eBook - PDF

The Growth Engine

Name: The Growth Engine
Author: Walt Shill,Andi Baldwin,Erika Flowers,Jacob Parks

A Guide to Building a World-Class Business Development Function in Professional Services

323 pages
English
PDF
Available on iOS & Android

eBook - PDF

The Growth Engine

A Guide to Building a World-Class Business Development Function in Professional Services

About this book

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.

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Yes, you can access The Growth Engine by Walt Shill,Andi Baldwin,Erika Flowers,Jacob Parks in PDF and/or ePUB format, as well as other popular books in Business & Business Development. We have over one million books available in our catalogue for you to explore.