Selling Your Expertise

Robert Chen ’02

This guide to helping professionals increase their revenue—subtitled The Mindset, Strategies, and Tactics of Successful Rainmakers—is aimed at lawyers, accountants, consultants, investment bankers, and others in the knowledge economy. Chen, a partner at an executive training and coaching firm, offers advice on building a clientele and a reputation, cultivating long-term relationships, overcoming common business development challenges, growing a personal and professional network, and more. “Rainmakers are made, not born, and they only get to their level of success by first crossing the chasm from delivering their work to delivering and selling their work,” Chen writes in his introduction. But, as he goes on to note, that shift “can often be intimidating, not to mention frustrating.”

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