May 5, 2018

Rainmaking for Professional Services part 1

  Many professionals believe they must operate out of their comfort zone in order to become rainmakers. The truth is, the more loyal you are to […]
May 4, 2018

Building a Rainmaking Process part 2

  Is “Rainmaking” an art form that some people have and others do not? We all can be rainmakers if we can identify those activities that […]
May 4, 2018

Rainmaking, Taking stock of Existing Relationships part 3

  Why should we take stock of our existing relationships? Because, their world is a complex network of relationships and responsibilities. And if you want to […]
May 3, 2018

Rainmaking, Driving a Conversation Deeper part 4

  I never did well in history classes that focused on names, dates, and events. However, if the discussion laid the foundation with economic, political, or […]
May 3, 2018

Rainmaking, Building Ambassadors part 5

  We all need ambassadors that promote the value of our services. Our goal should be to develop fifteen ambassadors. They may come from existing contacts, […]
May 2, 2018

Building Rainmaking Habits part 6

  Most of us have held positions where the calendar year turns over and we find ourselves continuing the same routines from previous years. It is […]
May 2, 2018

Your Rainmaking Process part 7

  We all struggle with balancing our time between running a business, serving clients, and our personal lives. However, a consistent investment in business development is […]
May 1, 2018

Value Proposition, for Professional Services part 1

  I am often reminded of the conversation between Alice and the Cheshire cat where he told her if you do not know where you want […]
April 30, 2018

Value Proposition, Become Indispensable part 2

  Organizations will pay a premium for your services if you deliver a specific value that can be immediately translated into better control, more profit, or […]