Partner at Exec | Comm
Author, Selling Your Expertise:
The Mindset, Strategies, and
Tactics of Successful Rainmakers
Robert Chen is a Partner at Exec|Comm and leads the firm’s business development efforts. He helps Fortune 100 business leaders and their teams tap their potential, deepen client relationships, and win in the most competitive marketplaces. In addition to his corporate client work, Robert teaches Advanced Persuasion and Storytelling and Managerial Communication at the Wharton School for their MBA and Executive MBA programs. He was recognized in 2021 with the Top 50 Outstanding Asian Americans in Business Award. Robert writes for Fast Company, Business Insider, and Training Magazine.
June 23, 2022
Selling Your Expertise
Written to help professionals immediately generate more revenue, Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers offers lawyers, accountants, consultants, investment bankers, and other knowledge-based professionals a clear roadmap to build a book of business and cultivate long-term client relationships.
Organized into three parts, the book begins by exploring the mindset necessary to set yourself up for rainmaking success:
Part I walks you through the perceptions and interpretations you’ll need to adopt to overcome common business development challenges.
Part II moves on to specific guidance around the most effective strategies to use based on where your clients are in the sales process.
Part III discusses the core tactics you’ll use to execute your strategies. You’ll discover how to build a stellar reputation to help you land business, grow a personal and professional network that offers value to you and your clients, read a room in real-time, and more.
Each chapter contains a “Practical Tips” section to highlight immediately applicable pieces of advice and closes with reflection questions, metrics, or practice tips to help you apply what you learned.