Hunter/Farmer reduces a multidimensional profession to a single question.
Where does growth come from?
From new relationships or from developing existing ones?
It is a useful distinction.
But it explains little about why some clients seek an RM’s judgement, involve them in important decisions or place exceptional trust in them.
Nor does it tell us who is particularly good at bringing the right expertise together around a complex situation.
Acquisition and development are essential.
But they are not the only ways to create value.
Two Farmers can therefore have very little in common in how they work. The same is true of two Hunters.
One may stand out through expertise, another through influence, the trust they build or their ability to orchestrate.
Hunter/Farmer tells us where growth comes from.
It tells us much less about how value is created.