Notes and References

Chapter 1 A Curious Problem

  1. Dominic Barton quote: Interview with How Clients Buy research team, 2017.
  2. Chuck McDonald quote: Interview with How Clients Buy research team, 2017.

Chapter 2 Finders, Minders, and Grinders: The Business Development Imperative

  1. Russell Davis story: Interview with How Clients Buy research team, 2017.
  2. The Cravath System story: Robert T. Swaine, The Cravath Firm and Its Predecessors 1819–1948, The Lawbook Exchange, Ltd. (originally published 1946).

Chapter 3 Beyond Pixels: Selling a Service Is Much Different from Selling Things (and Harder, too)

  1. Credence Goods background: Asher Wolinsky, “Competition in Markets for Credence Goods,” Journal of Institutional and Theoretical Economics 151 (1995): 117–31.
  2. David Maister quote: Excerpt from his online article “Matters of Trust,” 1998. http://davidmaister.com/articles/a-matter-of-trust/

Chapter 4 Obstacle #1—What They Didn't Teach You in B-School: If I Am Supposed to Be the Expert, Why Do I Feel So Stupid about Sales?

  1. Thomas Jefferson story: “Notes for the Biography of George Wythe,” Lipscomb, Andrew A. and Albert E. Bergh, eds. The Writings of Thomas Jefferson. Washington, D.C.: Thomas Jefferson Memorial Association of the United States, 1903–04. 20 vols., 1:166–70.
  2. Walter Friedman quote: Walter Friedman, Birth of a Salesman: The Transformation of Selling in America (Cambridge, MA: Harvard University Press, 2005).
  3. Ford Harding quote: Ford Harding, Rain Making, 2nd ed. (Avon, MA: Adams Media, 2008).
  4. Richard Rosett quote: Richard N. Rosett, “Selected Paper No. 59, Business Education in the United States,” Graduate School of Business, The University of Chicago.

Chapter 5 Obstacle #2—But I Don't Want to Sell: Moving Past Willy Loman

  1. The Chuck Alpine story: Inspired by a real entrepreneur Tom McMakin heard speak during his private equity work.
  2. Brian Jacobsen quote: Interview with How Clients Buy research team, 2017.
  3. Audrey Cramer quote: Interview with How Clients Buy research team, 2017.
  4. The Marvin Bower story: Elizabeth Haas Edersheim, McKinsey's Marvin Bower (Hoboken, NJ: Wiley, 2006).
  5. The Hawkers and Walkers story: Friedman, Birth of a Salesman.

Chapter 6 Obstacle #3—Things Aren't What They Once Were: It Is Harder Than Ever to Sell Expert Services

  1. The Bates v. State Bar of Arizona story: Thomas D. Morgan, Gilbert Law Summaries on Legal Ethics, 8th ed. (West Academic, 2005).
  2. Mike Schultz quote: Mike Schultz, John E. Doerr, and Lee W. Frederiksen, Professional Services Marketing, 2nd ed. (Hoboken, NJ: John Wiley, 2013).
  3. Warren Wittreich quote: Warren J. Wittreich, “How to Buy/Sell Professional Services,” Harvard Business Review, March/April 1966.

Chapter 7 Obstacle #4—A Blizzard of Bad Advice: Everything You Know about Sales Is Wrong

  1. Glengarry Glen Ross quote: Glengarry Glen Ross, 1992 American film, adapted by David Mamet from his 1984 Pulitzer Prize- and Tony-winning play of the same name, spoken by the character Blake, played by actor Alec Baldwin.
  2. Fig. 7.01. The association of the sales funnel model was first proposed in Bond Salesmanship by William W. Townsend in 1924.

Chapter 8 The Secret to Selling: Never Say Sell

  1. Walt Shill quote: Interview with How Clients Buy research team, 2017.
  2. The Mac Shields story: Inspired by an actual client dialogue with Doug Fletcher. Names have been changed.
  3. The Marvin Bower story: Edersheim, McKinsey's Marvin Bower.
  4. The Design Thinking story: Tim Brown, “Design Thinking,” Harvard Business Review, June 2008; Herbert Simon, The Sciences of the Artificial (Cambridge, MA: MIT Press, 1969); and Jon Kolko, Design Thinking Comes of Age, Harvard Business Review, September 2015.
  5. The Arthur Chung story: Interview with How Clients Buy research team, 2017.

