“Self,” you say to the warm, approachable person contemplating you from the mirror, “I’d like to win <fill in amount> of consulting next year.”
Or you say, “Self, I’d like other people in my firm to win <fill in amount> of consulting next year.”
Then you promise to achieve your target weight and proclaim your goal to help break the current world record for the number of people simultaneously dunking cookies. (Currently 3,236 people set by a Girl Scout troop in Chicago.)*
Winning <fill in amount> of engagements is a good aspiration for your consulting firm. It’s also totally feasible. You know this because there are other consultants who have sold your target amount and more.
(One of my clients sells upwards of $20m/year in consulting projects herself, so whatever aspirational number you mentally jotted down, I can assure you someone has hit it.)
What’s in the way of achieving your goal?
Obviously, winning consulting projects is cartloads easier when your consulting firm’s Impact is solid. In other words, when you’re talking to the Right People about the Right Problem and offering the Right Solution at the Right Time. (a.k.a. The “Four Rights of Impact.”)
Yep, every consultant can sell combustion advisory services to a CEO whose warehouse is next to the fireworks factory.
Yet, a quick glance at virtually any consulting firm with more than 10 consultants quickly reveals that precious few consultants consistently land new clients. Since all the consultants in one firm have the same offerings at their disposal, the difference between rainmakers and project takers isn’t Impact.
It must be something else.
Namely, the difference is what’s going on between the ears of those consultants. Mindsets. Thinking. Character traits.
Mental attributes propel divergent behavior and markedly different results.
Fortunately, you can adopt the attributes you need to be a world class rainmaker.
You may have to “fake it ‘til you make it” for a couple of years while you learn new thought patterns and behavioral habits.
You may require regular doses of training and coaching to reinforce the attributes you need.
That’s all good. You can do it!
All that’s left is to identify the optimal attributes.
Below are the 10 attributes you need in order to succeed as a rainmaker for your consulting firm.
(Actually, below are nine attributes—I left the last one blank for you to fill in.)
10 Attributes You Need to Succeed as a Consulting Rainmaker
Sincere concern about clients’ problems and aspirations.
Enthusiasm and excitement about your offering.
Willingness to continue business development activities even in the face of rejection.
The ability to slough off No’s.
Spotting opportunities is half the battle.
Setting aside your doubts and fears then jumping into the fray.
Belief in your firm’s value.
Communicating convincingly and compellingly.
Dedication to achieving the goal.
What other attribute is essential to be successful as a consulting rainmaker?
Text and images are © 2020 David A. Fields, all rights reserved.