How to Win Client Business When You Don't Know Where to Start

CHAPTER 23Finding Your Rainmaker M.O. : Building a Rainmaker System That Works for You

Everyone should carefully observe which way his heart draws him, and then choose that way with all his strength.

—Hasidic saying

Timothy is a senior partner at a large accounting firm in Washington, D.C. He and his wife are empty nesters – their three kids are all out of college and pursuing careers. Timothy wakes up each morning about 7:00 a.m., fixes a cup of coffee, and plans out his day. He's usually in the office by 9 after a short walk from his Alexandria townhome.

Timothy has a small stack of index cards with the names of each of his closest business relationships – his Tier 1. He has a second, larger stack for his secondary relationships – his Tier 2. He carries these cards with him everywhere. He may even sleep with them. (I hope he has the information backed up somewhere.)

Each morning Timothy pulls three cards off the top of his first stack. He makes a point of reaching out to each of these people during the day. He may invite one to lunch, call another, and write a thank you note to the third. But somewhere in the day – maybe in the minutes between client meetings – he always finds time to contact each person.

At the end the day, Timothy makes a note or two on each of today's cards and moves them to the bottom of the stack. The next day, he begins with three new cards from the top. By the end of the month, he's connected with each of his closest contacts in some meaningful way. ...