Our Services
Successful leaders are focused on accelerating the organic growth of their business.
Coaching and Training
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Business Development Accelerator
Are you interested in accelerating your success in the business world early in your career?!
It is possible to do so by accelerating your Business Development knowledge, skills and capabilities!
Most recent graduates and professionals in years 1-5 of their careers have little Sales, Marketing or Business Development training or experience.
Differentiate yourself by enrolling in the Business Development Accelerator!
This will:
- Enable you to stand out during the recruiting, interviewing, hiring and onboarding process
- Provide you with the language and understanding of the key components of growing your employer’s revenue
- Position yourself to add significant value earlier in your career and enable faster advancement
- Lead to higher bonuses and compensation
- Enable companies to identify individuals with business development acumen – and invest in them
- Be accretive to companies and their clients!
Business Development Accelerator Overview
- Benefit from the knowledge and experience of a proven professional with 35+ years of Business Development experience
- 3-hour workshop offered on select Saturday mornings from 9:00 am to 12:00 pm and Sunday afternoons from 2:00 to 5:00 pm EST over ZOOM
- Includes a rich and powerful combination of Business Development “Best Practices”, tips and techniques, and timeless secrets to help you succeed and accelerate your career!
- Participants develop a customized, personalized Business Development Action Plan
- Recent Graduate program fees $500
- Professional program fees $1000
Click on the button above to schedule your program
Path to Partner
- Many individuals in professional services firms strive to become a Partner – a coveted leadership role.
- They are not alone in their efforts achieving this milestone . . . so why is it some people become Partners while others don’t?
- It is critical to have a documented “Path to Partner” Plan that lays out clear objectives, defines key action steps and agreed upon timelines, and the proper sponsorship required from senior partners.
- It is paramount to understand the requirements and process to become a Partner . . . it is different in every organization.
- It is key to investigate how others in your firm have successfully “made Partner” and what were the key reasons.
- This Coaching assignment partners with high performing individuals who are investing to becoming an owner and Partner with their firm.
- We bring real world experience from having been a Partner and working for over 27 years in some of the greatest professional services Partnerships in the world!
- We share the barriers and reasons why talented individuals have failed to achieve the rank as a Partner.
- We provide the Critical Success Factors required to become a Partner . . . and the important counsel on how to be successful once you become a Partner!
Individual Rainmaker Program
Program Overview
- Combination business development accountability program and “best practices” infusion
- Six sessions – completed over several months; two hours per session, each with a specific deep dive discussion topic
- Homework assignments prior to each session
- Program objectives and priorities defined during initial session
- Built in flexibility – changes made along the way, based upon progress and results; program builds upon itself
“Check-ins” at the beginning of each session to review:
- Business development activities since last session; actual vs. plan
- Pipeline update, active deals, where leads originated from
- Account and relationship plans and progress
- Metrics and commitments made, etc.
Specific focus on concepts of:
- Leveraging your networks
- Mastering the business development continuum and focusing on priority BD initiatives
- Understanding your “unique genius”
- Effective targeting
- Building a personal brand through marketing and social media
- Building a personal pipeline
- Developing relationships with influencers
- Doing business development everyday
- Accountability, metrics and balancing lead generation, conversion and execution of deals
* Designed to stretch participants beyond their comfort zone.
* Concludes with individually designed Rainmaker System!
Client/Deal Specific Strategy Sessions
- There are times when organizations are pursuing a significant opportunity that is highly complex in nature – yet one that could “make the year” for the company and individual.
- Rainmaker engages with Pursuit Teams to help you design the winning pursuit strategy, relationship mapping and proposal for Big Deals.
- Rainmaker delivers the experience and independent point of view to help differentiate your proposal from the competition.
- We ask the hard questions, we recommend creative solutions, we drive your Teams to craft the optimal messages – and deliver them in a manner that positions you to win!
Consulting Engagements
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Optimizing Your Growth / Go-to-Market Strategy
- Leading companies have effectively developed an agreed upon, documented, executable and measurable growth strategy and plan. To truly differentiate yourself in the marketplace, businesses need to design their unique Go-to-Market Strategy.
- This engagement partners with your C Suite to review your current strategy and plans, to challenge the assumptions, and to bring decades of growth experiences, expertise and recommendations to your unique situation . . . that enables you to accelerate achievement of your growth objectives.
Linking your Strategic and Business Plans to all Business Development Activities
- Does your organization have a documented, agreed upon, integrated Business Development Plan? One that is linked to and supports your Strategic Plan?
- Does it incorporate all growth priorities, departments, initiatives, investments, etc. in your company? Are Sales and Marketing aligned? Are all client facing professionals executing against the same plan?
- Do you have the processes, tools, systems and reporting in place to optimize your investments in growth?
- This engagement strives to answer all of these questions . . . and more, and to ensure all growth levers are aligned and executing together towards your common growth objectives.
Implementing a Successful Key Account/Targeting Program
- One of the fundamental elements of a successful growth strategy is designing and executing a Key Account Program.
- Defining who will lead and be part of a Key Account Team is paramount. The real work begins with defining Key Account Plans, executing against them, and tracking progress versus plan. Rainmaker brings deep experience having implemented similar programs at companies of all sizes.
