The Growth Engine - Andi Baldwin

. .

Résumé :

SCALE YOUR GROWTH FUNCTION TO A WORLD-CLASS BUSINESS DEVELOPMENT MACHINE

There comes a point where firms must move beyond the immediate connections of the founding partners to build a predictable and scalable growth function-The Growth Engine: A Guide to Building a World-Class Business Development Function in Professional Services illustrates how to do just that.

This book reveals a clear business development maturation path over time, outlining best practices for what to do first and how to make the jump from a one-person shop operating out of a guest bedroom, to a 700,000-person business development machine like Accenture. Readers will learn about every step in the process, from identifying buyers and niching services, to creating brand awareness and strengthening market position, to developing new services and aligning sales with marketing.

This book is founded on extensive interviews with rainmakers in professional services firms including marketing, law, consulting, financial advisory, and IT advisory. Interviewees include senior executives at McKinsey, Bain, BCG, Accenture, IBM, AWS, KPMG, Deloitte, ZS, and Omnicom, as well as a number of Am Law 100 firms.

The Growth Engine earns a well-deserved spot on the bookshelves of all professional services founders and executives ready to grow their practice or their firm.

The Growth Engine looks beyond The Trusted Advisor to offer a powerful, organization-wide perspective where trust-based principles don't just survive-they thrive. It brings fresh, practical insights to building client development capability in professional services firms, without losing sight of what matters most to clients-trust, credibility, and human connection. I couldn't be more excited to see this next chapter unfold.
-CHARLIE GREEN, Author of The Trusted Advisor...

Sommaire:

Preface ix

Part I the Problem and the Promise 1

1 The Problem - Why Professional Services Firms Fail to Scale Business Development 3

2 The Promise - You Can Build an Engine 15

Part II Services 23

3 Knowing What You Do - Service Definition and Discipline 25

4 Service Development and Expansion 43

Part III Clients 61

5 Knowing Whom You Serve 63

6 Double Down on Current Accounts 81

7 Winning New Clients 105

Part IV Talent and Performance Management 123

8 Hiring and Harnessing Talent 125

9 Talent Development - Building Your BD Capability 141

10 Motivating the Team - Incentives and Rewards 159

Part V Operating Model 175

11 Structure for Scale - Supporting Growth Leaders 177

12 Aligning Marketing and Business Development 199

Part VI Data and Measurement 221

13 Measuring What Matters 223

Part VII Putting It All Together 253

14 Managing Change 255

15 Going for Growth - Where to Go from Here 265

Appendix: Business Development Maturity - Reader Assessment 271

Bibliography 281

Acknowledgments 283

About the Authors 287

Index 289