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Brought to you by Profitable Ideas® Exchange, the PIE-cast is your monthly soundbite for business development insight and strategy. Our episodes feature a variety of executive perspectives focused on the importance of building authentic trust and credibility and earning the right to win new work with clients. A great, succinct listen for interests in business development, marketing, growth, voice of the customer, and business strategy.
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Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine, A Guide to Building a World-Class Business Development Function in Professional Services. In this episode, TJ Dennis sits down with Jacob Parks, the President and Partner of Profitable Ideas Exchange and one of the four authors of The Growth Engine. Jacob talks through building a growth culture in professional services and what's missing post-pandemic, incentivization structures that work (and on...
Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine, A Guide to Building a World-Class Business Development Function in Professional Services. In this episode, TJ Dennis sits down with Andi Baldwin, the CEO of Profitable Ideas Exchange and one of the four authors of The Growth Engine. Andi talks through building a growth culture in professional services and why it should be democratized, gives even MORE sports analogies (we cant help ourselves) and...
Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine. We wanted to take a moment and set the stage for what's to come in the next year of the PIE-Cast, featuring all new guest, hosts, topics, opinions, jokes, perspectives, and insights for you to take to your businesses. We will be releasing bi-weekly episodes so make sure to like, subscribe, and share episodes you enjoy. Available wherever you consume podcasts. If you have feedback about the show...
Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine, A Guide to Building a World-Class Business Development Function in Professional Services. In this episode, TJ Dennis sits down with returning guest Erika Flowers, the Chief Client Officer and Partner at Profitable Ideas Exchange. Erika is one of the four authors of The Growth Engine and she talks through what an Ideal Client Profile (ICP) looks like and why it matters, gives us a few sports analo...
In this month’s episode, TJ sits down with returning guest Tim Pierotti, the Chief Investment Officer of Bozeman-based WealthVest. Tim put out an article at the end of 2023 called Ten Variant Views for 2024 and as we just crossed into the back half of 2024, the conversation picked apart where the WealthVest team nailed their projections and where we anticipate the rest of the year leading. To listen to more from Tim and the WealthVest team, you can listen to their weekly podcast, The Weekly B...
In this week's episode, TJ and Aubrey connect with Paul Grabowski, Chief Marketing & Business Development Officer at Bracewell LLP and Adjunct Professor at the University of Houston Law Center. They discuss Paul's background, ranging from professional sports to Big Law, and how it led to his current role in academia, why attorneys should think more like businesspeople, skills law students and first-year Associates should develop, and more. Aubrey and TJ also celebrate Aubrey's final episo...
In this week's episode, TJ and Aubrey have PIE's President of Strategy, Jacob Parks, back on the show for the first time since 2022. They discuss the new demand for business development trainings within professional services firms, how to know your team might need one, how business development is shifting in 2024 (cough cough, AI), and much more. If you would like to connect with Jacob, you can reach out to him via his LinkedIn. If you have feedback about the show, would like to be a ...
In this week's episode, TJ and Aubrey remember the life and legacy of our friend and colleague, Matt Ulrich. They discuss some of their favorite memories of Matt, and then welcome several PIE Packmates onto the show to share some of theirs as well. Matt Ulrich was a gentle giant who possessed significant business acumen and brought a passion for mentorship to our team and community. He is dearly missed as a great friend and colleague. If you have feedback about the show, would like to be a g...
In this month’s episode, Aubrey and TJ sit down with Partner at Von Wobeser y Sierra, Pablo Jimenez, to discuss how business development differs in the legal industry. We talk about what best practices law firms can incorporate to scale effectively, the role teamwork and trust plays in effective business development, key takeaways from PIE's recent business development workshop with their team, and more. You can follow Pablo via his LinkedIn here. If you have feedback about the show, would l...
In this month’s episode, Aubrey and TJ sit down with Co-Founder and Managing Partner of Zinovo, Jonathan Distad, to discuss the different considerations companies should make when adopting a CRM. We talk about what makes a good CRM, how that may change depending on your industry, takeaways from Dreamforce, how the emergence of generative AI may change the CRM playing field, and much more. You can follow Jonathan via his LinkedIn here. If you have feedback about the show, would like to ...
