The rainmaker does more than a cursory examination of the clients' needs. As intently as they study customers, rainmakers also examine themselves and constantly measure the actual value added by their products and services. Second, based on what they glean from up-close examination, rainmakers adapt each client interaction to be certain they are always providing precisely the right measure of desired goods and services and the right amount of insights and advice to continue to earn the relationship. Not surprisingly, rainmakers demonstrate personal integrity, which means telling the absolute truth and absolutely keeping their word. Rainmakers hold to a concrete rule that the value they provide clients always should be worth far more than the money they ask.
Rainmakers are realists.
Clients seldom pay big prices for mediocre performance. They evaluate the nature of each interaction between themselves and their customers. They commit to providing the highest level of service their customers have ever experienced. Rainmakers target potential new accounts with laser precision. They've learned that it's wiser to target and cultivate relationships only with those firms that are certain to bring measurable value.