Most professional services firms value sales ability very high – if you are good at bringing in new business, you’ll rise through the ranks faster, make more money and grow your professional track record faster than you ever thought possible.
And there’s a good reason for that, too: most people find it very hard to combine being a great, professional advisor with being a great, professional seller.
It’s almost like “never the twain shall meet”.
I’ve been on both sides of the table – fortunate enough to buy and sell professional services for close to two decades, and be involved in what probably amounts to several hundred million worth of deals. And over that time, I’ve seen how the very best professional services sellers are different – in six distinctive ways.