Tom McMakin sits down with Walt Shill, former global strategy lead at Accenture and co-author of The Growth Engine, to unpack what really drives growth in professional services firms.Walt shares hard-earned lessons from decades in consulting, including why most firms struggle with business development, how to build a scalable growth system, and the five dimensions that separate good from great.

<description>&lt;p&gt;Tom McMakin sits down with Walt Shill, former global strategy lead at Accenture and co-author of The Growth Engine, to unpack what really drives growth in professional services firms.&lt;/p&gt;&lt;p&gt;Walt shares hard-earned lessons from decades in consulting, including why most firms struggle with business development, how to build a scalable growth system, and the five dimensions that separate good from great.&lt;/p&gt;</description>

Tom McMakin sits down with Walt Shill, former global strategy lead at Accenture and co-author of The Growth Engine, to unpack what really drives growth in professional services firms. Walt shares hard-earned lessons from decades in consulting, including why most firms struggle with business development, how to build a scalable growth system, and the five dimensions that separate good from great. 

Season 2: The Growth Engine, with Walt Shill 

Welcome back to Season Two of the PIE-Cast, where we will be diving into <a href='https://www.profitableideas.com/the-growth-engine/'>The Growth Engine</a>, A Guide to Building a World-Class Business Development Function in Professional Services. In this episode, <a href='https://www.profitableideas.com/about/meet-our-team/tj-dennis/'>TJ Dennis</a> sits down with <a href='https://www.profitableideas.com/about/meet-our-team/jacob-parks/'>Jacob Parks</a>, the President and Partner of Profitable Ideas Exchange and one of the four authors of The Growth Engine. Jacob talks through building a growth culture in professional services and what&apos;s missing post-pandemic, incentivization structures that work (and ones that don&apos;t work), and how AI should be used in professional services instead of how it&apos;s currently being used. If you have feedback about the show or would like to learn more about working with PIE, please contact us at: <a href='mailto:connect@profitableideas.com'>connect@profitableideas.com</a>. You can also learn more about our previous books, How Clients Buy and Never Say Sell, by visiting our <a href='https://www.profitableideas.com/perspectives/books/'>website</a>. Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.

<description>&lt;p&gt;Welcome back to Season Two of the PIE-Cast, where we will be diving into &lt;a href='https://www.profitableideas.com/the-growth-engine/'&gt;&lt;em&gt;The Growth Engine&lt;/em&gt;&lt;/a&gt;&lt;em&gt;, A Guide to Building a World-Class Business Development Function in Professional Services. &lt;/em&gt;&lt;/p&gt;&lt;p&gt;In this episode, &lt;a href='https://www.profitableideas.com/about/meet-our-team/tj-dennis/'&gt;TJ Dennis&lt;/a&gt; sits down with &lt;a href='https://www.profitableideas.com/about/meet-our-team/jacob-parks/'&gt;Jacob Parks&lt;/a&gt;, the President and Partner of Profitable Ideas Exchange and one of the four authors of &lt;em&gt;The Growth Engine&lt;/em&gt;. Jacob talks through building a growth culture in professional services and what&amp;apos;s missing post-pandemic, incentivization structures that work (and ones that don&amp;apos;t work), and how AI should be used in professional services instead of how it&amp;apos;s currently being used&lt;em&gt;.&lt;/em&gt;&lt;br/&gt;&lt;br/&gt;If you have feedback about the show or would like to learn more about working with PIE, please contact us at: &lt;a href='mailto:connect@profitableideas.com'&gt;connect@profitableideas.com&lt;/a&gt;. You can also learn more about our previous books, &lt;em&gt;How Clients Buy&lt;/em&gt; and &lt;em&gt;Never Say Sell&lt;/em&gt;, by visiting our &lt;a href='https://www.profitableideas.com/perspectives/books/'&gt;website&lt;/a&gt;.&lt;br/&gt;&lt;br/&gt;&lt;em&gt;Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.&lt;/em&gt;&lt;/p&gt;</description>

Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine, A Guide to Building a World-Class Business Development Function in Professional Services.  In this episode, TJ Dennis sits down with Jacob Parks, the President and Partner of Profitable Ideas Exchange and one of the four authors of The Growth Engine. Jacob talks through building a growth culture in professional services and what's missing post-pandemic, incentivization structures that work (and on...

