The Rainmaker
IMD-2763 © 2026 IMD.
Professor Stefan Michel prepared this case for class discussion, not to present the effective or ineffective handling of a business situation. Gemini AI was used for developing the case ideation and editing, but not for writing. The author assumes responsibility for all content. The names of all protagonists and the firm name are disguised.
At Antaral Strategy Group, performance matters. So does fairness… usually. But Anika, the CEO, is worried that Rajiv is undermining a collaborative culture
You're off the project. I need someone faster.
Decision
made.
But, Rajiv,
I just —
Rajiv does this all the time. Random reassignments. You should speak with him, Anika.
It's… not aligned with policy.
I will.
Rajiv does this all the time. Random reassignments. You should speak with him, Anika.
It's… not aligned with policy.
Rajiv demands a lot from his assistants. He pushes them hard.
He wants two research teams tonight.
He already has two assistants. Everyone else shares one.
He's the only one who really understands strategy. He saved my firm millions. His word is gold.
Every firm has one exception, Anika. Don't fight gravity.
Gravity?
Rainmakers bend rules. Firms bend with them. Privileges become unspoken rules.
Antaral's loyal clients praise Rajiv. For some reason, he IS the firm.
We work with him or no one. He gets it, no consulting bullshit. He tells us how the market evolves before we know it.
Some newer clients, however, find him too arrogant and old-fashioned.
HE’S SMART, BUT... INTIMIDATING. HE KILLS ALL CREATIVITY. IT HAS TO BE HIS WAY OR NO WAY.
AND A BIT OUTDATED. HE TELLS US TO BUILD A FUTURE USING THE FRAMEWORKS OF THE PAST. YOU DON’T WANT A PLAYER WHO WON THE ICC CRICKET WORLD CUP TWENTY YEARS AGO IN YOUR TEAM TODAY.
HIS EXPENSES EXCEED LIMITS. HE ALSO HAS TOO MANY EXTERNAL BOARD SEATS.
POLICY SAYS ONE BOARD SEAT.
YES. HE HAS THREE.
THAT’S NOT OK.
There is never a good time for Anika to “put the fish on the table”.
YOU. YOU. AND YOU. NEW PROPOSAL. TONIGHT.
As so often in Anika’s meetings, Rajiv does not pay attention.
WE MUST TREAT PEOPLE FAIRLY AND WORK TOGETHER.
Anika knows that she needs to do something. Soon.
PEOPLE NOTICE, ANIKA.
THEY ALSO NOTICE REVENUE.
WHAT CULTURE ARE WE BUILDING?
...
I WANT A COLLABORATIVE CULTURE. BUT I NEED RAJIV’S REVENUES.
What should Anika do?