Partners, loaded question but how did you acquire the skill of selling and how do you further develop it? Especially greenfield opps with no connections or relationships. I know Skill comes from practice. However, what would you recommend be done to acquire this skillset and be good at it

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1) Start selling now (softly). What are you doing on your project? What are the client's tangential needs? Start suggesting these to your project leaders and get buy in to bring it to the client.

2) ask to join account and project planning sessions

3) ask to join an Rfp and orals

4) Rinse and Repeat.

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Engage in dialogue and listen very carefully. Not for the words that you want to hear but for the words that the other person is saying. Look for the problem they’re trying to solve (it might not be something that you can personally solve but you can bring the right people).

Hunt with others. While you’re talking, it’s hard to watch the room (we don’t multitask as well as we think we do). Having someone else there helps a ton for support and to see what else is going on.

Be relevant. If you’re going to see the CFO, talk to their directs and their directs. Gather facts about what they care about. Talk to your peers about their peers to find out what’s happening more broadly in the industry.

Be patient. Relationships take time to develop because trust takes time to develop. Don’t expect that it’s one and done: it almost never is. Keep the dialogue going over time and keep it focused on them, what they want, need, and care about. Not about what you want, need, and care about.

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I’ve never successfully sold anything by trying to sell something. Be available when problems come up, stay in contact (even 15 minutes here and there matter) with key clients and people you enjoy working with, and always know what the f you’re talking about. Worked for me so far …

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In a nutshell hang around the clients and support them

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Getting mentoring from a successful sales people , sakes is not black and white and about understanding people

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I have a 4 step process

1. Come pre qualified - in other words have someone refer you. This means you should get to know people who have clients, Lawyers, planners, bankers, etc… become friends with them.

2. Ask them where old CPA fail(s) what are their gripes?

3. Give them an example of what it would be like to be your client. Answer to those complaints on how you do them differently.

4. Make the referring person look good in the referral. (Do a good job). More referred business to come.

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Think of things that can help your prospect and tell them about it.

Related Posts

Best branding agencies in LA?

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It’s been a tough week. Thinking back, I cried once on most of my past few cases. This week, it’s been every day. How do you not let it affect you? Get good reviews but maybe I’m not cut out for this.

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Hi Fishes,

Anyone moved from JPMorgan bangalore to mumbai as a northIndian? Actually i am from delhi and moved to bangalore and it doesn't feel good here. I'm thinking of moving to Mumbai? please suggest me what should i do, should i move to mumbai or should give some time to bangalore ?

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How to know whether agency’s expecting too much or you need to step it up? Ex: Told to provide four unique, presentation ready logo designs in 4 hrs.

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I’ve been in non-profit finance for over 6 years, now looking to go into compliance. I’ll appreciate any advice I can get.

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Girlfriend is supposed to meet my parents this week for thanksgiving. But today she’s been going through such bad depression, she mentioned “not wanting to be here” over the phone multiple times. She’s been struggling lately. Is it okay for me to say that I don’t want her to meet them unless she’s feeling better. I told her It’s too heavy when she says stuff like that to me and I want to help. Idk what to say to her.

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Hi everyone,

I appeared in L2 round of Capgemini recently.
Just after the intro first question they asked me " Do you have any offer and amount?" This question was asked in technical round.
I'm sure that guy wasn't a Manager.

I don't think he know how to take an interview.

Even after creating 2 asked program and answering 80% of their questions correctly.
Got rejected.
Didn't expect this kind of L2 round from Capgemini.

I anticipate receiving an offer at a company my spouse is employed at. My spouse is not an attorney and does not work in the same line of business as me. I was not asked to disclose any familial relationships during the application process. Do I need to disclose?

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I have a 6yo whose school is closed because it’s in the “containment area” and a 2yo whose daycare is closed because of the virus, too. After initially telling me to “take care of my family” (cont)

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What is the best waxing or threading place for eyebrows in Northern Virginia?

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I have an offer from Accenture with fixed CTC of 7.25 lpa and variable 0-21%, Current CTC in TCS is 3.85lpa after 2.1 years of experience.Should I join Accenture?What about Job Security and Ethics in Accenture as compared to TCS?

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I need 11 likes to open DM. Please help by liking this comment.

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Hey fishes...

Please suggest

Have 6.5 YOE in Java, springboot, Microservices, MySQL

IRIS: 29 LPA fixed
SD Global: 35 LPA (including 10% variable pay)

Thanks in advance...

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Hi Fishes,
Would you recommend University of Western Sydney for an MBA? Prior experience in consulting but want to pivot to General Management or in-house Consulting practice.

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I’m 35, and going on a first date. Thinking about bringing her flowers. Yea on No? And what would be the perception?

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Looking for some summer/spring wedge sandals. I prefer the heel to be on the higher side (4-5 inches). Any recommendations?

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Any idea how to get into UI/UX mentoring? I’m looking for a side hustle that won’t be too time consuming, so probably 1h feedback sessions for juniors

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Additional Posts in Partner One

Has anyone bought a franchise? Which one and what has been your experience?

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I feel my SM takes credit for my work and never mentions some of the work that I am doing to the leadership, I also feel he is not very comfortable when I directly interact with the partner continued.

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Do Partners ever take responsibility if an engagement goes sideways? I hear the SM is usially thrown under the bus.

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Hey Partners!

How do you stay up to date on current trends/ offerings? How do you find the time to read?

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Did any of you take the MD to P path, any feedback from your experiences

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For any current partners, was there a time in your career where you felt "no way I have what it takes (e.g., sales skills) to be a partner"? What changed for you over time?

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What’s your sales target for this year?

Please shed some light on how year end compensation is evaluated and how bonus is determined? I really don’t know where I stand and where I should put more of my effort from getting underpaid

Do any partners ever leave the firm by choice? Say, to pursue their own startup or CEO of an established company? Or to pursue their own personal interests in another area like art, politics, etc.?

Anyone here who started their consulting careers later in life? Always seeing posts about how young people make it to P... wondering about the other stories. I started as a C at 29 (yes, unfortunately, I fall into the bucket of exp hire hired at a lower level...), made M at 33. Doing well but also feeling like I’m already too old to aim to be a P. Hoping for some perspectives.

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When you tell someone “you will be a partner someday” / “you’re on track to be a partner” or some other derivative, do you mean it? How can we tell it’s sincere? And why would you say that?

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Looking for inputs and insights into developing Executive Presence as an immigrant female. Any books, tutorials, live classes etc. that has helped anyone and willing to share? Also looking to hear what in your experience has been the reason that impedes the exec presence someone could potentially bring in a senior leadership setting. How does that differ for a M vs. F candidate?

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Big 4 Partners, why does your team consistently burn more than 45 hours a week. What are your approaches to provide a work life balance. Who is creating this culture?

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Partners, please looking for some advice. I work for a boutique firm and worked really hard the past year with a lot more responsibilities and an under staffed team (hiring freeze because of covid). My bonus number was good, but not great (I didn’t get my max bonus). The reason from my boss was that while my performance was well recognized, because of covid there was a broad bonus haircut. However, my direct reports did not get any bonus. It has really tainted my view on the firm because...cont.

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Do you think of your technology employees as staff augmentation consultants or not really true consultants as much as contractors?

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It's more like 25% of your highest paying year but there are many variables. But there are more wealth accumulation vehicles besides the pension. Plus health care.

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Deloitte PMDs, whats the process/steps for SM to MD promotion? Especially in non-client facing roles.

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Can someone explain what early retirement means? How does that work if you are a partner?

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Why do Partners move from one Big4 to another?

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Can anyone recommend a career coach?

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