Vote the Rainmaking Ticket
As the 2008 presidential election draws to a close, I am haunted by one nagging question: “Will we ever have a rainmaker-style president?” And I’ll try to address this question without announcing my vote or getting into the politics of this highly political issue.
What bothers me most about this campaign is that both candidates, actually all four candidates counting Biden and Palin, make the mistake of talking too much about themselves, too much about their opponent, and way too little about their “clients” and “prospects.”
True rainmakers call attention to themselves by their character and actions, not by their words. When asked a question, they respond by answering it directly and honestly, not by changing the subject. They listen more than they talk. They focus on the needs of actual people, rather than creating cartoon-like composites. When asked, they will discuss their competitors — but it will be done with respect and with a focus on meaningful differences.
Rainmakers would much rather lose a sale (or a vote) than mislead or obfuscate. They spend time to deeply understand and appreciate the needs of their target market, and they accept a fiduciary-like responsibility to do the right thing for their clients. Saying what people want to hear rather than what they need to hear is anathema to rainmakers. Educating clients is far more valuable than placating them. The idea of promising one thing to win the client with no intention or possibility of delivering on that promise constitutes a one-way ticket to failure and disappointment. Rainmakers accept responsibility and accountability for their words and actions. They don’t hide behind clichés, they don’t trade insults and barbs, and they don’t pander.
Rainmakers are the true leaders of the business world and it’s my hope that one day they’ll also serve as the leaders of our federal, state, and local governments.
Phil Fragasso
