PIE-Cast
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.
Episodes
41 episodes
RE-RELEASE: Relationship Building as Business Development & Delivering the Lagniappe with PIE President, Jacob Parks
Re‑release from 2022, and still right on time. In this episode, PIE President Jacob Parks reflects on relationship building as the real work of business development and what it means to deliver the lagniappe authentically. A theme that aligns c...
Season 2: The Growth Engine, with Dwight Hutchins
Walt Shill and Andi Baldwin sit down with Dwight Hutchins to explore what really drives growth in professional services—both in how firms develop scalable services and how leaders build long-term client relationships.Dwight shares lesson...
Season 2: The Growth Engine with Angel Morgan
Erika Flowers and Andi Baldwin sit down with Angel Morgan to unpack what it really takes to build a high‑performing sales function in professional services.Angel shares hard‑earned lessons from leading sales teams, including why h...
Season 2: The Growth Engine with Jeff Downs
Andi Baldwin and Jacob Parks sit down with Jeff Downs, co-author of Streaking and longtime business development leader, to discuss his career in professional services—from early sales lessons to building sustainable growth through cons...
Season 2: The Growth Engine with Shobha Meera
Andi Baldwin and Erika Flowers sit down with Shobha Meera of Capgemini to discuss her career in professional services, from starting out in product sales to leading complex, global client relationships.Together, they explore what it take...
Season 2: The Growth Engine, with Mike Martin
In this episode, we sit down with Mike Martin to explore what it really takes to build meaningful, long‑term client relationships. From his early career as a mechanical engineer to decades in consulting, Mike shares how staying close to custome...
Season 2: The Growth Engine with Arjun Davda
Andi Baldwin sits down with Arjun Davda, a seasoned growth leader in professional services, for a candid, insight‑rich conversation on what truly sustains long‑term client relationships. Arjun shares why genuine human connection—not logos, titl...
Season 2: The Growth Engine with Bill Green
Erika Flowers and Walt Shill sit down with Bill Green, former CEO and Chairman of Accenture, for a sharp, insight‑packed conversation on what truly drives growth in professional services. Bill shares lessons from leading Accenture through major...
Season 2: The Growth Engine, with Lori Langholz
Andi Baldwin and Erika Flowers sit down with Lori Langholz, Partner and Chief Business Development Officer at BDO, to explore what drives growth in professional services. Lori shares her journey from teaching to leading business development, hi...
Season 2: The Growth Engine, with Walt Shill
Tom McMakin sits down with Walt Shill, former global strategy lead at Accenture and co-author of The Growth Engine, to unpack what really drives growth in professional services firms.Walt shares hard-earned lessons from decades in consul...
Season 2: The Growth Engine, with Jacob Parks
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 Profess...
Season 2: The Growth Engine, with Andi Baldwin
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 Profess...
Announcing Season 2: The Growth Engine w/ Special Guests
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 t...
Season 2: The Growth Engine, with Erika Flowers
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 Profess...
Episode #27 - Tim Pierotti and the 2024 "Halftime Report"
In this month’s episode, TJ sits down with returning guest Tim Pierotti, the Chief Investment Officer of Bozeman-based WealthVest. Tim p...
Episode #26 - Danielle Tenconi on the Principles of Leadership
In this month's episode, TJ sits down with Danielle Tenconi, the Chief Marketing Officer at McChrystal Group. They discuss Danielle's background and how it all centers around taking a chance on yourself, learning how to lead internally and exte...
PIE-Cast Episode 25 - Sarah Cincotta on the Unifying Power of Rebranding (and Disney!)
In this month's episode, TJ connects with Sarah Cincotta, Director of Global Marketing at Aperian. They discuss the complicated but important nature of going through a rebrand, why using a partner in the process helped Aperian focus on the inte...
Episode #24: Learning the Business of Law with Paul Grabowski, Chief Marketing & Business Development Officer at Bracewell LLP
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 p...
Episode #23: Cultivating Serendipity in Coffee Shops with Dave Bayless
In this week's episode, TJ and Aubrey connect with Dave Bayless, Co-Founder of Human Scale Business and long-time partner of PIE. They discuss the importance of "cultivating serendipity" in both personal and professional spaces, why balancing i...
Episode #22: Is It Time You Invest in a Business Development Workshop? With PIE President of Strategy, Jacob Parks
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 ...
Episode #21: In Memoriam: Remembering Our Friend & Colleague, Matt Ulrich
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 w...
Episode #20: Business Development Best Practices for Law Firms with Pablo Jimenez from Von Wobeser y Sierra
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 effecti...
Episode #19: Why Having a Good CRM is Table Stakes with Jonathan Distad, Co-Founder of Zinovo
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 t...
Episode #18: How Business Development in Professional Services is Different
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 profess...