Chapter 9 Element 1—I Am Aware of You: What Was the Name of Your Firm Again?

  1. The Dominic Barton story: Interview with How Clients Buy research team, 2017, and Dominic Barton, “The Teacher Who Inspired Me: Miss Stubson,” Huffington Post, September 27, 2012, updated November 27, 2012, https://www.huffingtonpost.com/dominic-barton/the-teacher-who-inspired-_2_b_1917118.html
  2. Ed Keller quote: Interview with How Clients Buy research team, 2017.
  3. Stephanie Cole story: Interview with How Clients Buy research team, 2017.

Chapter 10 Element 2—I Understand What You Do: You Do What?

  1. Mike Schultz quote: Schultz, Doerr, and Frederiksen, Professional Services Marketing.
  2. The Cicero story: H. J. Haskell, This Was Cicero (Fawcett Publications, 1964).
  3. Jack Trout quote: Jack Trout and Al Ries, Positioning: The Battle for Your Mind (New York: McGraw-Hill, 1981).
  4. Patrick Pitman quote: Interview with How Clients Buy research team, 2017.
  5. Kris Klein quote: Interview with How Clients Buy research team, 2017.
  6. Jackie Kruger quote: Interview with How Clients Buy research team, 2017.
  7. Ed Keller quote: Interview with How Clients Buy research team, 2017.
  8. Dave Bayless quote: Interview with How Clients Buy research team, 2017.
  9. Greg Engel quote: Interview with How Clients Buy research team, 2017.

Chapter 11 Element 3—I Am Interested: These Are My Goals

  1. Chuck Walker quote: Interview with How Clients Buy research team, 2017.
  2. Jimmy Rose quote: Interview with How Clients Buy research team, 2017.
  3. Jack Bannister quote: Interview with How Clients Buy research team, 2017.

Chapter 12 Element 4—I Respect Your Work: You Have the Right Stuff to Help Me

  1. Billy Newsome quote: Interview with How Clients Buy research team, 2017.
  2. The Francesco Sforza story: Henry S. Lucas, The Renaissance and the Reformation (New York: Harper Bros., 1960).
  3. Paul Bloom quote: Paul Bloom, “Effective Marketing for Professional Services,” Harvard Business Review, September 1984.
  4. Graham Anthony quote: Interview with How Clients Buy research team, 2017.
  5. The Carlie Breen story: Interview with How Clients Buy research team, 2017.
  6. Ford Harding quote: Harding, Rain Making.
  7. Don Scales quote: Interview with How Clients Buy research team, 2017.

Chapter 13 Element 5—I Trust You: You Have My Best Interests at Heart

  1. The Iraq War story: Dr. Leonard Wong, “Understanding Why Soldiers Decide to Fight,” The Balance, September 2016. Reprinted with permission from the U.S. Army Strategic Studies Institute and U.S. Army War College Press, U.S. Army War College, Carlisle, PA.
  2. The Trust story: Devon Johnson and Kent Grayson, “Cognitive and Affective Trust in Service Relationships,” Johnson, Devon and Kent Grayson, Journal of Business Research 58 (2005): 500–07.
  3. Morgen Witzel quote: Morgen Witzel, Management Consultancy (New York: Routledge Publishing, 2015).
  4. Don Scales quote: Interview with How Clients Buy research team, 2017.
  5. Peter Bryant quote: Interview with How Clients Buy research team, 2017.
  6. Harry Wallace quote: Interview with How Clients Buy research team, 2017.
  7. Jeff Denneen quote: Interview with How Clients Buy research team, 2017
  8. Sarah Arnot quote: Interview with How Clients Buy research team, 2017.
  9. Jason Wright quote: Interview with How Clients Buy research team, 2017.
  10. Dave Smith quote: Interview with How Clients Buy research team, 2017.

