The title of this post is excerpted directly from Ford Harding's 2008 book, Rainmaking, 2nd Edition.
Let me continue excerpting:
"The sole practitioner who cannot sell will lose his independence and have to go back to work for someone else. At most large firms, to make partner, you must be able to bring in business. The underlying economics of the firm make it so.
Even if it is not stated, the professional within a firm who does not market and sell has a far higher probability of seeing his career plateau than one who brings in new business. When times are tough, a firm will hang onto those who bring in business longer than those who provide technical support. ...
The professional career path is strewn with the bodies of those who meant to get around to marketing someday. ...
... professional firms do a poor job of training their employees to market and sell. If you do not take responsibility for your own development, no one will." (pp. xiii - xv) [emphasis mine]
One of your goals for 2010 should be to become a student of business development in order to become a rainmaker. Start with Ford's book.
Barbara, I agree. We understand the importance of professional services sales skills.
As sales manager for Porte Brown LLC, CPAs, I work with 34 of our 60 staff members on their sales and marketing plans.
Everyone is at a different level, but as the individual grows, so does the firm.
Posted by: Chris Zdunich | February 06, 2010 at 02:10 PM