Team - Incentives and Rewards 159
Part V Operating Model 175
11 Structure for Scale - Supporting Growth Leaders 177
12 Aligning Marketing and Business Development 199
Part VI Data and Measurement 221
13 Measuring What Matters 223
Part VII Putting It All Together 253
14 Managing Change 255
15 Going for Growth - Where to Go from Here 265
Appendix: Business Development Maturity - Reader Assessment 271
Bibliography 281
Acknowledgments 283
About the Authors 287
Index 289