Season 2: The Growth Engine, with Jacob Parks

Welcome back to Season Two of the PIE-Cast, where we will be diving into <a href='https://www.profitableideas.com/the-growth-engine/'>The Growth Engine</a>, A Guide to Building a World-Class Business Development Function in Professional Services. In this episode, <a href='https://www.profitableideas.com/about/meet-our-team/tj-dennis/'>TJ Dennis</a> sits down with <a href='https://www.profitableideas.com/about/meet-our-team/andi-baldwin/'>Andi Baldwin</a>, the CEO of Profitable Ideas Exchange and one of the four authors of The Growth Engine. Andi talks through building a growth culture in professional services and why it should be democratized, gives even MORE sports analogies (we cant help ourselves) and how it pertains to a sales-to-delivery handoff, and the necessity that is a CRM system for your business. If you have feedback about the show or would like to learn more about working with PIE, please contact us at: <a href='mailto:connect@profitableideas.com'>connect@profitableideas.com</a>. You can also learn more about our previous books, How Clients Buy and Never Say Sell, by visiting our <a href='https://www.profitableideas.com/perspectives/books/'>website</a>. Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.

<description>&lt;p&gt;Welcome back to Season Two of the PIE-Cast, where we will be diving into &lt;a href='https://www.profitableideas.com/the-growth-engine/'&gt;&lt;em&gt;The Growth Engine&lt;/em&gt;&lt;/a&gt;&lt;em&gt;, A Guide to Building a World-Class Business Development Function in Professional Services. &lt;/em&gt;&lt;/p&gt;&lt;p&gt;In this episode, &lt;a href='https://www.profitableideas.com/about/meet-our-team/tj-dennis/'&gt;TJ Dennis&lt;/a&gt; sits down with &lt;a href='https://www.profitableideas.com/about/meet-our-team/andi-baldwin/'&gt;Andi Baldwin&lt;/a&gt;, the CEO of Profitable Ideas Exchange and one of the four authors of &lt;em&gt;The Growth Engine&lt;/em&gt;. Andi talks through building a growth culture in professional services and why it should be democratized, gives even MORE sports analogies (we cant help ourselves) and how it pertains to a sales-to-delivery handoff, and the necessity that is a CRM system for your business&lt;em&gt;.&lt;/em&gt;&lt;br/&gt;&lt;br/&gt;If you have feedback about the show or would like to learn more about working with PIE, please contact us at: &lt;a href='mailto:connect@profitableideas.com'&gt;connect@profitableideas.com&lt;/a&gt;. You can also learn more about our previous books, &lt;em&gt;How Clients Buy&lt;/em&gt; and &lt;em&gt;Never Say Sell&lt;/em&gt;, by visiting our &lt;a href='https://www.profitableideas.com/perspectives/books/'&gt;website&lt;/a&gt;.&lt;br/&gt;&lt;br/&gt;&lt;em&gt;Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.&lt;/em&gt;&lt;/p&gt;</description>

Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine, A Guide to Building a World-Class Business Development Function in Professional Services.  In this episode, TJ Dennis sits down with Andi Baldwin, the CEO of Profitable Ideas Exchange and one of the four authors of The Growth Engine. Andi talks through building a growth culture in professional services and why it should be democratized, gives even MORE sports analogies (we cant help ourselves) and...

Season 2: The Growth Engine, with Andi Baldwin

Welcome back to Season Two of the PIE-Cast, where we will be diving into <a href='https://www.profitableideas.com/the-growth-engine/'>The Growth Engine</a>. We wanted to take a moment and set the stage for what&apos;s to come in the next year of the PIE-Cast, featuring all new guest, hosts, topics, opinions, jokes, perspectives, and insights for you to take to your businesses. We will be releasing bi-weekly episodes so make sure to like, subscribe, and share episodes you enjoy. Available wherever you consume podcasts. If you have feedback about the show or would like to learn more about working with PIE, please contact us at: <a href='mailto:connect@profitableideas.com'>connect@profitableideas.com</a>. You can also learn more about our previous books, How Clients Buy and Never Say Sell, by visiting our <a href='https://www.profitableideas.com/perspectives/books/'>website</a>. Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.

<description>&lt;p&gt;Welcome back to Season Two of the PIE-Cast, where we will be diving into &lt;a href='https://www.profitableideas.com/the-growth-engine/'&gt;&lt;em&gt;The Growth Engine&lt;/em&gt;&lt;/a&gt;&lt;em&gt;. &lt;/em&gt;&lt;/p&gt;&lt;p&gt;We wanted to take a moment and set the stage for what&amp;apos;s to come in the next year of the PIE-Cast, featuring all new guest, hosts, topics, opinions, jokes, perspectives, and insights for you to take to your businesses. We will be releasing bi-weekly episodes so make sure to like, subscribe, and share episodes you enjoy. Available wherever you consume podcasts. &lt;br/&gt;&lt;br/&gt;If you have feedback about the show or would like to learn more about working with PIE, please contact us at: &lt;a href='mailto:connect@profitableideas.com'&gt;connect@profitableideas.com&lt;/a&gt;. You can also learn more about our previous books, &lt;em&gt;How Clients Buy&lt;/em&gt; and &lt;em&gt;Never Say Sell&lt;/em&gt;, by visiting our &lt;a href='https://www.profitableideas.com/perspectives/books/'&gt;website&lt;/a&gt;.&lt;br/&gt;&lt;br/&gt;&lt;em&gt;Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.&lt;/em&gt;&lt;/p&gt;</description>

Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine.  We wanted to take a moment and set the stage for what's to come in the next year of the PIE-Cast, featuring all new guest, hosts, topics, opinions, jokes, perspectives, and insights for you to take to your businesses. We will be releasing bi-weekly episodes so make sure to like, subscribe, and share episodes you enjoy. Available wherever you consume podcasts.   If you have feedback about the show...

Announcing Season 2: The Growth Engine w/ Special Guests

Welcome back to Season Two of the PIE-Cast, where we will be diving into <a href='https://www.profitableideas.com/the-growth-engine/'>The Growth Engine</a>, A Guide to Building a World-Class Business Development Function in Professional Services. In this episode, <a href='https://www.profitableideas.com/about/meet-our-team/tj-dennis/'>TJ Dennis</a> sits down with returning guest <a href='https://www.profitableideas.com/about/meet-our-team/erika-flowers/'>Erika Flowers</a>, the Chief Client Officer and Partner at Profitable Ideas Exchange. Erika is one of the four authors of The Growth Engine and she talks through what an Ideal Client Profile (ICP) looks like and why it matters, gives us a few sports analogies that help paint a picture of working as a team in business, and why professional services need to find their niche. If you have feedback about the show or would like to learn more about working with PIE, please contact us at: <a href='mailto:connect@profitableideas.com'>connect@profitableideas.com</a>. You can also learn more about our previous books, How Clients Buy and Never Say Sell, by visiting our <a href='https://www.profitableideas.com/perspectives/books/'>website</a>. Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.

<description>&lt;p&gt;Welcome back to Season Two of the PIE-Cast, where we will be diving into &lt;a href='https://www.profitableideas.com/the-growth-engine/'&gt;&lt;em&gt;The Growth Engine&lt;/em&gt;&lt;/a&gt;&lt;em&gt;, A Guide to Building a World-Class Business Development Function in Professional Services. &lt;/em&gt;&lt;/p&gt;&lt;p&gt;In this episode, &lt;a href='https://www.profitableideas.com/about/meet-our-team/tj-dennis/'&gt;TJ Dennis&lt;/a&gt; sits down with returning guest &lt;a href='https://www.profitableideas.com/about/meet-our-team/erika-flowers/'&gt;Erika Flowers&lt;/a&gt;, the Chief Client Officer and Partner at Profitable Ideas Exchange. Erika is one of the four authors of &lt;em&gt;The Growth Engine and s&lt;/em&gt;he talks through what an Ideal Client Profile (ICP) looks like and why it matters, gives us a few sports analogies that help paint a picture of working as a team in business, and why professional services need to find their niche&lt;em&gt;.&lt;/em&gt;&lt;br/&gt; &lt;br/&gt; If you have feedback about the show or would like to learn more about working with PIE, please contact us at: &lt;a href='mailto:connect@profitableideas.com'&gt;connect@profitableideas.com&lt;/a&gt;. You can also learn more about our previous books, &lt;em&gt;How Clients Buy&lt;/em&gt; and &lt;em&gt;Never Say Sell&lt;/em&gt;, by visiting our &lt;a href='https://www.profitableideas.com/perspectives/books/'&gt;website&lt;/a&gt;.&lt;br/&gt; &lt;br/&gt; &lt;em&gt;Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.&lt;/em&gt;&lt;/p&gt;</description>

Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine, A Guide to Building a World-Class Business Development Function in Professional Services.  In this episode, TJ Dennis sits down with returning guest Erika Flowers, the Chief Client Officer and Partner at Profitable Ideas Exchange. Erika is one of the four authors of The Growth Engine and she talks through what an Ideal Client Profile (ICP) looks like and why it matters, gives us a few sports analo...

Season 2: The Growth Engine, with Erika Flowers

Brought to you by Profitable Ideas® Exchange, the PIE-cast is your monthly soundbite for business development insight and strategy.&nbsp; Our episodes feature a variety of executive perspectives focused on the importance of building authentic trust and credibility and earning the right to win new work with clients. &nbsp; A great, succinct listen for interests in business development, marketing, growth, voice of the customer, and business strategy.

PIE-Cast

Details

Recent Episodes