Unlock the secrets of sustainable business growth with 'Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships.' This essential resource, published by John Wiley & Sons Inc in 2020, features 256 pages packed with strategies that successful firms like BCG, KPMG, and EY utilize to transform individual projects into lasting partnerships. Ideal for consultants, accountants, and legal professionals, this guide is your key to mastering client retention and driving recurring revenue. Co-authored by Tom McMakin and Jacob Parks, the book reveals invaluable insights from top-tier rainmakers at industry giants such as Accenture and IBM. It emphasizes that simply delivering quality work isn’t enough; you need to proactively engage and add value to foster long-term relationships. Discover effective techniques for cross-selling and maximizing the lifetime value of your clients. 'Never Say Sell' is a must-read for any professional service provider looking to enhance their account development skills and ensure repeat business success. Don't miss your chance to build more profitable and rewarding client interactions. Note: Shipping for this item is free. Please allow up to 6 weeks for delivery. Once your order is placed, it cannot be cancelled.

Note: Shipping for this item is free. Please allow up to 6 weeks for delivery. Once your order is placed, it cannot be cancelled.

Condition: BRAND NEW
ISBN: 9781119683780
Year: 2020
Publisher: John Wiley & Sons Inc (US)
Pages: 256


Description:


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.