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" ... For example, a lot of executives know their top sales people. These are the rainmakers. Executives will shower praise on them and give them perks like new cars if they hit their numbers. But how many executives know the names of their top technical talent? Not enough. ... "
" ... For example, the biggest rainmakers will agree that you make the most money when you buy right, not necessarily for how much or when you sell. What are the top rainmakers doing during the pandemic with fewer deals to talk about? It's simple — they are setting the table for the next cycle. They are doing the things necessary to be top of mind when their most important relationships come to the table to transact again. ... "
" ... Learning how to develop a business cannot be taught in the same way one would cram for a test. No one can drink from the water hose, so teaching a variety of classes, workshops and lectures is a good approach. Shake it up and offer various types of programming in order to keep it interesting. And by spacing the programming, you give lawyers a chance to learn in pieces, applying what they learn to the real world, and then coming back together where the lessons are reinforced. Combining a mix of exercises (to increase the actual learning that takes place) with examples from the firm's rainmakers and other real-world input can engage professionals and ensure that the program content is relevant. ... "
" ... Michalowicz: Here’s one ridiculous thing I did years back: I decided to hire "salespeople who really wanted it!" So I ran interviews at 3:00 in the morning. My logic, if you can call it that, was that if a candidate had the drive, they would be there, regardless of the hour of the day. But apparently the only people up at 3:00 in the morning are drunks and one guy getting off the late-night shift at UPS, because that’s all who showed up. I learned that "rainmakers" were getting a good night’s rest, so they could make it rain during normal hours. ... "