Selling Professional and Financial Services Handbook: + Website

Praise for Selling Professional and Financial Services Handbook "Everyone who sells professional services should read this book. Having been both a buyer and a seller of professional services, I can say without a doubt: this is a great read!" —Stasia Kelly, Co-Managing Partner, Americas, DLA Piper; previously executive vice president, general counsel, chief compliance and regulatory officer, American International Group (AIG); senior vice president and general counsel, Sears, Roebuck and Co.; and senior vice president, general counsel, and corporate secretary, Fannie Mae "The professional services sales strategy that Scott and Chuck have written about here is superior. Having collaborated with them to sell such services, I can attest that this approach works and that clients love the results. Well worth reading for anyone interested in growing their client base." —Kurt W. Hansson, Global Vice-Chairman, Litigation Department, and Leader, GE Relationship Team, Paul Hastings LLP "For those selling professional services and focused on building lasting relationships—this is a must-read! No matter what level." —Lloyd M. Johnson Jr., community leader and Publisher of InsideCounsel

Preface xi Acknowledgments xiii A New Way to Sell 1 Chapter 1 Changing Times, a New Dimension: The Rock–Ripple Strategy 3 It’s All about Recognizing Change 4 What the Man on the Doorstep Did 6 Sense the Wave, Trace the Ripples 7 The Rock–Ripple Effect 9 Chapter 2 Fields of Vision, New Relationships: On Being a Guru 11 What Doesn’t Work; What Does 11 Building Guru Status 13 Creative Solutions 14 What’s Next? 16 Chapter 3 The Four–Stage Process: Why and How It Works 17 Why the First Mover Wins 17 Getting Started, from Wherever You May Currently BE 21 How the Stages Work 22 Stage 1: IDENTIFY Chapter 4 The Identify Stage: What to Look For 33 The Industrial Mindset 33 Defining and Thinking about What to Look For 35 Experiments in Mind Stretching 38 Drawing Parallels 40 Chapter 5 The Identify Stage: How to Look Systematically 43 The Entrepreneurial Mindset 43 Putting Yourself in the Path 44 Tapping the Internet 44 Tapping Human Intelligence 46 Narrowing Down and Homing In: How the Identify Process Comes Together 47 Moving On 48 Stage 2: EVALUATE Chapter 6 Intro to Evaluation: Basics and the First Step 53 The Process: First Things First 54 Lost in Space 56 Other Possible Outcomes 56 Numbers versus Judgment 57 Moving On 58 Chapter 7 Deeper Evaluation 59 Evaluation Points 59 Getting to “No” 63 A Note on Strategy versus Sales Skills 65 “Yes,” Plus Continuous Improvement 66 Every Step Counts 68 “Yes” Plus One for the Portfolio 68 Stage 3: INNOVATE Chapter 8 Innovation and Preparation 73 Where You Stand in the Process 74 Innovating the Solution 74 The Multilayered Benefits of Innovation 76 Innovating the Campaign 77 Building the Package for the Sales Force 78 Background Materials 79 Targeting 80 The Message and the Talk Track 81 The Professional Team and Qualifications 82 Chapter 9 Top–of–Mind Awareness Tools and Launch 83 Parallel Marketing Efforts for Persistent Issues 85 Targets, Tracking, Reporting 86 The Launch Call 86 Stage 4: DEPLOY Chapter 10 Transforming How You Sell: What’s New, What Isn’t 91 A Game Plan, Not Basic Coaching 92 What You Are Setting Out to Do in the Deploy Stage 93 Transformation, Not a Blitz 94 Chapter 11 Steps to Full Deployment 97 Tracking, Refining, and Extending the Initiative 97 What’s Next, What’s Next? 99 Initiatives May End, but the Process Doesn’t 100 Building Relationships with Content Tools and Events 101 Selling to Both Sides of the Client 103 Roundtables and Other “Scale” Outreach Events 105 Keep It Simple 107 Extending Relationships into Other Initiatives 108 The Multiplier Effect and the Small–World Effect 108 Indirect Sales: The Ultimate Payoff 109 Chapter 12 Hunting or Farming? It’s Both: An Approach for New and Existing Clients 113 The Downsides of Account–Centric Farming (and Why Rock–Ripple Is Superior) 115 Efficiencies on the Hunting Side 118 Where the Differences Come In 119 Indirect Sales: The Big Difference 122 Chapter 13 Where to Go from Here 125 Boarding Call: The Destination, the Ticket 126 It Always Starts with What’s Next 127 Implementing for an Individual 130 Implementing across a Team 132 Implementing across a Firm 136 What’s Next? 137 Appendix A: Books for Further Reading 139 Appendix B: Strategic Initiative Checklist 143 Appendix C: Key Concept: ROCK–RIPPLE 149 Appendix D: The Four–Stage Process 153 Appendix E: Idea–Starters and Tools 159 About the Companion Website 165 About the Authors 167 Index 169

Scott Paczosa is a Managing Director in the Chicago office of Navigant Consulting, Inc., with a global leadership role in strategic initiatives, identifying emerging issues and developing strategic responses to breaking market developments. Mr. Paczosa has spent over twenty years coordinating a wide array of services to clients from Fortune 10 corporations to law firms, and across numerous industries including banking and finance, healthcare and pharma, energy, insurance, steel, and transportation. These services have included investigative and litigation services, expert witness testimony, restructuring, valuation, strategy, M&A, performance improvement, due diligence, compliance, and innovative risk-reduction. He frequently works with corporate executives and attorneys from leading law firms to develop innovative solutions for complex issues, both in domestic and international markets. Mr. Paczosa has been intimately involved in developing the firm's approach to assisting clients impacted by the turmoil of the credit crisis. Mr. Paczosa has also been heavily involved in the data breach, healthcare, antitrust, white-collar, mortgage servicing, securities initiatives, and key account program to name a few. Chuck Peruchini is a Managing Director in the Chicago office of Navigant Consulting, Inc. He has sixteen years of experience providing clients with a range of financial advisory services, such as litigation support, valuation, restructuring, and investment banking services. At Navigant, Mr. Peruchini is focused on developing innovative strategic initiatives. Working with practitioners across the firm, he applies the strategies depicted in this book to translate emerging issues into innovative solutions for clients' most pressing needs. Mr. Peruchini is an inaugural inductee into Navigant's Client Service Hall of Fame.