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Summary:In the majority of advisory firms, the founder is the primary rainmaker. He or she seems to have this innate ability or magical powers to create rain out of hay. For far too long they have been the primary source of new business and the entire firm has grown up around them in support of their rainmaker role
 Many firm owners that I talk with share stories of frustration when it comes to getting their advisory staff to take on the vital role of developing new business. They think the answers lies in the compensation structure; however, I believe it takes more than a clever compensation plan to build a successful business development culture. The answer lies in implementing these key strategies.”Kelli Cruz, Founder, Cruz Consulting Group. |
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