Growth Engine

WALT SHILL had an illustrious career as a partner and growth leader in professional services, including McKinsey, Accenture, and ERM. He is a member of PIE’s advisory board and the author of Friday Thoughts, a business blog focused on professional services. ANDI BALDWIN is the CEO of PIE. She is responsible for setting the firm’s growth strategy and ensuring PIE is delivering exceptional work to its premier client base. ERIKA FLOWERS is PIE’s Chief Client Officer, where she leads a team of consultants who deliver business development and client engagement programs for PIE’s accounts including AWS, KPMG, IBM, Capgemini, BCG, and other large professional services firms. JACOB PARKS is the President of PIE. He headed the research team on How Clients Buy, co-authored Never Say Sell, and has facilitated executive roundtable discussions on behalf of CFOs and COOs representing the largest companies across the globe.

• Preface ixPart I the Problem and the Promise 11 The Problem – Why Professional Services Firms Fail to Scale Business Development 32 The Promise – You Can Build an Engine 15Part II Services 233 Knowing What You Do – Service Definition and Discipline 254 Service Development and Expansion 43Part III Clients 615 Knowing Whom You Serve 636 Double Down on Current Accounts 817 Winning New Clients 105Part IV Talent and Performance Management 1238 Hiring and Harnessing Talent 1259 Talent Development – Building Your BD Capability 14110 Motivating the Team – Incentives and Rewards 159Part V Operating Model 17511 Structure for Scale – Supporting Growth Leaders 17712 Aligning Marketing and Business Development 199Part VI Data and Measurement 22113 Measuring What Matters 223Part VII Putting It All Together 25314 Managing Change 25515 Going for Growth – Where to Go from Here 265Appendix: Business Development Maturity – Reader Assessment 271Bibliography 281Acknowledgments 283About the Authors 287Index 289