When firms uplift operational maturity and reduce rainmaker-dependence for revenue, performance measures surge, says James Fielding.
Camojee recently led a survey of 202 professional services firms, including 135 law firms, and a clear pattern emerged: the firms that are growing fastest aren’t powered by lone rainmakers but by systematic business development cultures. When growth becomes a firmwide capability rather than an individual pursuit, performance surges and dependency on ‘hero’ partners dissipates.
Professional services firms love rainmakers. They’re celebrated for their charm, their networks, their ability to pull rabbits – and six-figure clients – out of hats. But an inconvenient truth has emerged: the hero model that built professional services firms is quietly strangling tomorrow’s growth.
