How to Build a Scalable Sales Machine for Professional Services
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Available September 3, 2025
ISBN Number/Metadata: 978-1-394-27787-2
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About the Authors
The Growth Engine
Walt Shill
Board Member, former Accenture Global Managing Director
Walt is PIE’s Board Chair and longtime advisor. Walt has served as a partner at McKinsey & Company, led Accenture’s strategy practice as a Global Managing Director, and most recently, led business development for ERM, a leading environmental consultancy firm, as a Managing Partner and Global Commercial Officer. He is the author of Friday Thoughts, a business blog with over 5,000 subscribers. He is a graduate of Virginia Tech, has a MBA from the University of Virginia’s Darden School, and serves as a visiting professor of business at Emory University’s Goizueta School of Business.
Andi Baldwin
Chief Operating Officer
Andi is the COO of PIE, having joined the company as a consultant in 2014 and risen through the ranks to become COO in 2023. She has worked with clients such as KPMG, JLL, Slalom, and IBM, and has extensive experience in nearly every part of the business. Andi is proud to lead a firm that fosters game-changing connections for executives worldwide and maintains a culture that attracts exceptional talent. She holds bachelor’s degrees in International Business and German from University of Rhode Island, and master’s degrees in Public Relations and International Relations from Syracuse University. Andi resides in Bozeman, Montana with her husband, Nic.
Erika Flowers
Managing Director and Partner
Erika is a Managing Director and Partner of PIE, where she leads a team of consultants who deliver business development and client engagement programs for professional services firms including AWS, KPMG, Deloitte, IBM, Capgemini, BCG, and others. Erika was part of the editing and research team for Never Say Sell and is a former editor-at-large for Cross Country Skier Magazine. Erika holds a degree in geography and pre-health from Dartmouth College, where she competed in cross-country ski racing before racing professionally for six years. Erika returned to her hometown of Bozeman in 2018 when she joined PIE. She also competes for The North Face trail running team.
Jacob Parks
President of Strategy & Board Member
Jacob is the President of PIE and has led strategy, growth, and operations for twenty years. He co-authored Never Say Sell and headed the research team for How Clients Buy, interviewing over one hundred rainmakers at leading companies such as Accenture, McKinsey, and Deloitte. Jacob has taught at Montana State University, where he completed his undergraduate work, and holds an MBA from Gonzaga School of Business. Additionally, he has published research on successful innovation in large corporations.
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