Phase 1: Actions

Start new rainmakers off with activities that will spark their interest, create successes, and build good, long-term Business Development habits.

Every consulting firm relies heavily on referrals and conversations with friendly buyers to drive new business. Therefore, every consultant and consulting firm’s greatest asset is their network of buyers, future buyers and influencers.

New rainmakers often start with a weak network and very few contacts and without a good sense of which of their contacts are helpful for the purposes of Business Development.

Therefore, one of the very first exercises to complete is identifying the Network Core.

Helpful Resources:
Identify Your Network Core and Network Periphery.pdf
How to Easily Improve the Effectiveness of Your Consulting Firm’s Marketing
Chapters 13-16 of The Irresistible Consultant’s Guide to Winning Clients

One of the first actions that your rainmaker must take is to refine their Fishing Line.

A Fishing Line is a 10-15 word statement that succinctly and precisely describes the rainmakers’ target market and the issue they address (a problem or aspiration). A Fishing Line does not talk about outcomes, solutions or your firm.

There are three audiences for a Fishing Line:

  1. Prospective clients
  2. Influencers who speak to prospective clients
  3. Other rainmakers in the firm–particularly if the rainmaker is part of a large firm with multiple divisions or practice areas

The sole purpose of the Fishing Line is to prompt a conversation with a prospective client who fits the target definition and has the problem.

Fishing Lines are deceptively difficult to develop, and you should expect your rainmaker (and probably others on your team) to take up to 18 months to develop a single, narrow, precisely-focused Fishing Line that is extremely powerful.

Helpful Resources:
Fishing Line Developer Checklist.pdf
Fishing Line Examples.pdf
Chapter 7 of The Irresistible Consultant’s Guide to Winning Clients

To kick off their efforts, your rainmakers should prioritize their Network Core. They can begin by reaching out to their connections and working on building strong, meaningful relationships. By doing so, they’ll be able to strengthen existing bonds and foster new ones, ultimately cultivating a network of solid relationships that will continue to grow and flourish over time.

Having solid relationships will help them get introductions to build their network and also serve as a reminder to their customers that they are available whenever needed.

So, for phase 1, your rainmakers should concentrate on connecting with their Network Core and establishing strong relationships through various means such as Linked-In, Mass Email, SMS, Personal Email, or even WhatsApp (if preferred). This will eventually pave the way for them to initiate phone calls, face-to-face meetups, or video calls.

At this stage, for new, very uncomfortable rainmakers, you should expect at least 3 new outreaches to their Network Core every week.

Helpful Resources:
Outreach Email and Voicemail_Scripts.pdf
Chapter 15 of The Irresistible Consultant’s Guide to Winning Clients

This copy of the BD Manager’s Playbook is licensed to for use exclusively with .
If you are not , or if you would like to use the BD Manager Playbook with another rainmaker, please contact David A. Fields Consulting Group.

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