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 work The cultural and structural forces that shape selling behavior Common pitfalls of the doer-seller model How firms can intentionally shift the curve over time This 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 Partner Share your feedback in our listener survey : https://www.surveymonkey.com/r/8V9T6Z7