Comments on: Is Selling Practicing Your Profession? http://www.hardingco.com/blog/2007/11/05/is-selling-practicing-your-profession/ Ford Harding's Blog on Rainmaking and Business Development Mon, 8 Sep 2008 08:22:20 +0000 http://wordpress.org/?v=2.0.6 by: Ford Harding http://www.hardingco.com/blog/2007/11/05/is-selling-practicing-your-profession/#comment-522 Thu, 08 Nov 2007 20:53:48 +0000 http://www.hardingco.com/blog/2007/11/05/is-selling-practicing-your-profession/#comment-522 Steve Shu, a thoughtful consultant and blogger, has added his insight into whether selling is practicing one's profession. To see them, to to: http://www.typepad.com/t/trackback/306320/23120168 Since I wrote this posting, an engineer has told me that he doesn't consider selling to be practicing his profession, because he doesn't need a license to do it. This is the most solid claim that selling is not practicing a profession that I have heard. Because management consultants in the US do not have to be licensed, they naturally see the picture more broadly. What do you think Steve? Ford Steve Shu, a thoughtful consultant and blogger, has added his insight into whether selling is practicing one’s profession. To see them, to to:

http://www.typepad.com/t/trackback/306320/23120168

Since I wrote this posting, an engineer has told me that he doesn’t consider selling to be practicing his profession, because he doesn’t need a license to do it. This is the most solid claim that selling is not practicing a profession that I have heard. Because management consultants in the US do not have to be licensed, they naturally see the picture more broadly.

What do you think Steve?

Ford

]]> by: Ford Harding http://www.hardingco.com/blog/2007/11/05/is-selling-practicing-your-profession/#comment-511 Thu, 08 Nov 2007 13:12:02 +0000 http://www.hardingco.com/blog/2007/11/05/is-selling-practicing-your-profession/#comment-511 Scott For a long time professional firms have felt the need to disguise selling as something else to gain acceptance of their professionals. Your idea is practical and needs to be used. At the same time, I hope we all keep chipping away at the antisales bias. Ford Scott

For a long time professional firms have felt the need to disguise selling as something else to gain acceptance of their professionals. Your idea is practical and needs to be used.

At the same time, I hope we all keep chipping away at the antisales bias.

Ford

]]> by: Scott Boutwell http://www.hardingco.com/blog/2007/11/05/is-selling-practicing-your-profession/#comment-481 Tue, 06 Nov 2007 20:38:26 +0000 http://www.hardingco.com/blog/2007/11/05/is-selling-practicing-your-profession/#comment-481 As one who was in the engineering & construction industry for a number of years, I can tell you that excelling as a 'rainmaker' did not necessarily equate with equal amounts of respect from my peers. The best "sales" person in a services profession is one that understands his/her clients needs; can represent the firm in developing a solution and delivering (and supporting) it; and provides the requisite time and expertise to clients and prospects alike (that will not necessarily be billable). This approach might involve adjustment of objectives to include MBOs (strategic goals for the firm or business unit); not just billing and service quality goals. But an integrated approach might allow many architects and engineers to branch out; maybe not see themselves as "sales" people, but play an important role in sales (and thereby growth and direction of their firm). As one who was in the engineering & construction industry for a number of years, I can tell you that excelling as a ‘rainmaker’ did not necessarily equate with equal amounts of respect from my peers.

The best “sales” person in a services profession is one that understands his/her clients needs; can represent the firm in developing a solution and delivering (and supporting) it; and provides the requisite time and expertise to clients and prospects alike (that will not necessarily be billable).

This approach might involve adjustment of objectives to include MBOs (strategic goals for the firm or business unit); not just billing and service quality goals. But an integrated approach might allow many architects and engineers to branch out; maybe not see themselves as “sales” people, but play an important role in sales (and thereby growth and direction of their firm).

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