Are you the rainmaker in your company? You and you alone?
Have you faced this situation: You break your shoulder slipping on some black ice (Northerners know what that is). You recuperate, returning to the office three weeks later. Every one is smiling because bills are getting paid, and customers are being serviced. Everything is good except there's no new business.

You say to yourself, "My partners (and they are partners only because you magnanimously gave them 5% each) are great technical guys. But they don't bring in new business." Only you do, and you also must deal with the day-to-day frustrations of running the business.

For example, the marketing department (well it's not really a department) puts together a great brochure detailing the company's services. It looks great, four color. But you ask, "Who are we going to send it to? Why would prospects want to read it? What problem are we solving for them? What is the follow up?" Then, all you get are stares. If you're lucky, you hear someone regurgitate an idea out of a trade journal. (You know because you just read the same article in the john).

No, you're not angry. It's your name on the door; the buck stops with you and you understand that. But you're tired. You're 58 and you don't want all these headaches. You deserve better. But you don't want to sell the company or merge with another boutique outfit. That just means more headaches.

The staff meeting is coming up in a few minutes. You want to say it the right way. You don't want to come across angry, nor do you want to denigrate the work of your partners and associates. Perhaps a little pep talk would help. Motivate the other guys to seed a couple clouds, or at least hand out umbrellas.

So you jot down some notes. "When I came back from surgery everyone was smiling. Things were running well. Our customers were happy. But we didn't have any new business. OK, officially we did have three new accounts but the revenues projected aren't going to help us reach our quarterly goal."

You can hear the comments already. They won't even let you start your second paragraph.

"But boss……." that will be the first words out of the mouth of the junior partners. They always have excuses; prospective clients only want to meet with you; only your name has panache in the market and theirs don't. And then you'll hear the appeal you get every month.

"Let's hire a PR consultant. We need to bring on a real marketing pro."

Then they start fighting over budgets. Old wounds are re-opened. Two guys leave to return important calls and the meeting starts disintegrating. Someone says, "We need to discuss this further at the annual retreat in two months."

Honestly, who has the time to deal with this? You know you don't. It's your company. It’s time you make a bold statement No more dilly-dallying.

You turn to your e-mail screen and type:

To: All partners and associates
Subject: Today's staff meeting
Cancelled!
The Rainmaker

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