In business today, the term “Rainmaker” is often used to refer to someone who is extremely gifted at developing new business for their company. The term is an especially popular description as applied to partners of professional service firms that bring in lucrative new business and attract high end clientele to their practice. The root of the reference can be found in American history. In Native American tradition, the Rainmaker was a special and powerful figure. The Rainmaker was called upon to help nature bring rainfall when it was most needed. The Rainmaker was most valuable to the tribe when fields were dry and rains were scarce. The same is true in business today. When the company fields are dry and scarce, the new Rainmaker performs his magic to deliver the much needed “rainfall” of revenue required to nourish the business.
How does one become a Rainmaker? What are the essential traits and skills required to successfully “make rain?” In this blog I will describe what I would consider to be the most vital traits and skills required to attain the lofty status of “Rainmaker” in YOUR business.
1) Rainmakers are master networkers- For some, this is more of a trait than a skill because they are naturals at the art of networking. For the rest of us it is a skill that can, and MUST, be mastered in order to successfully make rain. The most challenging element of networking is not the act itself but the discipline required to maintain your network. Once you have added someone to your network it is the frequency of contact that requires the most discipline. You need to be committed to adding as much value to your network as you expect to receive from it. This requires the discipline of dedicated time on a weekly, or even daily, basis to reach out to your network in ways that can add value to the people you call. No matter how busy you may be it is this simple discipline that separates successful Rainmakers from the pack.
2) Rainmakers are master communicators- While this may seem somewhat obvious the skill is much more complex than just developing great oratory skills. Successful communication is a bi-directional activity and mastering the skill of listening is just as important, if not more so, than being able to clearly articulate your points. At Carew International we teach a communication model that helps aspiring Rainmakers to actively listen in balance with asking questions and communicating solutions. Regardless of the process, the skill of balanced communication is essential to effective Rainmaking.
3) Rainmakers keep developing new business ALL THE TIME- One of the most challenging dilemmas of building a professional service practice is that when you are busy DOING the work it is easy to put off activity focused on GETTING the work. The same problems of balance are true in any sales position. When you are busy pursuing current opportunities it is easy to ignore the prospecting work (which almost no one enjoys) that keeps the top of the “sales funnel” full. As stated above about networking, it is critical to develop the discipline of continually filling the top of the sales pipeline regardless of how busy you may be with fulfillment. Successful Rainmakers know that if they wait until the need the new business to start selling, it is too late.
Every business can use more rainmakers and there is nothing more rewarding than being the person your company looks to for a consistent stream of new business. As in ancient times, the Rainmaker is one of the most respected members of the “tribe” and usually one of the better compensated as well.
Chuck Terry is the Executive Vice President and CSO of Carew International and is regular contributor to Carew’s blog – Executive Insights
Carew International is a leader in sales training and leadership development; specializing in comprehensive, proven training programs for sales, sales management and customer service excellence. For over 30 years, Carew has earned its reputation of delivering increased productivity and profitability to our valued clients world wide.
