End of the rainmaker: every partner needs to win clients

The days of senior partners riding on earlier success don’t really cut it these days, Heather Townsend, founder of The Accountants’ Growth Club, so what does it take to get every fee-earning partner at the firm winning new business

Need more business? Are you finding that your partners and senior fee earners, while great with clients, are more inclined to farming and seeing themselves as technicians first, business developers second? When presented with this challenge, the old way was to go out and hire a few mythical ‘rainmakers’ to save the firm.

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