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

Tom McMakin · Jacob Parks

Nov 2020 · Gildan Media · Narrated by Steve Menasche

About this audiobook

Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell 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 into how key rainmakers at firms like Accenture and IBM 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.

About the author

Tom McMakin is CEO of Profitable Ideas Exchange (PIE), a leading provider of business development services for consulting and professional services firms. Previously, he held leadership positions in private equity and served as the chief operating officer of Great Harvest Bread Co., a multi-unit operator of bread stores.

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

Steve Menasche is a conservatory-trained actor, musician, and martial artist who has toured the world with West Side Story, Jesus Christ Superstar, and the American Folk Theatre. As a voice actor, he has completed over 250 audiobooks and has been featured in national radio and television campaigns.