I’ve been working on a project recently that involves speaking with several of the world’s leading rainmakers.
These are top professionals who consistently generate significant business, often making it seem effortless to others.
However, when you really listen and ask the right questions, a common thread emerges: they each develop business in their own unique way, and they all emphasize the importance of authenticity.
What does this mean for the rest of us mere mortals?
For these top performers, “authenticity” isn’t just a buzzword—it’s a reality. They’re not following someone else’s script, nor are they subscribing to a one-size-fits-all approach. Instead, they lean into their personal strengths, values, and methods.
So, how do you discover your authentic self in business development? Here are three key insights from my conversations.
1. Lean Into What Feels Natural
The rainmakers I spoke with didn’t force themselves to follow a rigid system or imitate someone else’s style. They were curious about what worked best for business development, but they stuck to what felt natural. Whether it’s one-on-one meetings, taking clients to Broadway shows, or involving their families in events, they each found common ground with their prospects and clients.
2. Know Your Strengths (and Play to Them)
Not everyone enjoys writing a weekly LinkedIn post, but everyone has strengths. Authentic rainmakers aren’t trying to excel in every area of marketing. Instead, they stick to approaches that resonate with them and make the most of their time. Some excel at presentations, others prefer writing or hosting small networking groups or one-on-one lunches.
3. Don’t Chase Every Opportunity
The best rainmakers don’t say yes to everything. They’re selective, only pursuing opportunities that align with their expertise and values. Authenticity sometimes means saying no, even when an opportunity seems lucrative. Yet, when they decline, they often refer trusted colleagues within their firms or networks.
Authenticity is Magnetic
The rainmakers I’ve spoken with demonstrate that authenticity attracts opportunities. When you’re genuine, people trust you and want to work with you.
“Be yourself; everyone else is already taken.” — Oscar Wilde
