While it�s always been a top-of-mind issue with my clients, based on recent workshops I�ve conducted, it�s clear that understanding evolving business development (BD) models and cultures has taken on even greater importance. During the last few tumultuous years, most firms have asked, if not required, that staff become actively involved in the firm�s BD efforts. CEOs need to better understand current BD models and which ones may be most appropriate for their firm.
Let’s take a look at two of the more common ones, the Rainmaker and Seller-Doer (or Doer-Seller) models, as well as what’s best described as a firm-wide BD culture, in which all staff are expected to contribute to BD efforts. In many firms, elements of more than one model may be combined, particularly the Rainmaker coupled with the Seller-Doer.