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What Today's Rainmakers Do Differently
Dixon, Matthew; McKenna, Ted; Channer, Rory; Freeman, KarenArticle HBS-R2306D-EMarketingAs "doer-sellers," professional services partners are responsible for not just delivering services but also the entire business-development process. As "rainmakers," they must build awareness of their expertise in the market to generate demand, identify and close new client business, deliver the work to the client, and then renew and expand the relationship over time. But there is a growing problem with this long-standing practice: Clients are mu...Starting at €8.20