I have always found it interesting how professionals shy away from the terms selling or sales. Consultants, engineers and lawyers will tell you they don’t sell anything. Any “business development” related activity is just that, business development. They may even call it “marketing” but it is not sales. Engineers do not sell, consultants do not sell, and surely lawyers do not sell.
Then there are those professionals who are very good at “business development” or “marketing” who are revered within their firms as “rainmakers,” which is their fancy name for accomplished sales person. Every firm has a desire and need for a rainmaker to attract new clients and expand relationships with existing clients.
On the Salesopedia web site there is a whole category titled “Professional Services” which features excellent articles written by the likes of Mike Schultz and John Doer of Rain Today, Jeff Thull, C. J. Hayden, Alan Weiss and more.
One of Salesopedia’s contributing authors, Joan Paul, specializes in helping lawyers, specifically female lawyers become better at sales. She recently had an article in the Canadian Bar Association magazine called “Making it rain.” Joan and co-author, Allison Wolf put forward some interesting arguments, suggesting a woman has some distinct advantages in selling, oops, rainmaking. Their conversational skills and EQ (emotional intelligence) allows them to excel in this area. Joan has posted this article on her blog, definitely worth a read if you are working in a professional services capacity, male or female.
Joan has also developed a new program “Business Development for Women Lawyers: Innovative Strategies”. Check it out on her website or email her directly.
Clayton Shold
Salesopedia
