Business Development Training
Professional service firms are facing many competitive challenges and industry changes. Today, professionals face significant competition in an ultra-competitive environment where retaining clients and finding new ones is more difficult than ever. Our ability to quickly align our training and coaching program with your existing go-to-market strategy, or by developing a best-in-class plan along with you, we help individuals and firms grow top line revenue.
Our Rainmaking Advantage® Sales Training program is a scalable, repeatable and sustainable business development system that provides a common framework and set of “tools” for business development. It is designed to increase awareness and motivation to drive incremental revenue, while reducing fear and stress related to business development. Professionals and their business development support teams will learn concepts, processes and practical steps of selling, enabling them to confidently pursue new business opportunities and build firm revenues.
Business Development Coaching
Great players have good coaches. Learning how to sell is the first step; implementing lessons learned with a coach is the second and helps practice professionals build confidence and drives individual success. We help firm’s grow top line revenue by providing one-on-one business development coaching utilizing proven strategies and techniques. Your firm can rely on our coaches who are trained, seasoned sales experts and have worked exclusively with law firms and accounting firms. Each of our coaches has been a commissioned, highly successful sales professional and has direct experience working in one or more Big Four and/or AmLaw 100 firms.
Strategic Account Management for Professionals (“SAM-Pro”) is designed to help retain and grow a firm’s best clients and opportunities. SAM teams will increase client revenue, drive down cost of business acquisition, build client loyalty and trust, build succession into important relationships, and employ superior service strategies as a competitive advantage. Our consultants can help your firm craft a SAM strategy from beginning stages or jump in to help refine or add octane to refuel your SAM program or teams. We advise on client selection, team member selection, and training to client engagement, team plans, and metrics that matter.
How would your receptionists say they are supporting the firm’s strategy? The Strategic Planning process defines key objectives, such as revenue growth, firm profitability or increase partner earnings, etc. Yet too often firms assume that their partners and employees will intuitively know how to integrate these objectives into their daily activities. Seldom is this the case. Our team decomposes the strategic objectives, down into the actionable and measurable activities that clearly define what success looks like at the various levels of the organization. Armed with this clarity, systems track and reinforce aligned behaviors and can be used to ultimately drive compensation. This broad-based strategy implementation often means the difference between success and failure.
Business Process Improvement
Performance improvement efforts can be significantly enhanced by bringing legacy systems and processes up to best-in- class standards. Despite the fact the professional services firms often do this effectively for clients, an outside perspective may be required to accomplish this internally. Through data driven analysis and benchmarking, our team can help identify the areas where improvements provide return that greatly exceeds the required investment. These projects always have a critical change management component. Our team is adept at building the internal business case for the organization and managing the following through that ensures a high degree of user acceptance.