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Rain Making: Delegate OR Do-It-Yourself
By Hugh Duffy
Within your firm, who is the “rain maker?” Should this responsibility be delegated to a salesperson? In a smaller firm, should the owner of the firm be the “rain maker?”
Clearly, “rain making” is not a class in undergrad. And junior staffers at big firms are not trained to prospect for new clients. Heaven forbid. This would make too much sense. Yet, many small companies in other industries convert employees into evangelists and teach them how to preach their wares.
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