Chapter 14 Element 6—I Am Able: I've Got Budget and Buy-In

  1. Art Gensler quote: Arthur Gensler with Michael Lindenmeyer, Art's Principles (Wilson Lafferty Publishing, 2015).
  2. Walt Shill quote: Interview with How Clients Buy research team, 2017.
  3. Troy Waugh quote: Troy Waugh, 101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services (Hoboken, NJ: John Wiley, 2014).

Chapter 15 Element 7—I Am Ready: The Timing Is Right

  1. Seth Godin quote: Seth Godin, “Permission Marketing,” Fast Company, March 31, 1998.
  2. Mike Schultz quote: Schultz, Doerr, and Frederiksen, Professional Services Marketing.
  3. Troy Waugh quote: Waugh, 101 Marketing Strategies.
  4. Daryl Connor quote: Daryl Connor, Managing at The Speed of Change (New York: Random House, 1993).

Chapter 16 A Chain Is as Strong as Its Weakest Link: Using the Seven Elements as a Diagnostic Tool

  1. Story about Bread: Heinrich Eduard Jacob, Six Thousand Years of Bread: Its Holy and Unholy History (New York: Lyons & Burford Publishers, 1997).
  2. For Further Reading on MECE (Mutually Exclusive, Completely Exhaustive): Arnaud Chevallier, Strategic Thinking in Complex Problem Solving (New York: Oxford University Press, 2016).

Chapter 17 Getting to Work: Learning to Think and Act Like a Rainmaker

  1. David Maister quote: David Maister, “Young Professionals: Cultivate the Habits of Friendship.” (2005) http://davidmaister.com/articles/young-professionals-cultivate-the-habits-of-friendship/.
  2. Sarah Arnot quote: Interview with How Clients Buy research team, 2017.
  3. Tony Castellanos quote: Interview with How Clients Buy research team, 2017.
  4. The Chuck McDonald story: Interview with How Clients Buy research team, 2017.
  5. Arthur Chung quote: Interview with How Clients Buy research team, 2017.
  6. Ed Keller quote: Interview with How Clients Buy research team, 2017.
  7. Frans Cornelius quote: Interview with How Clients Buy research team, 2017.
  8. Dr. Nate Bennett quote: Interview with How Clients Buy research team, 2017.
  9. Peter Bryant quote: Interview with How Clients Buy research team, 2017.
  10. Dominic Barton quote: Interview with How Clients Buy research team, 2017.
  11. Don Scales quote: Interview with How Clients Buy research team, 2017.
  12. The Cliff Farrah story: Interview with How Clients Buy research team, 2017.
  13. Jane Pierce quote: Interview with How Clients Buy research team, 2017.
  14. For Further Reading on the 1958 McGraw-Hill Ad: “Best Business-to-Business Ad of the 20th Century,” Advertising Age's Business Marketing Magazine, 1999.
  15. Walt Shill quote: Interview with How Clients Buy research team, 2017.
  16. Michael Hinshaw quote: Interview with How Clients Buy research team, 2017.

Chapter 18 All Business Is Local: From the Silk Road to the Information Superhighway

  1. The Grand Bazaar story: Halil Inalcik with Donald Quataert, An Economic and Social History of the Ottoman Empire, 1300–1914 (Cambridge: Cambridge University Press, 1994).
  2. Story on AECOM: AECOM, Form 10-K, Annual Report, 2016.
  3. Story on Nexsen Pruet law firm: Company history and geographic locations, http://www.nexsenpruet.com/

Chapter 19 Our Vision of the Future: A Roadmap for Change

  1. Fig. 19.1. The Hedgehog Concept is from Jim Collins, Good to Great (New York: HarperCollins, 2001).
  2. The Story about the Cold War: Melvyn P. Leffler and Odd Arne Westad, The Cambridge History of the Cold War (Cambridge: Cambridge University Press, 2010).
  3. Mihaly Csikszentmihalyi quote: Mihaly Csikszentmihalyi, Flow: The Psychology of Optimal Experience (New York: Harper Perennial, 2008).
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