Bringing in new business for a firm requires a good prospect profile, quality content, constructive meetings, timely responses, good listening, multiple interactions, fit between services and needs…. And that supposes everything works without problems. What about addressing common mistakes that complicate rainmaking?

As for that question, rainmakers of professional services often fall into two traps. One trap is All-or-nothing thinking. Another is the Build-it-and-they-will-come attitude. Here's what they are and how to avoid them.

The All-or-Nothing Thinking Trap

I met with an actuary who attended an association meeting a month ago. He had planned to follow up with thirty people he had met there and admitted that he hadn't done so. I asked why not and he responded, "I haven't got time to follow up with thirty people."

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