The Doer-Seller Bell Curve

Most professional services firms depend on doer-sellers—but few take the time to examine how sales responsibility is actually distributed across the organization.In this episode, John Tyreman and Mark Wainwright introduce The Doer-Seller Bell Curve, a simple framework for firm leadership to understand the breakdown of people “doing the work” and “winning the work.”They discuss why many firms are skewed toward doers, why mid-career professionals often represent the greatest opportunity (and risk), and why relying too heavily on long-tenured sellers can undermine long-term growth and succession.You’ll hear insights on:Why excellent delivery rarely guarantees future workThe cultural and structural forces that shape selling behaviorCommon pitfalls of the doer-seller modelHow firms can intentionally shift the curve over timeThis episode is for firm leaders who want to build a healthier, more sustainable approach to business development—without forcing everyone to “be in sales.”Past episodes referenced:Mastering BizDev In Your Career: From Junior Practitioner to Managing PartnerShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7