I hear you say that specialization (by specialization I assume you mean choosing a discipline, not an industry) is the way to go in building a reputation and reaping the rewards that come from a great reputation as a specialist in a field. If the companies are small and I specialize, then there would be relatively few roles to fill in each account. A small firm wants me to come in and start an IT practice for them, and I am trying to decide on the best strategy.

Don’t think of this in absolute terms. Understand that I am trying to make the following overarching points when I get asked the generic, “How do top billers specialize?”