{"product_id":"9781394277872-the-growth-engine","title":"The Growth Engine","description":"\u003cmeta content=\"text\/html; charset=utf-8\" http-equiv=\"Content-Type\"\u003e\u003cp\u003e\u003cspan\u003eA Guide to Building a World-Class Business Development Function in Professional Services\u003cbr\u003e\u003cp\u003e\u003cb\u003eYour guide to business development maturation in the professional services sector\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Growth Engine\u003c\/i\u003e describes the main challenge professional services firms face as they grow and shows how to develop a scalable business development effort, covering everything from CRM systems and metrics around utilization, to service development and expansion, to account planning and cross-selling, to winning new clients, to team structure and roles, and to performance management.\u003c\/p\u003e \u003cp\u003eThis book is supported by extensive interviews with rainmakers in professional services firms including marketing, law, consulting, financial advisory, and IT advisory companies. Interviewees include senior executives at McKinsey, Bain, BCG, Accenture, IBM, AWS, KPMG, Deloitte, Publicis, and Omnicom, as well as a number of Am Law 100 firms. Some of the concepts covered in this book include:\u003c\/p\u003e \u003cul\u003e\n\u003cli\u003eIdentifying buyers, niching services to create awareness and strengthen brand, and using talent to leverage consultants' time and amplify their reach\u003c\/li\u003e\n\u003cli\u003eDeveloping new services, aligning sales with marketing, and using tools, processes, and metrics to drive accountability and growth\u003c\/li\u003e\n\u003cli\u003eTraining talent, measuring and managing business development performance, and incentivizing and compensating key roles\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003e\u003ci\u003eThe Growth Engine\u003c\/i\u003e is an essential read for all founders, executives, chief growth officers, marketing leaders and rainmakers in professional services seeking proven strategies to grow, steadily, sustainably and profitably.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e","brand":"Rarewaves","offers":[{"title":"Default Title","offer_id":56173404389750,"sku":"9781394277872","price":21.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0092\/7504\/8033\/files\/stand_35848530.jpg?v=1756460013","url":"https:\/\/www.rarewaves.com\/products\/9781394277872-the-growth-engine","provider":"Rarewaves.com","version":"1.0","type":"link"}