Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships

by Jacob Parks, Tom McMakin

Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.

Genres: Business

256 pages, Hardcover

First published October 14, 2020

Reviews

[Luke Golding · Rating 5 out of 5]

This book was fantastic!
I’ve been working as an Information Governance Specialist in-house for years, but recently moved over to Consulting. This book has taught me so many things, and I’ve already started using them with my team (with much success). I decided not to rush reading this as I would find something useful to use/do with every chapter, and I’ll continue to refer back to it as often as I can.
This is a must-have for anyone working in Consulting/Professional Services!

[Shavon · Rating 4 out of 5]

In another book about sales conversion and relationship building, the authors provide a great deal of insight into client development (including how the attitudes of your colleagues and your prospective buyers’ colleagues often hinder revenue growth for professional services providers) before they advise that the best (and only) way to generate leads is to hire someone like them to put together a peer group for your business.

[Nicolas M. · Rating 5 out of 5]

Very good reading for those starting in a sales position or for business owners. It is also a good read for people experienced in sales and business development. I highly recommend to read before this book "How clients buy" as the books are connected.

[Nicole Zwiers]

Read for work 😜

[Katerina Molchanova · Rating 5 out of 5]

The best book on the subject I've read so far. It's about extending work in existing accounts, and I would sign almost under each word (well, a little bit of PIE advertisement is not counted :))