Читать книгу Never Say Sell - Tom McMakin - Страница 14

The world is full of thorny problems made worse by growing complexity. It can feel overwhelming. The good news, however, is that, increasingly, we are a planet populated by educated, strongly experienced experts able to address these challenges.

The trick is to learn how to connect challenges with those who can best help solve them – to make the world smarter and smaller. When we shrink the world by wiring us all together in collaboration and connection, we make the world stronger, safer, and more stable.

None of that happens, however, unless we speak up and learn not to “hide our light under a bushel,” particularly with clients who already know we are good people and are able to create value. Our job must be to spot opportunities and build on our track record of delivering excellent work to do even more work, time and time again.

This book will unpack the question of how to do this. Our method was simple; we asked leading rainmakers how they deepen engagement with clients and scope more work in order to understand the approaches they used in finding success, assuming, of course, that the client has needs with which they could help. Like Gretel dropping crumbs of bread on the trail, we knew that achievement in business development would leave clues, and that if we followed those clues, we too could grow our clients two-, five-, and tenfold.