A Practical Guide to the Biggest Opportunity
Professional services firms report 80% – 90% of year-over-year revenue growth comes from expanded work with current clients, rather than net new logos. Never Say Sell reveals the strategies and secrets used by the world’s best professional service firms to do just that. Authors 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.
Order Now
Available at all major retailers
ISBN Number/Metadata: ISBN-13: 978-1119683780
Amazon | Barnes & Noble | Books-A-Million | Indiebound | Wiley
Self Assessment on Business Development
Take this self-assessment on business development to identify your relative strengths and weaknesses and uncover opportunities to grow and expand your footprint with existing clients.
About the Authors
Never Say Sell
Tom McMakin
Executive Chairman of PIE’s Board of Directors
Tom McMakin is the Executive Chairman of PIE’s Board of Directors, having served as PIE’s CEO for 15 years. Over this time, he built PIE into a leading business development consultancy, serving middle-market and large professional services firms. Previously, he was the COO of Great Harvest Bread Co. and founder of Orchard Holdings, a private equity investment company. He was also a Peace Corps Volunteer in Cameroon and helped set up the first Peace Corps program in Estonia. He is the author of three books, Bread and Butter, How Clients Buy, and Never Say Sell, is a graduate of Oberlin College, and lives in Bozeman with his wife, Mary.
Jacob Parks
President, Partner & Board Member
Jacob Parks serves as President, Partner, and Board Member for PIE. Jacob leads the long-term strategic business plan, curating the vision for growth, expanding service offerings for clients and prospective expert service firms, and sharing perspectives through published articles and podcasts. He leads PIE’s advisory board and CMO network and guides client project teams on behalf of a variety of clients, which have included Accenture, McKinsey, KPMG, and JLL among others. He has served as an adjunct professor of business at Montana State University, earned an MBA at Gonzaga University, and is a frequent speaker at business events.
From the Authors
Select Highlights from Never Say Sell
Never Say Sell Reviews
“As I read the material, I recognized that as an executive hounded daily by sales people who can cheaply and quickly blast me with unwanted e-mails wanting to talk to me about our strategic initiatives or help me point them to some other poor soul, it is so critical for those in professional services business development to understand how wasteful and frankly irritating the current sales process is. We need more focus from already trusted partners who know our company intimately and know how to work within that framework successfully. I need those partners to actively help me find ways to improve where we may not even see an opportunity. That is the symbiotic relationship of business partnership. I hope this book helps those business development professionals to refocus on activities with higher success for them and high value for me.”
John Moorefield
Executive Vice President & Chief Transformation Officer, Aflac
Never Say Sell Reviews
“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 Chief Operating Officer, Pearson and Founder of Lucidity
Never Say Sell Reviews
“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 of Accenture
Never Say Sell Reviews
“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.”