Whenever I speak
to firm leadership, they express concern for the future. Can the next generation of business developers sustain the growth of the firm? After all, the landscape continues to evolve at an increasingly accelerated rate.
Consider this: Ten years ago Tesla was a long forgotten inventor, fracking wasn't even a common word (let alone a global industry), there were a billion fewer inhabitants on the planet—and no, there wasn't an app for that. Even the profile of a rainmaker was radically different from what it is today. Today’s rainmaker must not only have a solid professional network, she must also be a tech-savvy social networker. She must be a proactive pursuer of opportunities with a strong tolerance for rejection and she must have an innovative approach to adding value so that she avoids being commoditized.
Sound exhausting? It certainly can be, but pining for yesteryear won’t help. We must all learn and adapt quickly to stay ahead of the ever-steepening curve.
So, ask yourself, are you actively evolving in any of these areas?
- Developing new skills that deepen niche expertise rather than general competence
- Advancing capabilities for pursuing and capturing new work
- Adopting new technologies that improve the efficacy of your services
- Initiating communication protocols that help you better understand your clients’ key needs
- Adapting internal communication styles so that generational differences are celebrated rather than tolerated
One thing is certain: the business practices that were relevant ten years ago will not advance your position today. Challenge yourself to evolve with your surroundings so that you avoid the unfortunate alternative: extinction.
