When you are known as someone who can create new business – being a rainmaker – you will be highly valued and sought after. Photo: Training Industry.
May Busch says simply putting in the hours is not enough if you are not making the kind of contribution that gets you noticed by your senior leaders.
As a high achiever, you’re working constantly and making great contributions, but have you ever asked yourself whether you are making the right kind of contributions – those that show senior leaders you are ready for promotion?
I used to think being busy, showing how hard I was working and producing results would make me a natural candidate for upper management. I was wrong.
The truth I learned the hard way is you have to master the art of creating new business to be seen as promotion-ready by key decision-makers. This is true no matter where you work, even in the non-profit, higher education and government sectors.
You might need to frame the definition of ‘‘new business’’ differently, because it’s not always about revenue.
Whatever the organisation, you can bet senior leaders will notice and value you more if they know you can bring home the proverbial bacon.
So, here are three questions to help you work out how to create new business.
What’s truly valued by the top decision-makers and how do they measure the bottom line?
For most organisations, this will be making money. For others, it could be delivering on the promise to clients, building brand and reputation, or providing the most innovative product or service.
So you have to figure out what is most valued in your organisation.
What are your strengths and how can you use them to contribute to the bottom line?
Your strengths are the ‘assets’ you have at your disposal. Think about how you can leverage them to benefit you, your group, your firm and your clients. How can you apply your strengths to generate new business? Who could you help or serve (whether existing customers/clients or new ones) and how can you do this more effectively?
Bringing in new clients and relationships allows you to serve more people and expand your influence while also contributing to the bottom line.
Think about new markets, whether geographic or demographic, and new ways to serve your clients (which in government could simply be the public), such as digitally, or through affiliates and partners.
In the end, it’s all about finding your unique competitive advantage.
If you can find the sweet spot between your organisation’s bottom line, your strengths, the major trends and your clients’ needs, you will find a way to create new business.
When you are known as someone who can create new business — being a ‘rainmaker’, as I like to call it — you will be highly valued and sought-after.
Master the art of creating new business and you can pretty much write your own ticket.
So, take a moment to answer those three questions and see how you can be a ‘rainmaker’ for your organisation. Trust me, it will be time well spent.
May Busch’s mission is to help leaders and their organisations achieve their full potential. She works with smart entrepreneurs and top managements to build their
businesses. She can be contacted at [email protected]. This article first appeared on May’s blogsite.
