Complete TOC for Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmake

by Robert Chen is a practical guide—part mindset coach, part strategy handbook, part tactical reference—for professionals (lawyers, consultants, accountants, investment bankers, etc.) aiming to deepen client relationships and grow their book of business .

Book Structure & Core Themes

  1. Mindset (Part I)

Focuses on adopting attitudes like being eagerly dedicated, authentically open, consistently client-focused, realistically optimistic, and confidently humble .

Sets you up to overcome typical business-development barriers.

  1. Strategies (Part II)

Helps you navigate ideal approaches at different prospect stages:

“Mining for Gold” – uncovering real, unmet client needs.

“Opportunity Knocks” – engaging when a need has already emerged.

“Success Upon Success” – expanding work with existing clients .

  1. Tactics (Part III)

Focuses on how to execute your strategies with excellence: building a trusted reputation; communicating care, competence, and collaboration; moving opportunities forward; protecting rainmaking time; and staying relevant in a competitive market .

What It Offers

Immediate Takeaways: Each chapter ends with practical tips, reflection questions, and metrics to encourage real-world application .

Proven Experience: Is born from Robert Chen’s decades at Exec|Comm and features insights from interviews with successful “rainmakers” .

Philosophical Core: Chen emphasizes that selling isn’t about pushing services—it's about helping clients understand and solve their challenges .

Practical Impact

Helps sharpen your mindset, align strategy to client needs, and deploy proven tactics to actually win business.

Ideal for technical professionals who need confidence and structure to become effective rainmakers.

In short: The book is a structured roadmap—from mindset to strategy to tactics—designed to help knowledge‑based professionals authentically sell their expertise, deepen client trust, and build sustainable practices. If you're focused on leveraging your experience to grow your professional impact, this has structured, actionable guidance.