MARC details
| 000 -LEADER |
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| fixed length control field |
03328nam a22002417a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20221129165421.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
221129b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781119683780 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
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| Classification number |
658.46 |
| Item number |
MCM |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
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| Personal name |
McMakin, Tom |
| 245 ## - TITLE STATEMENT |
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| Title |
Never say sell: how the world's best expert consulting and professional services firms expand client relationships |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
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| Name of publisher, distributor, etc. |
John Wiley & Sons, Inc. |
| Place of publication, distribution, etc. |
New Jersey |
| Date of publication, distribution, etc. |
2021 |
| 300 ## - PHYSICAL DESCRIPTION |
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| Extent |
ix, 242 p. |
| 365 ## - TRADE PRICE |
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| Price type code |
USD |
| Price amount |
28.95 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
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| Bibliography, etc. note |
TABLE OF CONTENTS<br/>Foreword ix<br/><br/>Why We Never Say Sell<br/><br/>Section 1: Who We are and the Problems We Want to Solve 3<br/><br/>1 From Foothold to Footprint 5<br/><br/>Section 2: The Imperative and the Opportunity 15<br/><br/>2 Learning to Farm 17<br/><br/>3 The Diamond of Opportunity 26<br/><br/>Section 3: The Challenges 41<br/><br/>4 The Challenge of Knowing Too Much about the Wrong Thing 43<br/><br/>5 The Challenge of Complex Organizations 52<br/><br/>6 The Challenge of Serving Complex Networks 57<br/><br/>7 The Challenge of Introducing Your Colleagues 66<br/><br/>8 The Challenge of Scale 71<br/><br/>How We Can Help<br/><br/>Section 4: Farming for Knowledge 85<br/><br/>9 Know Thyself 87<br/><br/>10 Know Thy Client 101<br/><br/>11 The Secrets of Diamond Account Planning 111<br/><br/>Section 5: The Seven Disciplines of Successful Farming 119<br/><br/>12 Discipline 1: Do Good Work 121<br/><br/>13 Discipline 2: Be a Good Friend 138<br/><br/>14 Discipline 3: Leverage Your Team 150<br/><br/>15 Discipline 4: Incent Good Work 157<br/><br/>16 Discipline 5: Listen 165<br/><br/>17 Discipline 6: Tell Great Stories 169<br/><br/>18 Discipline 7: Master the Art of the Ask 176<br/><br/>Section 6: Seeds of Change 185<br/><br/>19 The Power of Peers 187<br/><br/>20 The Power of Routers 197<br/><br/>21 The Power of Technology 207<br/><br/>22 The Power of Experience and Insight 217<br/><br/>Further Reading 223<br/><br/>Acknowledgments 225<br/><br/>About the Authors 227<br/><br/>Index 229 |
| 520 ## - SUMMARY, ETC. |
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| Summary, etc. |
DESCRIPTION<br/>Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more<br/><br/>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.<br/><br/>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.<br/><br/>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.<br/><br/>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. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Relationship marketing |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Customer relations |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Customer services--Marketing |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Business consultants |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
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| Personal name |
Parks, Jacob |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Book |