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The Professional Service Firm BD Dilemma Business Development in the professional service firm: Oxymoron or cultural imperative? For most senior partners and senior executives, rain-making and business development are natural activities. Most will say, "I don't know how I do it, it just happens." Many also say, " I wish the rest of the team in my office would do more business development; it's not that hard, If I can do it, they can do it. Why can't they be more like me?" As the senior contingent ages, the dilemma becomes more serious. "How can I ever retire if I'm the only one doing the rain-making?" Fortunately, there is a solution; one that requires changing the firm's culture so that everyone in the firm has some specific responsibility associated with the business development process. The solution further involves re-balancing billable-hour expectations so that an adequate amount of time is available for team members to engage in critical business development activities. It often includes training team members in the art and science of business development and relationship management; skills rarely learned in college and university courses. Good rain-making process requires a comfort level that, for most practitioners, can only be gained through repetitive practice, just like any skill related activity. I've often been told by professional service providers that once they knew what to say and how to say it in a comfortable way, they looked forward to the opportunity to present their firm in social and business settings. Further, the message that they delivered was consistent with other team members, even though they were responsible for disparate practice areas in the firm. Often, small, specific and very tactical changes in senior partner expectations, team behaviors and consistent enforcement processes drive an energized business and client development culture. Positioning the firm for action often requires the intervention of an outside consultant passionate about client development process.
Greetings from Life's Classroom!
Francisco Gónima - June, 2008 A friend and I recently got back from a canoe camping trip on the First test- canoe sinks and rolls over, team (two guys and a dog) dispersed in mild panic, 50% of gear scattered in river of which about half is recovered in short order- one hour to regroup, recover gear, evaluate and proceed. Second test- with all remaining gear strapped down and team riding lower in canoe- canoe sinks but stays level, team remains together floating calmly (minus temporarily misplaced dog), 100% of gear retained-10 minutes to regroup, bail out gear, and proceed plus another five to catch up to super dog. Third test- with previous learning/practices integrated, better navigational strategy discussed in advance of assault, and more aggressive rowing technique and team paddling cues- boat takes on heavy water but it makes it all the way through, no gear lost, no dog lost. Bottom line-we had a great time and laughed a lot, mostly at ourselves. At the end of day one we found a beautiful and sunny campsite that allowed us to dry out our gear. Additionally, our deliberate decision to treat our sinking experience as an adventure to grow from allowed us to remain open to possibility and be present in our surroundings- a decision which resulted in the recovery (three hours after losing it!) of our cooler with our marinated elk steak dinner! It had gotten hung up in an eddy behind a boulder and we spotted it from about 50 feet away as we passed it.
Our island campsite was beautiful and serene, the elk steaks rocked, Shiner the dog was happy and we slept like kings under a beautiful desert starscape.
Given a choice between a certain path where there are no elements of chance or possibilities for the unexpected - therefore no opportunity for learning to occur - and one where life may get complicated but opportunities for growth, excitement, and learning and laughter abound, I'll take laughter every time. |
