[Terry_B]

You're still way up the pointy end of the business though. You are directly involved in acquiring customers.

I think the OP was making the contrast more with people who try and reduce the companies admin overhead slightly by automating parts of the accounting system.

That type of thing is easy for a company to put off and involves getting through cultural change and threatening people's turf to implement. A harder path.

[davemel37]

Agreed. My point was simply being a rainmaker isn't enough. You need to give your boss or client a defensible position to take about hiring you. One that makes them look good to their bosses, boards, etc... (i.e. lowering a CPA sells a much stronger fantasy than acquiring customers at a higher but acceptable rate.)