- We believe individual Key Account should each have a unique account strategy based on the industry, team, relationships, etc.
- Many companies struggle with launching Key Account Programs and then ensuring consistency across targets and driving sustainability in executing the Account Plans. We can help you design and implement a program that works!
- This journey starts with leadership’s understanding and agreement on what are the key decision criteria for the industries and type of clients you desire to target and acquire. This is followed by analyzing the market against your targeting criteria then selecting and agreeing on your targets.
Leadership Retreats
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Best Practices in Key Account Planning and Management
- Implementing a successful Key Account/Targeting Program is one of the most proven approaches to growing a company’s client base and recurring revenue streams.
- We have been engaged by numerous clients and companies in helping them accelerate the planning, implementation and tracking of Key Account and Targeting Programs.
- Through the years, we have assimilated a set of Best Practices in Key Account Management that are the foundation for this retreat.
- Topics include insights into how leadership and client teams can successfully focus their time and efforts on investing in the right organizations to strategically grow your revenues and relationships.
- There are many barriers to Key Account Programs producing the results that companies desire. We share some common barriers and offer advise on how to eliminate them.
- Retreat participants will benefit from leveraging numerous proven tools and templates discussed in this program.
Leveraging Your Networks
- A powerful program for professionals of all levels and experience.
- Leveraging Your Networks is a proven technique designed to guide you on to how to naturally and successfully build valuable networks over time that result in growth to your business . . . and bottom line.
- This program explores the principles of how to effectively:
- Inventory your current networks
- Prioritize individual relationships in your networks
- Activate new networks
- Develop integrated networks
- Know when and how to add or delete networks
- Develop “Rainmaker Networks” (people who know and like you, clearly understand your value proposition, possess large networks, and are willing to advocate on your behalf)
- This session includes countless real world, applicable examples that support this topic.
- Do you and your Team have the optimal networks? We can help you effectively build the networks that build your business!
- People buy from people they know and trust . . . before they need to do commerce!
Big Game Hunting
- When you really want to target the largest companies, the most sought after clients, and the truly most challenging businesses to gain your trust . . . this retreat program is for you!
- There is both an art and a science to “cracking into Big Game Clients.”
- This program shares real world techniques that have resulted in generating hundreds of millions in revenue by following these proven practices.
- Large companies are complicated and hard to penetrate. You can often think of them as “Markets” all by themselves.
- Typically, these clients have relationships with incumbent organizations making it even harder to crack into.
Thinking Like Your Clients
- This retreat is uniquely designed to teach professionals to “flip their thinking” . . . to stop selling what your company makes or does . . . and think like your clients!
- In professional services firms for example, many individuals have deep expertise in a specific industry or technical field. Few have had formal Sales or Client Relationship Management Training.
- Often, professionals will “go-to-market” selling what they do. The proverbial “Hammer Looking for a Nail”!
- In taking this approach, they may be missing out on a plethora of opportunities for their firm and clients!
- Clients want to be listened to and seek partners who understand their business. They don’t want to be sold to!
- This program is packed full of “Best Practices” advice and real world examples from over 30 years of experience partnering with clients of all sizes and across multiple industries.
- This mindset instills a completely new way of approaching clients and relationships!
Harnessing the Power of Your Board
- Boards exist to help govern both for profit and not for profit organizations. Boards typically are composed of senior executives and community and industry leaders who perform different roles on the board and committees.
- Boards often meet only a few times each year and for a few hours or part of a day.
- It is sometimes challenging for all board members to prepare for and effectively contribute to the boards and committees they serve on.
- Often, Boards and the Staff of the organizations have not spent ample time together to gain alignment on the organizational challenges, issues, priorities and opportunities.
- This retreat is designed to maximize the value delivered by your entire Board of Directors . . . and each Board member individually.
- Rainmaker facilitates an open and collaborative working session that helps drive alignment and agreement on Board priorities and objectives, the key roles each member plays, timelines for completion, etc.
- Retreat is designed to increase to alignment between the Board and the organization’s senior Leadership. (90 minute session with pre-work required).
Customized, Industry Specific Leadership Retreats
- Rainmaker partners with leadership teams in designing customized programs that help drive significant improvements in focused growth, business and client development areas that are critical to the organizations revenue and growth objectives.
- It is often helpful to have an independent facilitator lead a group in addressing a particular set of challenges or opportunities. This can help ferret out the “elephant in the room.”
*** These require advance preparation and alignment by leadership on the specific program objectives, agenda topics and homework assignment to be completed by participants.
Client & Partner Referrals
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Client Introductions
As part of our firm’s DNA, we engage in proactive, professional relationships with qualified companies where we may leverage our network and present qualified client referrals.
We often make warm introductions on our client’s behalf to executives in our network. For example, for one of our professional services clients, we partnered in improving their account plan for a Fortune 50 company they were targeting. We then introduced them to a Senior Vice President of that company which resulted in an initial $1 million contract . . . and 10 years later the company is still a client of this firm!
Partner Referral Agreements
For selected, prequalified companies, Rainmaker will engage in formal Referral Agreement contracts to partner and collaborate in driving business together.