Business Development Training  

with added Listening Skills training to find the hidden deals in business

 Do your Systems engineers just want
to deliver the project and get out?

Do your project managers do a great job
delivering but are just not opportunity aware?

Do you incur all the expense of landing into a new
client but then you do not expand into new areas?

Our Rainmaking or Business Development Training
  Could be just what you are looking for.

Our Training will give your services teams and consultants the confidence and wisdom to develop more business opportunities in your existing clients  

They'll succeed at really understanding what your clients need.

How would practical and easy ways to find new business work for your team?

Could that be an inexpensive way out of the recession for your business? 

You don't need to hire anyone.
You just need to make improvements to the team you have

Click here for a slide deck on how we see the issues and our initial thoughts on how to improve performance

Rainmaker Introduction to the Program (317 KB)

 

When it's 11 times less expensive to get business from existing clients than finding new clients then training your team to generate more business opportunities for you to sell more services has got to make sense

What type of Business Development focused training topics do we offer?               

Preparing for Successful Business meetings
Developing Customer Rapport quickly
Becoming a Trusted Advisor
The art of great questions
Listening Skills to hear the Hidden deals
The secrets of successful Rainmaking
What Rainmakers can and cannot do
Finding the hidden deals
How to get more revenue from Existing clients
Presenting your Compelling Business case

All Tailored to your teams specific needs  

Take advantage of our no obligation, completely free offer

Email us, put “Get to know us” in your subject line add your contact details

We will arrange an "All Ears meeting"  to really get to know you

We’ll get an understanding and write up our initial recommendations

You can go ahead with our recommendations or use them with others

Our promise is that you’ll have 2 useful and free suggestions from us

How do we deliver the Rainmaking training to you?

We use a “Martini” mix of training “Anytime, Anyplace, Anywhere and Anyhow”

On your site  or  an Off-site venue

One to One: Delivered by a Personal Mentor

One to few : Action Learning set or Workshop

2 hour Learnburns™  (Bite sized Learning for busy people)
 Delivered on your site: Needs >  18 people to be cost effective 

All day, ½ day, Multi-day. Whatever you desire

e-university (on your Intranet and e-coaching on the phone and web) 

We will tailor the content and deliver it to your specific needs

What’s the business case for Training Services Teams to get find opportunities?

• Who is closest to your customer for most of the time? 
• How many business opportunities are generated by the services team?
• If you get an opportunity early do you increase your chances of winning?  
• If everyone in services found 1 business opportunity what would that be worth?
• If we could do that and still have them be Trusted Advisors to your clients?
• Training a team of services people will pay for itself in improvements in revenues

What have other people done? What success have they had?
What did their return on investment look like?  

• One of our clients had us run a workshop for 12 of their IT Consultants 
• 2 weeks later they had discovered business opportunities
• The opportunities were worth over 10 times their investment in our training

What might a program look like specifically tailored to your needs?

• We’ll jointly define success and our measures
• We’ll take a look at your systems and process that support a change like this
• You services teams will remain trusted advisors to your clients
• There may be some training and development and coaching of the coaches
• Some processes changes and some stakeholder management
• The people who your clients really trust will become business developers
   
• We may also create a tailor made Memory Jogger for you too
• Maybe a planner for client appointments like this one..

  Example Fact Finder for a Rainmaker Client (71 KB)

• A few useful tools for the team to make the behaviour changes?
• By the way more resources like this are in the members area

What do people say that have attended your programmes?

• “You made me consider the communication that I have with clients and how much I need to follow through with them”.  
           Philip Bowditch
• “You removed misapprehensions. I realise that rainmaking isn’t hard core selling just relationship building” Gary Deane
• “It’s a great framework to sell yourself and your company. I feel more at ease with “Selling” John Sincliar
• “I have a better understanding of the way in which consultants can assist the sales process”. John Coppins
• “I wanted to understand how consultancy could benefit / influence sales. You showed me how”   Stuart Wileman Nexor
• “I now realise that this can be viewed, not as sales, which is a huge step to getting buy-in from the techies!"
           Alison Hollingworth Nexor
• “I liked the many and varied exercises –putting techniques into practice illustrated it best for me”
             Steve Parker

What are the business Benefits to your business by delivering this program?

• MORE Satisfied Customers, who return more often
• MORE of your staff really interested in client issues and satisfaction
• MORE and better business opportunities for all   
• MORE turnover and profits without significantly increasing costs.
• MORE Services and Delivery people happy in their role within the company

Here's an example client

• Our most recent client had a UK wide services team which was under performing
• We were asked to set up a training program to improve the business development skills in the organisation.
• We were also asked to look at the client development process
• Once we had the process documented and we had a new ideal process then we trained the team on their business development skills and specifically which skills were useful where in the new process.
• Within a few months “significant” improvements in the services figures more than justified the training and coaching expenditure

Who would actually train our teams if we ran one your programs?

Experienced and Specialist Services and Services Management Trainers. 
Here are just two examples of the calibre and experience of our trainers...

Elwyn Hopkin:
Elwyn has over 25 years experience in the IT industry,
the majority of which has been in the support and services sector.

He was promoted to Director of Software Services for the UK
and then to a pan-European role leading an EMEA consulting practice.

Rob Biggin: Rainmaking specialist, Sales Coach and Trainer

He was Area Sales Director Of Hewlett-Packard before going on to become Category Managing Director Of the Healthcare Business Unit in UK and Ireland and on to be European Marketing Director of HP’s Multi $bn IT Services Business.

Rob has trained teams and Individuals on Rainmaking in companies as diverse as TMP UK Ltd, Unicus , Emunio,  Regus, Jones Lang LaSalle, Accident Exchange and Hewlett-Packard

If this program looks like something that would suit you…

What should you do now? You have a number of options:

Call us on 0845 652 1955

• We are an experienced team, focused and small in number
• And like to keep busy... so if you want to be first in the queue this is the option to choose

Take the Rainmaker Challenge:

Email us info@rainmaker-coaching.co.uk

Describe your situation and your issues in 5 lines or less

Our consultants will respond back with 2 suggestions in 2 working days

Take advantage of our no obligation, completely free offer

Email us, put “Get to know us” in your subject line add your contact details

We will arrange an "All Ears meeting" to get to know you

We’ll get an understanding and write up our initial recommendations

You can go ahead with our recommendations or use them with others

Our promise is that you’ll have 2 useful and free suggestions from us