were you thrown to the wolves? did you appreciate it?
by sarah johnson dobek
if you talk to most cpa firms, rainmaker succession is a critical issue. building and developing the next generation of business cultivators is critical to a firm’s success.
we see two common problems that prevent firms from succeeding in this area:
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not transferring knowledge
firms unintentionally bottleneck their progress by hoping that young rainmakers will learn through osmosis. these up-and-comers need to hear from experienced rainmakers on how it all works. encourage rainmakers to spend time with their protégés before and after they go out on calls with clients, prospects and referral sources in order to help them prepare or debrief on meetings.