Rainmaking Fallacy: Only-Room-for-One
In earlier postings I have described a number of thinking fallacies that keep professionals from succeeding at rainmaking. These have included:
All-or-Nothing Thinking
False Clairvoyance
Build it and They Will Come
Bit of Brilliance
Another is the Only-Room-for-One Fallacy. I first came across it as a young consultant, when I had only recently discovered that writing articles was a good way to promote the firm and build my personal brand, as well. I soon was producing articles at a prodigious rate, seeking to develop a reprint inventory that included an article for every industry we worked with (insurance, electronics, etc.) and every functional area (labor, environmental permitting, etc.).
I was surprised when one of my colleagues complained to my boss that he had wanted to write the article on Subject X. My immediate reaction was less than sympathetic. “Why doesn’t he?” I asked. Many articles had been written on the subject in the past and many would be in the future. I had not reduced his opportunity by a fraction.
I let him pick a subject, which I then stayed away from to give him room. Two years later, he had still to type out so much as a sentence. No doubt several competitors published on the subject during that time. I continued my writing, trying to be as sensitive to my colleagues desire to see their names in print by co-authoring many of them.
Since then I have found that Only-Room-For-One Thinking is common, usually as an excuse for inaction.
· I wanted to build the relationship with that client.
· I wanted to go to that event.
· I wanted to give a speech on that subject.
Well, why the hell don’t you?
In business development the opportunities to do worthwhile things are limitless. Don’t fall into this trap. Congratulate your colleague on a job well done and then go out and do something yourself.
And if someone uses the I-wanted-to line with you, simply say that it’s a great idea; you agree that they should. And if you can, help them do it.