It was once widely espoused that professional service salespeople, or rainmakers, were born rather than made. Maybe it was so.
But the successful business developer of the early 21st century isn’t the same breed - possibly not even the same species - as some of the hot-shot rainmakers and in-firm powerbrokers of the 80s and 90s.
Over the quarter-century of our observations, professionals unresponsive and out of pace with their clients have been largely sidelined.
Those too comfortable in “cosy” institutionalised client relationships have often fallen by the wayside.
But, most of all, those alpha-male, hard-charger, big-noting, loud and egocentric “rainmakers” have been overtaken by a new class: relationship builders, team-builders, empathetic listeners, benefits sharers, business realists, sources of informed wisdom and integrity - David Maister’s “trusted advisers”.
What happened? A coincidence of happenstance, economic shifts, social change.
So, if you missed out on the classic “rainmaker personality”, you may be in luck.
Some of the best and most effective business development styles today are low key, consensus-based, tell-it-like-it-is, no-nonsense, sincere - possibly just like you.
Over the next weeks, eTips will outline traits and identify characteristics which, from our experience as consultants and coaches, we find can be groomed, and put into action to create a new-era business development star.
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