PIE-Cast

Hosted by Profitable Ideas® Exchange

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Latest episode

Jun 2026

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EN-US

About the show

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.

Listen to episodes

44 recent

June 16, 202623 min

The Growth Engine with Anita Mikus

Andi Baldwin and Erika Flowers sit down with Anita Mikus to explore how an early-career lesson on work ethic and accountability shaped her approach to leadership and growth.Drawing on more than two decades in professional services, Anita shares why outcomes—not activity—drive success, how trust is built through delivery, and why strong client relationships start with understanding the full problem.The conversation also touches on leading high-performing teams, navigating the complexities of the public sector, and what it takes to build a culture grounded in accountability and action.

June 2, 202620 min

Celebrating 25 years: The Story of PIE with Tom McMakin

RE-RELEASE from 2021: The Story of PIE with Tom McMakin. We’re celebrating 25 years of PIE. In this episode, Tom shares how PIE was built to bridge the gap between experts and the people they’re best suited to help, how the firm evolved from an early‑stage startup into a global, peer‑driven network, and why traditional approaches to selling expertise fall short in today’s market.

May 19, 202618 min

Why Great Advisors Ask Better Questions with Mark Cheshire

Andi Baldwin and Jacob Parks sit down with Mark Cheshire to explore what truly defines a great rainmaker—and why business development skills can be developed, not just inherited.Drawing on decades of experience as a CEO and client of professional services firms, Mark shares what he looked for when deciding which advisors earned his trust. Through real-world stories, he unpacks the skills that matter most, the role preparation and empathy play in client relationships, and why asking better questions can set advisors apart.The conversation also touches on how COVID disrupted skill development, what younger professionals can do differently today, and the habits Mark consistently saw in the most effective advisors.

May 5, 202624 min

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 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.

April 21, 202617 min

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 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.

April 7, 202638 min

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 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.

March 24, 202622 min

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 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.

March 10, 202633 min

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 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.

February 17, 202618 min

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 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.

January 27, 202621 min

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, 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.