November 2018

RAINMAKING - ISSUES WITHIN PROFESSIONAL SERVICES FIRMS

MOHIT KAPOOR
Advocate (India) & Solicitor (England & Wales)

A firmís success or failure truly boils down to three things: Finders, Minders and Grinders. For any firm to be successful at all, it needs these three speci?c types of professionals.

 

1.     Finders- Rainmakers who provide the work

2.     Minders- Mid-level supervisory employees who manage the Grinders and are accountable for their output

3.     Grinders- junior level employees who are required to run assignments and matters

 

The Finders, being an integral requirement in todayís hypercompetitive service landscape, pose a special challenge to the otherwise collegiate culture that prevails in professional services firms. More often than not there is a misplaced sense of indispensability experienced by Finders who see themselves as the primary generator of clients, and consider themselves extremely important to the survival and success of the business. This attitude can generate some conflict between the Finders and the Minders.

 

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