Professional firms find business development especially challenging primarily because of the explosion in the number and variety of such firms in recent years. The number of attorneys in the United States, for example, more than tripled as a percentage of the population since 1970. Growth in other professional services firms has been equally impressive, and that creates tremendous competition, yet few professionals know how to market their work successfully. Business development consultants Tom McMakin and Doug Fletcher offer the basics of rainmaking and explain how professionals can become more effective in marketing and business development.
About the Authors
Tom McMakin is the CEO of Profitable Ideas Exchange, a consultancy focused on helping professional-services firms with business development. Doug Fletcher teaches at Montana State University’s Jake Jabs College of Business & Entrepreneurship and serves on the board of The Beacon Group, a growth-strategy consulting firm.
Comment on this summary
3 years agoReally nice read covering the basics of "selling" in a consulting environment. Weirdly, I've never heard the term "rainmakers" before, but it's obviously standard in the industry.