10 Habits of Highly Effective Rainmakers

Source: Accounting Office Management & Administration Report

Ned Lips, director of thought leadership for UHY Advisors, offers 10 tips for becoming a rainmaker:

1. Be a business. The first step toward becoming a rainmaker is to think of yourself as a business — that is, a generator of profits.
2. Find your passion. You'll find it in the “tasks, concepts, and processes you love.”
3. Become a true expert. Dedicate yourself to becoming world class. Being better at what you do than your client's CEO isn't enough; you must provide results that are so exceptional that he or she will hire you again and again.
4. Focus. To become a true expert, you must narrow the scope of the expertise and services you provide. Focusing on your area of expertise allows you to command higher rates and maximize returns on your investment of time.
5. Target market. Identify those who buy you and what you do. Target those who meet your ideal criteria, focusing on those within a target who control the projects you want to work on.
6. Market. Prove that you're an expert by writing articles, speaking, obtaining appropriate degrees and certifications, joining the right associations and getting involved in association leadership.
7. Do not “sell.” Instead, get prospects to identify issues you can help them with. Ask the right questions, express genuine interest, and listen closely. Clients don't care how wonderful you are. They only care about whether you can make them look like a hero.
8. Be strategic. Build strong relationships with those who can help you. Make them look good and they will become dedicated advocates and help you uncover new opportunities.
9. Execute. Provide exceptional service and, when errors occur, communicate them immediately and ensure a rapid recovery from your mistakes.
10. Exploit your successes. Leverage your advocates to get new business at their firms and as a reference for getting work at other firms.

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From Accounting Office Management & Administration Report, Institute of Management and Administration, Inc., Newark, NJ, [email protected], September 2010, p. 4, “Ten Keys to Becoming a Rainmaker.”