PIE-Cast

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 closely with The Growth Engine. Growth is built through trust, intentionality, and the moments that strengthen relationships long after the transaction. If you are thinking about how to create momentum that lasts, this conversation is worth a (re)listen.

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 lessons from his career, why many firms struggle to scale their services, and how client relationship skills can be taught. Through real-world stories, he unpacks what it means to move from expert to trusted advisor, why trust takes time to earn, and how a single misstep can undo years of relationship-building.

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 hiring the right people is the most critical—and costly—decision leaders make, what traits can and can’t be trained, and how she thinks about developing, measuring, and holding sales teams accountable. She also walks through her approach to hiring, coaching, evaluating performance, and making tough calls when roles aren’t the right fit, offering a clear perspective on what strong sales leadership looks like in practice.

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 consistency.

Together, they explore how simple, repeatable habits drive business development success, including applying “streaking” to pipeline growth, building trust through consistent relationship-building, carrying your own weather through rejection, and strengthening client outcomes through a thoughtful sales-to-delivery handoff.

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 takes to be an exceptional client partner, including building trust across a matrixed organization, leading from different positions, developing talent through intentional rituals, and navigating leadership as a woman in large professional services firms.

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 customers, showing up with the right mindset, and “creating your own serendipity” have shaped his career. He offers practical insights on investing in relationships beyond active projects, developing the next generation of client leaders, and designing incentives that encourage true collaboration - along with candid stories that bring these lessons to life.

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, titles, or transactions—forms the real foundation of commercial success. He breaks down the power of saying no, the discipline behind great account planning, and how to show up as a coordinated, trusted partner rather than noise in a client’s inbox. Together, they explore how to stay relentlessly informed, build trust that endures through career changes, and create “easy‑button” experiences clients love. A sharp dose of practical wisdom for anyone focused on building durable, client‑centric growth.

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 expansion and crisis - revealing why relevance, top talent, and genuine ownership are the foundations of great firms. Together, they explore how to stay relentlessly client‑focused, avoid inward‑looking leadership, and master the art of “selling without selling.” A distilled dose of timeless guidance for leaders building durable, client‑centric organizations.

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, highlighting the qualities that set top performers apart and the importance of building trust—both internally and externally. She discusses the evolution of sales teams, the value of genuine curiosity, and lessons learned from scaling growth operations. Lori also reflects on how collaboration, adaptability, and clear leadership mandates shape success in complex organizations.

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 consulting, including why most firms struggle with business development, how to build a scalable growth system, and the five dimensions that separate good from great.