Developing the Next Generation of Rainmakers

As partners retire, firms are left wondering who will create the next generation of growth. Rainmaking can no longer be something a few naturally gifted partners know how to do. Firms need to intentionally develop the communication, relationship-building, commercial and business development skills their future leaders will need. Most importantly, they need to start much earlier in an accountant’s career.This session will help firm administrators and leaders see how firms can build a more systematic approach to developing those skills, from stronger client conversations and value creation to personal brand, networking, opportunity identification, cross-selling and relationship development. We’ll also look at the experiences, coaching, systems and leadership support needed so business development becomes a capability developed over time rather than an expectation that suddenly appears at manager or partner level.  Finally, we’ll examine how AI is changing the development model, giving firms new ways to coach conversations, identify missed opportunities and strengthen the human skills that become even more important as technical work is increasingly automated.

Learning Objectives:

• Identify key skills for developing future rainmakers
• Explain why BD development should start earlier
• Describe how coaching and client exposure build capability
• Recognize the systems and support needed for growth
• Explain how AI can strengthen BD development

Bring a growth challenge from your firm and leave with a plan to start building your next generation of rainmakers this quarter!

Presenter and Moderator Bios

Presenter: Katie Tolin, CPA Growth Guides