Читать книгу Never Say Sell - Tom McMakin - Страница 13

Every month or two someone walks into our office and asks what types of fresh pie we have and, sadly, we have to turn them away empty-handed. We do in fact sell a service we internally refer to as a PIE, just not the type these buyers are looking for; ours are executive peer groups of our clients' likely buyers, whom we convene for ongoing, targeted discussions – not fresh rhubarb inside a buttery, layered crust.

We land squarely in the world of expert services. We provide our expertise – business development support, primarily via facilitated executive peer exchange – to clients who are also in the expert services business. As Tom's son, Wilson, likes to say, “My dad's a consultant to consultants – he's a meta-consultant.” This typically gets a bit of a laugh from his college friends.

Because of this niche we have carved out for ourselves in assisting expert services firms in business development, we spend our professional and free time thinking not only about how we can grow our own business, but also about how we can help clients grow their businesses. Our collective experience, working on behalf of many of the largest consulting, technology, and accounting firms around the world, gives us a unique perspective. Between us, we have 50-plus years of experience in this industry, providing countless stories and relationships from which to draw.