What about partners who won't engage in business development?
In every engagement I have ever undertaken for accounting firms where the purpose of my presence was to teach/empower/motivate/etc. the partners and managers to become more proficient business developers, I have run into the following problem: some of them simply won't. No combination of threats or incentives from firm management seem to make a difference.
Based upon this experience, I now explain this reality to firm management and we wind up narrowing the scope of my engagement to helping those individuals who proactively wish to enhance their skills.
Needless to say, firm managers tear their hair out over this because it means revenue per partner is always less than what it could be.
My question: Have others run into this problem? Have you found any answer(s)? I've been teaching business development for over 10 years and tried any number of approaches to solve this dilemma without any meaningful success.
Any insight you can offer is most welcome.