Watching the World Cup, I Noticed Something

​This past Monday, I took my son, Lukas, to the FIFA Club World Cup match at Levi's Stadium. It was Jordan vs. Algeria, and we honestly didn't know much about either team, but that didn't matter.

The atmosphere was incredible. Fans from both countries filled the stadium with nonstop energy, and you couldn't help but get caught up in it. It was one of those experiences we'll both remember for a long time.

As the game went on, I found myself paying less attention to the score and more to how the teams played.

Neither team had a global superstar like Messi or Ronaldo who could simply take over the game. Every player had a job to do. They defended together, attacked together, and trusted one another. When someone made a mistake, another teammate was there to cover for them.
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It reminded me of this U.S. Men's National Team. This has been one of their best World Cup starts in years. They've benefited from strong leadership, a clear identity, and a system where every player understands what's expected of them. Talent matters, but culture and leadership have made the difference.

​Watching them reminded me of something I see in professional services firms.

Too many firms believe growth comes from finding more star rainmakers. I think that's the wrong question.

The better question is this:
How do you create a culture where everyone helps the firm grow?

The firms that consistently outperform their competitors usually aren't built around one or two people bringing in all the work. They're built around dozens of professionals who understand they have a role to play.

Some bring in new clients. Others expand existing relationships. Some make introductions across the firm. Others recognize opportunities because they know their clients well and stay engaged with them.

Individually, those contributions may seem small. Collectively, they're often the difference between firms that grow consistently and those that ride the highs and lows of a few rainmakers.

I've always believed that hunting in packs is far more effective than hunting alone.

So here's my challenge for you this week.

Find one way to help a colleague strengthen a client relationship.

You don't have to bring in the next big client. Sometimes the biggest contribution you can make is helping someone else succeed.

As Lukas and I walked out of Levi's Stadium Monday night, I kept thinking about what made those teams so enjoyable to watch. It wasn't the individual talent. It was how hard they worked for each other.
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The best firms do the same thing.