In this month’s episode, Aubrey and TJ sit down for a solo episode to talk about the two books that are foundational to our business at PIE: How Clients Buy and Never Say Sell. We talk about how business development in professional services is different and share some of our favorite takeaways from the books. If you have feedback about the show, would like to be a guest, or would like to learn more about working with PIE, please contact us at adarden@profitableideas.com or tdenni...
In this month’s episode, Aubrey and TJ sit down with Wealthvest's Chief Investment Officer, Tim Pierotti, to talk about the current economic environment and what many are calling the "most anticipated recession." We talk about what is really going on with the market and economy, whether or not inflation is cooling off, and other macroeconomic issues and trends he is seeing. To listen to more from Tim and the Wealthvest team, you can listen to their weekly podcast, The Weekly Bull and Bear. I...
In this month’s episode, Aubrey and TJ sit down with NetDocuments’ General Counsel and Privacy Officer Matt Hemmert to chat about the topic dominating headlines everywhere: Generative AI. We talk about what the technology is (and what it isn’t), what questions leaders should be asking as they evaluate the use of this technology, as well as some best practices leaders can incorporate right now to ensure they are using the technology safely. If you have feedback about the show, would like to ...
This month, Aubrey and TJ sit down with Arjun Davda, a proud Calgarian and the Senior Director of Business Development for Western Canada at Publicis Sapient. They discuss the impact of taking a relationship-first approach to business development, how authenticity builds trust and longevity in client relationships, how sellers can “think more like a client,” and the power of partnering with a third party on business development efforts. More importantly, they discuss the current state of the ...
This month, TJ and Aubrey sit down with a couple of leaders from PIE's client, ZS. During their conversation with Sarah Jarvis (Principal at ZS) and Bora Erdemli (Associate Principal at ZS), they ask questions such as: What does it mean to be your authentic self? How can leaders cultivate a culture in which employees feel safe to show up as themselves? And much more. If you have feedback about the show, would like to be a guest, or would like to learn more about working with PIE, please con...
This month, TJ and Aubrey sit down with PIE Chief Growth Officer Matt Ulrich to discuss opportunities for the year and how it stacks up to past years, where our clients are focusing, and how companies can leverage economic uncertainty. For more thought leadership, including our CEO's Recession Playbook, you can visit our blog here. If you have feedback about the show, would like to be a guest, or would like to learn more about working with PIE, please contact us at adarden@profitableide...
To kick off the new year, this month, TJ and Aubrey sit down with PIE CEO Tom McMakin to discuss the elephant in the room: economic uncertainty. We discuss what trends we are seeing in the market, Tom's best practices for how companies can navigate (and even harness) economic uncertainty, and much more. To read Tom's Recession Playbook, you can visit our blog here. If you have feedback about the show, would like to be a guest, or would like to learn more about working with PIE, please contac...
In this week's episode, TJ and Aubrey chat about some of the key highlights from PIE's year, including a big announcement we are so excited to share! Then, we re-share our first episode, where we interviewed PIE's CEO Tom McMakin about where PIE has been and where we are going. To learn more about our company and work, you can visit our blog here. If you have feedback about the show, would like to be a guest, or would like to learn more about working with PIE, please contact us at adard...
In this week's episode, TJ and Aubrey sit down with their colleagues, Gianna Vanata (Director) and Richard Wagner (Associate Director) to discuss one of PIE's most recent service offerings: the Metaverse. We discuss what the Metaverse really is, the variety of applications it has, its implications for business, and the question many of us are asking: will VR replace in-person gatherings? To learn more about our work in VR and the Metaverse, you can visit our blog here. If you have feedback a...
In this week's episode, TJ and Aubrey sit down with One Valley Community Foundation's Community Engagement Manager, Tanya Andreasen. We discuss Tanya's work with One Valley, why local funding, resources, and conversation is so important, PIE's recent partnership with One Valley on affordable housing in the Gallatin Valley, and much more. To learn more about One Valley, you can visit their website here. If you have feedback about the show, would like to be a guest, or would like to learn more...
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