J. Larry White, SalesGame Founder, has worked exclusively with professional service firms in business development for more than thirty years.

His engagements have included assignments with law firms, accounting firms, consulting organizations and banks in the U.S., Canada, Europe, Asia and Africa. He founded Services Rating Organization (SRO) that served more than a thousand professional service firms in seventy-five cities and was acquired by an international publishing company, Wolters-Kluwer. In addition to consulting, Larry is an entrepreneur involved with real estate and other businesses, and is the author of SalesGame: A Guide to Selling Professional Services.
After receiving his undergraduate degree in communications from the University of Michigan, he went on to earn three graduate degrees in business and communications from Northwestern University, the University of Detroit and the University of Michigan.

Before beginning his career serving professional service firms, Larry taught at Notre Dame University and the University of Detroit where he was the Chairman of the Department of Communication Studies.

Larry's portrait has been provided by the courtesy of Donna Malcom with White Pine Portrature, www.whitepineportraiture.com.

I wanted to thank you not only for your very enlightening and thoughtful presentation, but also for all the time and effort that you put into learning about what makes the firm tick. I know that in my own case, the best teaching that you did was in the example you set for all of us as to what can happen when you show up with a plan and a program. Well done, and thanks!


Your sessions together with us are already considered as legendary. When I am discussing business development with my colleagues and partners, we generally refer to what you taught us. I was in a meeting with a potential client yesterday, and I used the ground rule and I tried intensively to find the heart of the matter. Hopefully we will have a new client shortly. Time will tell.


SalesGame knows that selling services is different than selling products. Tom, Diane, and Larry don't come with a one-size fits all model. They used their methodology as the foundation, and then worked with our team to customize a program that met our unique needs. They desired to be a partner in all aspects of the business and became invested in the success of the company as a whole.


SalesGame understands professional services selling, and we needed this expertise and a high-value-added approach because selling to our market is difficult. I know if I apply the principles they espouse, I will be better. If you were to plot our sales revenue before and after they helped us, you would find the results to be definitive.


Our professionals now follow one consistent process for selling. Personally, I now have a logical, thorough approach to get to a prospect's heart of the matter. Tom, Diane, and Larry are unique professionals. They have helped us and shown sincere interest in our success. They apply their own ACE process when dealing with clients.


I believe this will provide a great resource for all our staff who are involved in practice development and will help our professionals WIN!


I'm always impressed by his practical advice that professionals can use to get results for their business development efforts.


Practical, real-world advice that Works. If your livelihood depends on generating new business, buy this book.




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A Midwest financial services firm recognized a need to build the business development skills and results of his next generation leaders…
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