Managing Director - Business Development
Frank offers 20 years’ experience in business development including leadership roles (sales vice president, divisional president, partner) determining strategy, structure and process. Today he and his teams work closely with firm principals and corporate sales leaders on important forward-looking projects.
As a leader in Miller Heiman’s professional services firm practice, Frank assists time-challenged clients interested in more effective opportunity creation, pipeline management and key account strategy. He is well versed in leading Partners, Principals and Senior Managers/Consultants/Associates, in a seller/doer model in enhancing their business development efforts.
As experts in business development, Frank and his teams aim to sustainably increase the value of individual contributors, lead partners and subject matter experts. Working with the Big 4, Am Law 100 and other top tier professional firms he has helped clients win six-, seven- and eight-figure projects and matters.
A 12-year alumnus of Miller Heiman’s methodologies, Frank is certified to facilitate Large Account Management Process® (LAMP), Strategic Selling®, and Conceptual Selling®. He has utilized these methodologies as a practitioner, delivered them as an instructor, and advised clients on their cultural adoption as a lead consultant. He is also certified in SPIN® Selling Conversations and Professional Sales Coaching™.
An engaging speaker and the author of three books on future performance, Frank earned a B.A. from Northwestern University and a J.D. from Loyola University of Chicago. He studies and speaks on strategic trends in professional services; during the past year he also co-wrote and co-produced advanced programs for two leading global consultancies.
Creating Valuable Business Outcomes in the Following Areas:
- Professional Services Firm Experience: Audit, Tax, Advisory, Strategy, HR, Engineering & Law
- Strategy: Ideal Customer Profile, Key Account Planning
- Structure: Team Roles for Principals, Managers and Associates
- People: Predictive Assessments, Behavioral Interviewing Support, Skill-Building
- Process: Lead Generation, Funnel ScoreCard, RFP/Proposal, Win Loss Analysis, Networking
Frank’s clients include five of Fortune’s 100 Most Admired Companies