The Rainmakers – learning how to sell professional services

For many decades professional service providers (lawyers, accountants, financial advisors, banking, management consultants, engineers, architects, medical specialists, etc.) relied on their local networks for new client referrals. They usually developed a reputation amongst a select group of their friends, colleagues and local industry groups making them an attractive option that would bring business to their door.

While personal recommendations and referrals are still highly sought after, the days of only relying on referrals, especially local referrals, have passed. Markets have expanded, and professional service providers can often work from anywhere with clients further afield than their local neighbourhood. While industry and professional networking groups … read more by subscribing.