| Description |
1 online resource (257 p.) |
| Contents |
Cover -- Title Page -- Copyright Page -- Contents -- Foreword: A Place in Time -- PART I 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 -- Next Generation Power -- The Opportunity |
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Bloom Where You Are Planted -- Farming Has a Better ROI Than Hunting -- Farming Alerts You to Opportunities Early -- Farming Keeps You Close -- Farming Is Less Time Intensive -- Farming Reduces Risk -- Account Planning -- Chapter 3 The Diamond of Opportunity -- There Is No One Thomson Reuters - and No One Opportunity -- Opportunity 1: MORE -- What Might This Look Like for You? -- What Might This Look Like for Susie? -- Opportunity 2: EXPAND -- What Might This Look Like for You? -- What Might This Look Like for Susie? -- Opportunity 3: EXTEND -- What Might This Look Like for You? |
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What Might This Look Like for Susie? -- Opportunity 4: REACH -- What Might This Look Like for You? -- What Might This Look Like for Susie? -- Opportunity 5: EVOLVE -- What Might This Look Like for You? -- What Might This Look Like for Susie? -- Opportunity 6: INNOVATE -- What Might This Look Like for You? -- What Might This Look Like for Susie? -- Section 3: The Challenges -- Chapter 4 The Challenge of Knowing Too Much about the Wrong Thing -- The Seven Elements -- Mutually Exclusive and Collectively Exhaustive -- Any Step Can Be the First -- How Do the Seven Elements Apply? -- Awareness |
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Understanding -- Interest -- Credibility -- Trust -- Ability and Readiness -- The First Challenge -- 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 -- Secret Sauce -- Perception of Risk -- Vertical Silos -- It's Not You, It's Them -- Budget -- Politics -- The Buyer's Ability -- Concentration Risk -- The Third Challenge |
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Chapter 7 The Challenge of Introducing Your Colleagues -- Introducing Other Experts -- Our Client Doesn't Know if the New Person Is Any Good -- You Might Not Know Your Colleague -- You Have to Build Relationships Anew -- Loss of Control -- The Fourth Challenge -- Chapter 8 The Challenge of Scale -- Economies of Scale on the Panama Canal -- Scale Advantage in the Expert Services Industry -- Scale Through Technology -- Scale Time on High-Dollar Work -- Scale Through Buying Power -- Diseconomies of Scale in the Expert Services Industry -- There Is No "I" in "Team" -- The Tug-of-War Guy |
| Notes |
Description based upon print version of record |
| Form |
Electronic book
|
| Author |
Parks, Jacob
|
| ISBN |
9781119684169 |
|
1119684161 |
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