How to win new clients ...
... and become a Rainmaker
Are you an ambitious senior professional
- a subject matter expert with an eye on the next step?
- maybe you want to be a partner or director?
- or to set-up and/or grow your own business?
Do you feel stuck in a rut -
- working hard - day by day, year on year -
but not achieving the progress you desire?
Along with enjoying what you do, (most of the time), you may also
be feeling exhausted, overwhelmed and frustrated.
So what’s the way forward?
You may have identified some options, such as:
Work even harder?
Go it alone?
Go back to a ‘proper job’?
There are many ways forward.
What do the next 10, 20, 30 years look like?
More of the same – at the same career level – with the same rewards and challenges? But will it be the same? All sectors and roles are changing – as technology, innovation and younger people erode senior professional positions. Does that make you feel just a little vulnerable?
Or stepping up a level – taking on new challenges, making progress? Feeling confident and secure – as you grow personally and your achievements accelerate?
What have you achieved so far?
As an ambitious senior professional or business owner (such as a coach or consultant) I expect that you are excellent in many areas:
- technically excellent in your specialist area. You may be modest about this, but now is a good time to reflect and celebrate your achievement so far. After all, you’ve passed a string of exams, you complete CPD, and you read around your subject in order to stay current.
- Impressive with clients, who appreciate your knowledge, diagnostic approach and your advice. And also your friendly, helpful and generous personality no doubt.
But is this enough to get you to the next level?
The harsh reality is that these achievements are unlikely to be sufficient to get you to the next career level – to partner, director or successful business owner
If they were then you’d be right to ask:
‘Why haven’t I reached Partner level yet’?
“Why isn’t my business more successful?”
Which is perhaps why you’re reading this, yes?
Here’s the crunch...
And this is hard for some people to comprehend…
The approach that got you to senior professional level may now be preventing you from reaching the next level.
You may be unwittingly suffering from “the curse of knowledge”.
Are you ready to change gear?
The key to progression is not just to develop your capabilities in the areas where you are already very good.
In order to go higher you’ll need to change gear, change focus and develop your capability in an additional area.
And the additional area is … well it’s actually in the title of this page … to…
... become better at winning new clients.
The ability to bring in revenue for the firm, or your own business, is a very valuable skill and capability.
In some professional circles the phrase Rainmaker is used to describe someone who has the ability to win new clients.
Especially if they are able to do so without appearing to have to work particularly hard at it.
What is a Rainmaker?
According to Wikipedia,
“In business, a rainmaker is a person who brings in new business and wins new accounts almost by magic, since it is often not readily apparent how this new business activity is caused. It means generating substantial new business or additional cash flow from sources sometimes outside established business channels, sometimes by connecting with people in non-traditional or hidden markets, and sometimes by prompting current clients to spend more money."
"A rainmaker is usually a key figure in the business or organization, not merely a salesperson, but a principal or executive who is usually highly regarded within the enterprise."
"According to one view, the role of the rainmaker is to find a dormant business problem and then create a vision of what life could be like if that problem were solved.”
I rather like this last comment - the ability to create opportunities, not just meet a need that exists.
If you’ve watches ‘Suits’ on Netflix, the leading character, Harvey Specter, is a classic Rainmaker. You may know people who already have this ability, people who others refer to as a Rainmaker.
Would you like to have the ability to win new clients, alongside your fee earning role, and be referred to by others in the same way?
How would you feel if you were a Rainmaker?
The status of being an industry authority in your area of expertise
The satisfaction of excellent relationships with clients, at a high level
And the confidence of being able to attract, find and win new clients