Customer or Client Development  or Major Account Development workshops

"Share of Customer Wallet "

What are the Share of Customer Wallet workshops based on?

 Based on the Account Planning processes
of the most successful selling companies

We start with where you are today in the account 

Create a vision of where you want to be in 2 years

Gap analysis on how to get from one to the other

Sounds Simple?
 
It is…

The art is in the facilitation,the research and the set up of the workshops

What are the benefits of Major Account Planning the Rainmaker way?

The team builds the plan themselves
In the building of the plan is their commitment to the actions contained in it.
Each member of the team is given the chance to come up with their ideas
All ideas are focused on how to improve the Sales Performance of the team
The team have a short easily communicated
They can then review the plan to steer their progress towards their goals

What kind of activities and exercises will be in the workshop?

• Where are your clients trying to go as a company?
• What’s hot on their agenda today?
• How can you contribute to that?
• How do you move from Tactical to Strategic Partnership?
• Exercises to identify the opportunities in the account for us
• Who are your supporters? Who are your detractors?
• Who has met who so far? Who needs to meet who?
• What will they talk about when they meet?
• What would be great ways to open up opportunities?
• What would be some social activities for our team to do with theirs?
• Contribution from everyone on ideas as to how best to progress
• Ordering all of the ideas into a priority few
• Cascading actions , measures, responsibilities and timescales 
• Second level planning down to specifics

What will you walk out with after the workshop?

• An jointly built plan by all members of the account team
• Including specialist teams as well as the account team members
• Clear understanding of the current situation
• A jointly developed vision of where the team needs to get to in the future
• A shared set of values of how they would like to manage the team
• A shared plan of how they will move to their desired state

Who are the people who will actually facilitate the sessions?

Our team of workshop facilitators and business planners will work
with you to ensure that your surroundings enhance your session.
We will also provide all the support you would hope to find from
a team of first class facilitators.

Here are just 2 of the facilitators we might deploy to support you

Kevin Barratt:

Sales and Sales Management Coach and Trainer, Sales Simulations Specialist

Kevin moved into training and consulting in 2001, after spending twenty years as a salesman, sales director and managing director in the IT industry. After graduating with a degree in Economics from the University of York, Kevin joined ICL as a graduate marketing trainee, before moving into sales. He then spent five years with Digital Equipment in various account management roles and a two-year period in sales management at Apple Computer.

In 1990 Kevin joined the Rothwell Group as Sales Director. He was involved in a number of acquisitions as it moved from a reseller to a services business model, and then split off its software development business as a separate company, Symetris. Kevin joined Lancare, part of the Knowledge Group, a network solutions provider and software developer, as Sales Director in 1998, and stayed with the company when it was acquired by Synstar International.

Rob Biggin :

Sales and Executive coach, Business Mentor and Rainmaking Specialist

Rob has been in the business of selling and marketing of products and services for over 30 years.
He spent over 24 years at Hewlett Packard and was promoted through the sales and marketing ranks to become the UK category Managing Director for Healthcare Solutions. He then moved into a pan-European role as Director of Marketing for the Multi $Bn Services business.

In 2001 he formed Rainmaker Coaching to bring his particular brand of coaching, people and business development to the UK. He interviewed and modelled around 25 of the UK's Top  Business Rainmakers to find their secrets and ensure the knowledge can be shared with others.

Who have you facilitated workshops for?

• We have facilitated this type of workshop for a number of companies
• We’ve facilitated account development workshops for TMP UK Ltd
• Where we discovered lots of opportunities in their strategic accounts
• We built simple account plans for them to deepen their relationships
• An 80  / 20 decision was made to focus on their top accounts
• We've delivered similar workshops for companies with tens of employees & big ambitions

What did your clients say of your services?

“The business planning sessions Rainmaker facilitated with the management team at Empower were powerful and illuminating.
Their skill and experience in this area certainly helped us to move forward significantly towards where we needed to be”
Phil Lawler: Chairman of Empower Ltd.

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

Get Us To Call You Back

Take the Rainmaker Challenge:

Email us info@rainmaker-coaching.co.uk

• Describe your situation and your issues in 5 lines or less
• Our Workshop facilitators and 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’ll get an understanding of your needs
• We'll 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