{"product_id":"the-growth-engine-a-guide-to-building-a-world-class-business-development-function-in-professional-services-hardback-9781394277872","title":"The Growth Engine; A Guide to Building a World-Class Business Development Function in Professional Services (Hardback) 9781394277872","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eThe Growth Engine\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eA Guide to Building a World-Class Business Development Function in Professional Services\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eWalt Shill (Author), Andi Baldwin (Author), Erika Flowers (Author), Jacob Parks (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781394277872, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 28 August 2025\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e320 pages\u003cbr\u003e23.1 x 15.8 x 2.8 cm, 0.522 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\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 \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 \u003cli\u003eDeveloping new services, aligning sales with marketing, and using tools, processes, and metrics to drive accountability and growth\u003c\/li\u003e \u003cli\u003eTraining talent, measuring and managing business development performance, and incentivizing and compensating key roles\u003c\/li\u003e \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\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I the Problem and the Promise 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 The Problem – Why Professional Services Firms Fail to Scale Business Development 3\u003c\/p\u003e \u003cp\u003e2 The Promise – You Can Build an Engine 15\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Services 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e3 Knowing What You Do – Service Definition and Discipline 25\u003c\/p\u003e \u003cp\u003e4 Service Development and Expansion 43\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Clients 61\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5 Knowing Whom You Serve 63\u003c\/p\u003e \u003cp\u003e6 Double Down on Current Accounts 81\u003c\/p\u003e \u003cp\u003e7 Winning New Clients 105\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Talent and Performance Management 123\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e8 Hiring and Harnessing Talent 125\u003c\/p\u003e \u003cp\u003e9 Talent Development – Building Your BD Capability 141\u003c\/p\u003e \u003cp\u003e10 Motivating the Team – Incentives and Rewards 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V Operating Model 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e11 Structure for Scale – Supporting Growth Leaders 177\u003c\/p\u003e \u003cp\u003e12 Aligning Marketing and Business Development 199\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VI Data and Measurement 221\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e13 Measuring What Matters 223\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VII Putting It All Together 253\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e14 Managing Change 255\u003c\/p\u003e \u003cp\u003e15 Going for Growth – Where to Go from Here 265\u003c\/p\u003e \u003cp\u003eAppendix: Business Development Maturity – Reader Assessment 271\u003c\/p\u003e \u003cp\u003eBibliography 281\u003c\/p\u003e \u003cp\u003eAcknowledgments 283\u003c\/p\u003e \u003cp\u003eAbout the Authors 287\u003c\/p\u003e \u003cp\u003eIndex 289\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52458312597784,"sku":"9781394277872","price":18.28,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781394277872.jpg?v=1785370788","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/the-growth-engine-a-guide-to-building-a-world-class-business-development-function-in-professional-services-hardback-9781394277872","provider":"Freshly Printed Books","version":"1.0","type":"link"}