Summary: At most advisory firms, the founders are the primary rainmakers. They seem to have this innate, magical ability to bring in new business, and their entire firms have grown up around them to support them in that role. I believe it takes more than monetary rewards to build an organization focused on successful business development. The answer lies in implementing these six key strategies.
 Remember a firm that successfully creates a culture of business development won’t have to rely on a few rainmakers to support the entire firm. Each member of the firm, from the receptionist to the partners, can contribute their unique skills and insights to constantly improve existing client relationships and cultivate new ones."Kelli Cruz, founder, Cruz Consulting Group. |
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