Table of Contents
1 Cover
2 Foreword
3 Why We Never Say Sell Section 1: Who We Are and the Problems We Want to Solve CHAPTER 1: From Foothold to Footprint The Question Expert Services Are Different Growing Your Work: How Hard Can It Be? Do You Sell Pies? The Promise of Never Say Sell A Roadmap for the Book A Word about Words To Sell or Not to Sell? Section 2: The Imperative and the Opportunity CHAPTER 2: Learning to Farm Grinders, Minders, and Finders The Opportunity Bloom Where You Are Planted Account Planning CHAPTER 3: The Diamond of Opportunity There Is No One Thomson Reuters – and No One Opportunity Opportunity 1: MORE Opportunity 2: EXPAND Opportunity 3: EXTEND Opportunity 4: REACH Opportunity 5: EVOLVE Opportunity 6: INNOVATE Section 3: The Challenges CHAPTER 4: The Challenge of Knowing Too Much about the Wrong Thing The Seven Elements Any Step Can Be the First How Do the Seven Elements Apply? The First Challenge Note CHAPTER 5: The Challenge of Complex Organizations We Do That? Who's on First? The Stories We Tell Winging It Messed Up Incentives Refer at Your Own Risk The Second Challenge CHAPTER 6: The Challenge of Serving Complex Networks When Networks Kiss Two Universes The Myth of Referral It's Not You, It's Them The Third Challenge CHAPTER 7: The Challenge of Introducing Your Colleagues Introducing Other Experts The Fourth Challenge CHAPTER 8: The Challenge of Scale Economies of Scale on the Panama Canal Scale Advantage in the Expert Services Industry Diseconomies of Scale in the Expert Services Industry There Is No “I” in “Team” Scaling Trust and Credibility The Fifth Challenge
4
How We Can Help
Section 4: Farming for Knowledge
CHAPTER 9: Know Thyself
Size
Structure
Growth Strategy
Your Team
Your Personal Brand
Your Niche
CHAPTER 10: Know Thy Client
Leverage Your “Insider” Status
Banish the Brochure
Listen Effectively
Understand the Political Dynamics at Play
Be Mindful of Budget Cycles
Cozy Up to Their Technology
Stay Alert on the Outside
Conduct Loss Analysis
Open