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

＂Key rainmakers at firms like McKinsey, IBM, and Deloitte report that 80 percent of their new revenues come from existing clients, not from new logos. Never Say Sell is a how-to guide for executives, account teams, and sole proprietors for growing exiting accounts and turning their one-and-done clients into a source of recurring revenue. Most providers will explain account growth by saying, ＂Do good work,＂ arguing if they deliver value to clients, then clients will want more of their expertise and turn to them again and again for help. Unfortunately, this truism is as unhelpful as it is wrong. Never Say Sell reveals the truth and describes a new client-centered approach to account development＂--

Tom McMakin is CEO of Profitable Ideas Exchange (PIE), a leading provider of business development services for large expert service firms, including McKinsey, Boston Consulting Group, KPMG, IBM, Deloitte, DXC, Accenture, Cognizant, Grant Thornton, and many others. Over the last fifteen years, Tom’s company has interviewed 10,000 senior executives at 350 companies in the Fortune 500 and maintains a database of 5,000 senior executives. Tom is the co-author of How Clients Buy (Wiley). He has been featured on the pages of Inc. Magazine (Cover), Fast Company, Money, Entrepreneur, Success, The Economist, Newsweek, The Washington Post, USA Today, Christian Science Monitor, The New York Times, and The Wall Street Journal. Tom has spoken before Fast Company, Inc. Magazine, MIT’s Sloan School, and the U.S. Congress.

Jacob Parks is the COO of Profitable Ideas Exchange (PIE), having led growth and operations in the company for seventeen years. Jacob moderates a group of middle market consulting firm CMOs, including CLJ, AT Kearney, Segal, and Simpson Thatcher.