Lawyer Monthly Magazine - February 2019 Edition

60 Professional Excellence www. lawyer-monthly .com FEB 2019 from the Strategic Alliance reveal 39% of the challengers are rainmakers and top performers and clients often love discussions with such a personality. The Challenger Difference So, why exactly are the ‘challengers’ more successful than the relationship builders who were the rainmakers of yesteryears? Professional services firms tend to have a mix of people; ‘challengers’ are fast replacing the ‘relationship builders’ as modern-day rainmakers by accumulating networks at a faster and stickier rate. Creating a ‘challenger style’ of selling requires the ability to spark action, unique insights, a Challengers Challengers are likely to have a different point of view relying heavily on expertise, knowledge, relationships and insights. They can get along with most people but can quickly distance themselves if they see lack of cohesion. Challengers care about their personal brands and style of selling; they selectively collaborate with the internal network where they see value. Generally, they have a deep understanding of clients, businesses, trends, insights, and love to debate and push the clients outside their comfort zones. They care more about being respected than liked. Studies themselves doing well on their metrics in select few clients that they resonate with. Therefore, they are not meant to operate in growth environments and places where collaborative selling is required to win. Grazing Cows Whilst they may not be equipped with the best sales skills, they scan for opportunities from the internal network and mostly tag team with the relationship builder and lend technical credibility or providing leverage to the accumulators. They have good delivery skills to supplement add on sales and opportunities. Accumulators Accumulators do not have the same ability to open doors as relationship builders, but through good delivery, exceptional problem solving, and hard work can build credibility with clients to foster add on sales. They are value players who sell through developing credibility: a longer route but a very dependable one. They rarely use insight selling techniques and need others to pull them early into the sales process. Challenger Build Constructive Tension Reduce Client Tension Relationship Builder - Offers unique perspective - Two-way communication skills - Knows client value drivers - Can ID economic drivers - Comfortable discussing money - Can pressure the client > Teaches > Tailors > Asserts Control > Gets along with others > Likeable > Generous with Time Source: The Corporate Executive Board Company - Forms good relationships - Builds client advocates - Builds cross-functional relationships - Can work with anyone - Is genuine - Accessible to the client - Gives time to help others - Respects the client’s time Lone Wolves Challengers Accumulators Relationship Builders Ability to Network Grazing Cows L L H H Insight Selling