No Extra Points for Originality in Rain Making
In a previous posting, I observed that if there is an easy way to do any of the many tasks that business development requires, use it. There are no extra points for doing it the hard way. There are also no extra points for originality.
Doing something that is tried and true is usually faster, cheaper, and less risky than doing something original.
Faster. Cheaper. Safer.
You get these benefits whether you adapt a tactic from a mentor, colleague, or competitor. It’s faster, because you have to spend less time figuring out how to make a tactic work—the learning curve is shorter.
In an earlier posting, I described how to get a good seat at a conference or association dinner. If using one of these techniques saves you from having to figure out how to get a good seat by yourself, you will see results from attending such events sooner.
If reading how rainmaker Dennis Donovan targeted speakers at such events gets you in front of a speaker who is also a prospective client sooner, the amount you spend on events before you see results will likely be less.
Competition among professional firms grows more intense every year. In this environment, learning from competitors is not just legitimate; it’s essential. In this environment, taking a technique that works for one of the firm’s professionals and using it in your market with your clients may give you just the edge you need to win. Watch what your colleagues and competitors do. Watch other people who sell to the same people you do.
Many of the postings in this blog are designed to help you adapt tactics that have worked for others to help you win business. Suggestion: Read the following postings and see if you can adapt one of the lessons learned to developing business for your practice:
- Three Ways to Get a Good Seat
- Rainmaker Story #6: Jane’s Lunch, or A Lesson in Dominoes Networking
- Rainmaker Story #3: The Stalker
- Rainmaker Story #8: Joan’s Brain Trust, an Example of Fast-Track Networking
- How a Rainmaker Writes a Letter of Introduction Part 1, Part 2 and Part 3)
- Asking for Referrals
- Generating Leads: And How are Things with You?
- Networking Up and Networking Up, Part 2: How Rainmakers Move Up in the Client Organization
- Making Time for Business Development and Making Time for Business Development #2 – Two-for-One Marketing
