Never Say Sell
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Never Say Sell by Tom McMakin and Jacob Parks is a business strategy book focused on helping consultants and professional services firms grow revenue by deepening existing client relationships rather than chasing new ones. It draws on interviews with leaders from top firms to present a practical framework for expanding engagements organically. The book is well-researched, actionable, and fills a genuine gap in business development literature for service professionals.
Key Features & Specs
| Format | Hardcover, paperback, and Kindle editions available, approximately 272 pages |
|---|---|
| Authors | Tom McMakin and Jacob Parks, both experienced advisors in professional services growth |
| Publisher | Wiley, a respected business and academic publisher |
| Core Focus | Strategies for expanding existing client accounts through trust-building, listening, and delivering ongoing value |
| Research Basis | Insights drawn from interviews with senior leaders at leading consulting, law, and accounting firms |
| Practical Tools | Includes frameworks, diagnostic questions, and real-world examples applicable to client relationship management |
| Tone and Style | Conversational yet substantive, balancing storytelling with structured business advice |
Best for: This book is ideal for consultants, partners, account managers, and professional services leaders who want to grow their business by cultivating deeper, longer-lasting relationships with their existing clients rather than relying solely on traditional sales tactics.