Growth Engine

Nyhet

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

Inbunden, Engelska, 2025

Av Walt Shill, Andi Baldwin, Erika Flowers, Jacob Parks

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Your guide to business development maturation in the professional services sectorThe 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 reachDeveloping new services, aligning sales with marketing, and using tools, processes, and metrics to drive accountability and growthTraining talent, measuring and managing business development performance, and incentivizing and compensating key rolesThe 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.

Produktinformation

Utgivningsdatum2025-08-28
Mått158 x 231 x 28 mm
Vikt522 g
FormatInbunden
SpråkEngelska
Antal sidor320
FörlagJohn Wiley & Sons Inc
ISBN9781394277872

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Entreprenörskap inom Ekonomi och ledarskap
Projektledning inom Ekonomi och ledarskap

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 ixPart I the Problem and the Promise 11 The Problem – Why Professional Services Firms Fail to Scale Business Development 32 The Promise – You Can Build an Engine 15Part II Services 233 Knowing What You Do – Service Definition and Discipline 254 Service Development and Expansion 43Part III Clients 615 Knowing Whom You Serve 636 Double Down on Current Accounts 817 Winning New Clients 105Part IV Talent and Performance Management 1238 Hiring and Harnessing Talent 1259 Talent Development – Building Your BD Capability 14110 Motivating the Team – Incentives and Rewards 159Part V Operating Model 17511 Structure for Scale – Supporting Growth Leaders 17712 Aligning Marketing and Business Development 199Part VI Data and Measurement 22113 Measuring What Matters 223Part VII Putting It All Together 25314 Managing Change 25515 Going for Growth – Where to Go from Here 265Appendix: Business Development Maturity – Reader Assessment 271Bibliography 281Acknowledgments 283About the Authors 287Index 289