Wednesday, September 22, 2010

Making Rain - At Least Some

Every professional recognizes that doing a very good job for clients is critical to success. The corner office, however, goes to the partner who brings in the largest fees - the rain makers. It is not every professional's objective to, nor can everyone, get that most cushy of offices, but all can bring in more business. Starting and growing a business is especially valuable to the junior partners and senior associates who are crossing the threshold to partnership, from worker-bee to profit center.

There are those for whom the process comes easy. The Albert Pujols of the business world. For every Albert or A-Rod, there are 20+ pretty darn good ball players who are doing everything they can to get to and stay in the League. Getting to the Show and staying there is a monumental task that requires the marginal ballplayer to become a deep expert in something the Major League team needs.

Nick Stavinoha recognized a few years back that his only hope of getting to the Show was as a utily player. So, he learned to catch so he could be that elusive third string catcher. When he came off the field as a starter for his minor league teams, he went to the end of the bench and asked the manager to call him right before he was about to hit, just as though he was being called upon to pinch hit. He trained to be the best he could possibly be in the areas he where could legitimately contribute at the Major League level. He made it and for the last two years has led the St. Louis Cardinals in pinch hits, has won a game with a pinch homer and even served as an emergency catcher in an extra inning game. Nick is not a natural rain-maker, but he became a true expert in those things every Major League team needs and he made it to the Show.

It is not enough to find your passion. It is not enough to know where you want to go. The skills required to get there are not learned in university. The Albert Pujols can't teach them - to them it is "see the ball hit it hard." I have worked for several years with partners and aspiring partners to help them build and drive their businesses. In the last several, as Director of Thought Leadership and Business Development for the national UHY Advisors FLVS practice, I have developed and refined a system that has helped veteran professionals triple or quadruple their books of business in two to three years, and up-and-comers and even the deeply reluctant to bring in their first opportunities and then build on that.

The process is called 10 Steps to Becoming a Rain Maker. The basics are published in my article in Consulting Magazine and throughout this blog.
http://consultingmag.com/article/ART649090?C=Wx5IyQNG31ojtxlK

Everyone in the organization has the ability to drive some business to the firm, and many who one would never suspect, when given a system to follow, perform beyond expectations.

The key is to find that about which they are deeply passionate, drive them to become an expert in that area, and teach them how to find targets and translate a simple message, and then start solving problems.