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 on their most important forward-looking projects.
A leader in Miller Heiman’s professional services firm practice, Frank works with time- challenged clients interested in more effective opportunity creation, pipeline management and key account strategy. Principals and Senior Managers using Miller Heiman sales systems with his support have enhanced their own time management/utilization, improved cross-selling, and increased year-over-year production and Return on Sales (one turnaround went - 3% to + 8%).
As experts in business development, Frank and his teams aim to sustainably increase the value of individual contributors, lead partners and subject matter experts – Miller Heiman clients win six-, seven- and eight-figure projects in conjunction with Frank’s targeted coaching.
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.
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 curriculum and assessment trends in professional services; during the past year he also co-wrote and co-produced advanced programs for two leading global consultancies.