Never Say Sell. Tom McMakin

CHAPTER 11: The Secrets of Diamond Account Planning Aligning the Stars Expanding Your Capability Reach Section 5: The Seven Disciplines of Successful Farming CHAPTER 12: Discipline 1: Do Good Work What You Can Control Deconstructing “Wow” How to “Wow” Clients The Easy Way to Not Win More Work Key Ingredients for Doing Good Work CHAPTER 13: Discipline 2: Be a Good Friend Be a Good Friend to Your Colleagues You Never Leave McKinsey Be a Good Friend to Your Clients Grow Your Circle of Friends Making the Move from Provider to Partner Stick with Your Friends CHAPTER 14: Discipline 3: Leverage Your Team Basking in the Warm Glow of Outgroup Homogeneity Bias The Art of the Introduction Just Dropping By … The Pack CHAPTER 15: Discipline 4: Incent Good Work Expert Services Needs a Different Yardstick Defined Commissionable Activities Double Counting Collaboration Credit Top of the Funnel Toward Better Alignment Born versus Bred Aligning Client and Employee Priorities: Finding the Optimal Structure CHAPTER 16: Discipline 5: Listen But We Are Different Four Guidelines for Listening CHAPTER 17: Discipline 6: Tell Great Stories We're Made to Tell Stories CHAPTER 18: Discipline 7: Master the Art of the Ask Learning the Art of the Ask The Ask before the Ask Section 6: Seeds of Change CHAPTER 19: The Power of Peers Jumping the Stack Following Up A Secret PIE Ingredient: Third-Party Follow-Up Before All Earning the Bigger Ask Helping Our Clients Discover Diamonds CHAPTER 20: The Power of Routers Digging Out the Dandelion Root Why Sales and Marketing Fails to Serve Expert Services Firms The Chief Listening Officer Listening Routers Rescuing Value from the Tactical Slag Heap The Double Punchline CHAPTER 21: The Power of Technology The Rub Strategize How to Capture Data The Future BDaaS Compensation Clarity CHAPTER 22: The Power of Experience and Insight Going Deep Solving Problems A Smaller World

      5  Further Reading

      6  Acknowledgments

      7  About the Authors

      8  Index

      9  End User License Agreement

      Guide

      1  Cover

      2 Table of Contents

      3  Begin Reading

      Pages

      1  iii

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