The Doer-Seller Bell Curve
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The Doer-Seller Bell Curve
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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
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