Growth Engine - A Guide to Building a World Class Business Development Function in

Your guide to business development maturation in the professional services sector The Growth Engine 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. This 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:

• to leverage consultants' time and amplify their reach
• Developing new services, aligning sales with marketing, and using tools, processes, and metrics to drive accountability and growth
• Training talent, measuring and managing business development performance, and incentivizing and compensating key roles

The Growth Engine 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.

Product details

• Authors: Andi Baldwin, Erika Flowers, Jacob Parks, Walt Shill, Walt Baldwin Shill
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Release: 05.11.2025
• EAN: 9781394277872
• ISBN: 978-1-394-27787-2
• No. of pages: 256
• Subjects: Social sciences, law, business > Business > Management; BUSINESS & ECONOMICS / Entrepreneurship, BUSINESS & ECONOMICS / Consulting, BUSINESS & ECONOMICS / Development / Business Development, Business & management, Research and development management, Consultancy, Entrepreneurship / Start-ups