{"product_id":"the-growth-engine-a-guide-to-building-a-world-class-business-development-function-in-professional-services-9781394277872","title":"The Growth Engine: A Guide to Building a World-Class Business Development Function in Professional Services","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\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\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.\u003cbr\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":51603100369170,"sku":"9781394277872","price":21.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_83e0675a-fc46-4cc7-86bc-0806b295a8fd.jpg?v=1757424247","url":"https:\/\/surprise-castle.myshopify.com\/products\/the-growth-engine-a-guide-to-building-a-world-class-business-development-function-in-professional-services-9781394277872","provider":"Surprise Castle","version":"1.0","type":"link"}