Program Overview

Wellesley Hills Group is pleased to offer the Rainmaker Development Program. This intensive, interactive professional development program is designed to help consultants, accountants, engineers, technology, and other professionals gain top-notch business development skills, build and implement the right customized practice growth action plan, and become top performing rainmakers at their firms.

* Lawyers – Learn more about Rainmaker Development Program for Lawyers

How the Program Works

The Rainmaker Development Program consists of three major components:

1. How to Sell Professional Services - An intensive two-day seminar

2. Two months of individual Rainmaker coaching

3. A library of Rainmaking resources, including RainToday.com membership, to support your learning

Program component #1: How to Sell Professional Services: The RAIN Selling Seminar

In this interactive, two-day seminar, you will be introduced to the strategies and skills that are the foundation of successful rainmaking. How to Sell Professional Services: The RAIN Selling Seminar is designed to help you and the people at your firm become the savvy business developers you know you must be to achieve selling and career success. The Rainmaking at the Peak seminar and Rainmaker coaching have CERV – The Rainmaker Profile at their core.

What You Will Learn: Business Development Tactics

• Questioning techniques that work for uncovering needs
• How to craft compelling solutions and proposals 
• How to (and how not to) use the phone for selling professional services 
• How to build rapport, the foundation for trust 
• How to set meetings with qualified prospects 
• Ways to develop and refine your positioning statement 
• How to ask for commitment for new business
• Strategies for responding to objections
  

What You Will Learn: Business Development Strategies

• Misconceptions professional services providers have about selling
• How sacred selling time can increase your sales
• How to avoid the services revenue rollercoaster
• Develop plans and objectives for each sales conversation
• Keys to self-motivation
• Focus on the highest potential selling activities
  

Benefits of attending How to Sell Professional Services:

• Gain new clients
• Deepen relationships and business with current clients 
• Create new opportunities with prospective clients 
• Increase the size of your engagements
• Lead masterful sales conversations from start to close
• Sell when you 'have no time' to sell 
• Develop powerful new business proposals 
• Sell without becoming too 'salesy' 
• Overcome call reluctance 
• Build and stick to business development goals

Program Component #2: Individual Rainmaker Coaching For Two Months

For two months following the program, you will work one-on-one with your coach to implement your practice growth action plan. You’ll get specific feedback and the support you need to succeed with practice growth activities.

Structured conversations with your coach will take place throughout the two months to plan actions, review your progress, discuss specific client development situations, and create your detailed action plan for the coming month. You will also have ongoing email access to, and support from, your coach throughout the coaching period.

By working closely with your coach immediately following the seminar, you will be able to put your learning to immediate and practical use. Coaching includes:

• Discussions at the program and immediately after to set and refine your RAIN Selling Action Plan
• Ongoing discussions with your coach for two months to plan actions, review actions, and discuss specific Rainmaking activities
• Ongoing access to your coach via email throughout the coaching period to answer questions, and provide feedback and advice on specific business development challenges as they arise
• Encouragement and friendly prodding to stay on track to your stated plans
  

Program component #3: Rainmaking resources including RainToday.com annual membership

A unique benefit of Rainmaker Development Program for Lawyers is access to a variety of proprietary business development resources. These resources include:

• RainToday.com annual membership
• Benchmark research reports including How Clients Buy and What’s Working in Lead Generation 
• Personal Business Development Plan guide 
• Signed copy of Professional Services Marketing (Wiley, 2009) by authors Mike Schultz and John Doerr

How You Will Benefit

Top 10 Benefits of Participating in the Rainmaker Development Program:
1. Focus your time only on those activities that will lead to dramatic practice growth
2. Craft the personal action plan that will lead to practice growth and success
3. Make meaningful and memorable connections with clients, prospects, and referral sources
4. Work with a Rainmaking coach on an ongoing basis as your partner in practice development
5. Learn to conduct productive, value-building conversations with current and potential clients
6. Build the confidence you need to become a top performing Rainmaker
7. Win more clients in competitive situations
8. Understand the dynamics of strong relationships, and what you need to do to start and nurture them
9. Craft solutions that deliver exceptional client value, leverage the strengths of the firm, and build proposals that win new clients
10. Hone your distinctive and memorable personal brand and convey the compelling value you deliver to the market

RAIN Model Download

If you are interested in learning more about the RAIN Model, one of the core concepts you'll be introduced to at the Rainmaker Development Program, download Mastering Rainmaking Conversations.

Who Should Attend

This program is for professionals, leaders, and business developers at accounting, consulting, technology, engineering, executive education, marketing, architecture, and other professional services firms.

Program Faculty 

John Doerr, Co-President of Wellesley Hills Group and co-author of Professional Services Marketing (Wiley, 2009), has over 25 years of experience leading professional service firms, helping lawyers learn to become rainmakers, and helping law firms succeed and grow.

Mike Schultz, Co-President of Wellesley Hills Group, Publisher of RainToday.com, and co-author of Professional Services Marketing (Wiley, 2009) is a world-renowned consultant and speaker in the areas of professional service firm branding, marketing, and Rainmaking.

In-House Programs 

Bring Rainmaker Development Program and How to Sell Professional Service: The RAIN Selling Seminar to Your Firm.

The Rainmaker Development Program for Lawyers, with all resources including the Rainmaking at the Peak one-day seminar, Rainmaker coaching, and RainToday.com membership is available as an in-house program for your law firm. In-house delivery allows you the flexibility provide training at your location in a time frame that works for you. It also allows for the tailoring of the program to your firm’s individual learning and logistical needs, and it helps create a culture of rainmaking success across your firm.

Contact Us

Call us at 508.626.9991 for more information on bringing Rainmaker Development Program to your firm.