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

by Tom McMakin (Author), Jacob Parks (Author)

Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more

Never Say Sell: 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.

Front Jacket

Are you expanding your client engagements into recurring revenues?

Large leading professional service firms like KPMG, Deloitte, and McKinsey report that at least 80% of their revenue growth comes from existing clients. But how do they consistently win new and profitable engagements from current clients when so many other firms struggle to do the same?

Never Say Sell reveals the strategies and secrets used by the world's best professional service firms to do just that. In a sought-after sequel to How Clients Buy, accomplished authors and business development consultants Tom McMakin and Jacob Parks show readers how to turn one-off clients into long-term, lucrative client relationships that not only endure, but grow.

The book provides hard-won insights into the five key areas of business development, as well as how to leverage the trust and respect gained from a first engagement to convince a static or one-off client to become a recurring one. You'll also learn how unlocking new business from existing clients is entirely different from winning brand-new clients.

Perfect for consultants and professional service providers of all stripes, Never Say Sell is also an invaluable resource for anyone involved in the marketing or sales of professional services.

Back Jacket

Praise for NEVER SAY SELL

"This is the best guide I know about winning more business and expanding relationships with corporate buyers like me."
--John Moorefield, Executive Vice President and Chief Transformation Officer, Aflac

"Never Say Sell is a gamechanger in the world of professional services--creating a roadmap for strategic and human-centered business development. This is THE guidebook for CEOs, CMOs, and client partners who want to grow their footprint and redefine the way they sell."
--Marshall Goldsmith, New York Times #1 bestselling author of Triggers, Mojo, and What Got You Here Won't Get You There; Thinkers 50 #1 Executive Coach and only two-time #1 Leadership Thinker in the world

"When we ask ourselves, 'How can we help?' rather than, 'What can we sell?' we become trusted partners for our clients. Never Say Sell is valuable reading for any growth-minded individual looking to lead in professional services."
--Lynne Doughtie, former Chairman and CEO, KPMG LLP

"The most successful executives and organizations are starting to understand the concepts laid out by Jacob and Tom. In the most delightful way, this book equips your people to understand the alternatives to 'selling.' A must read."
--Ziggy Liaqat, former COO, Pearson and Founder of Lucidity

"This is exactly the kind of guide I wish we had in hand when we were training leaders to cross sell."
--Jill Smart, former CHRO, Accenture

Author Biography

TOM McMAKIN is Chief Executive Officer of Profitable Ideas Exchange, a leading business development service provider for large expert service firms like McKinsey, Boston Consulting Group, KPMG, Deloitte, and others. He is the author of How Clients Buy.

JACOB PARKS is Chief Operating Officer of Profitable Ideas Exchange and has led growth and operations for that company for over 17 years. He moderates a group of middle market consulting firm Chief Marketing Officers, including CLJ and Segal.