Rainmaker Development Program for Lawyers
Program Overview
Wellesley Hills Group is pleased to offer the Rainmaker Development Program for Lawyers. This intensive, interactive professional development program is designed to help lawyers gain top-notch business development skills, build and implement the right customized practice growth action plan, and become top performing rainmakers at their firms.
“The Wellesley Hills Group connected with our attorneys, engaged them in well-constructed, challenging exercises, and left them with specific tools for building their practices. Even our most senior attorneys, our top rainmakers, learned new skills. This was a great investment of our time and money."
~ Jennifer Irvine, Director of Marketing, Sherin & Lodgen
How the Program Works
The Rainmaker Development Program for Lawyers consists of three major components:
- Rainmaking at the Peak - An intensive one-day seminar
- Two months of individual Rainmaker coaching
- A library of Rainmaking resources, including RainToday.com membership, to support your learning
Program component #1: Rainmaking at the Peak - A One-Day Seminar
In Rainmaking at the Peak—our flagship training seminar for lawyers—you’ll be introduced to the Rainmaking at the Peak process for growing your practice. During the session, you’ll build your action plan for practice growth as well as learn and practice the skills necessary for developing new clients.
The Rainmaking at the Peak seminar and Rainmaker coaching have CERV – The Rainmaker Profile at their core.
CERV – The Rainmaker Profile is a competency model that outlines the knowledge, skills, and attributes of a top performing Rainmaker. The CERV model outlines the four roles that Rainmakers play:
- Communicator
- Engineer
- Relationship Builder
- Value Developer
At the one-day seminar, you’ll be introduced to each of these roles, and learn how to succeed in each area.
“We've been working with Wellesley Hills Group for about a year, and have continued to be impressed with their superior client service. After interviewing a series of marketing consultants, we chose Wellesley Hills for their clear understanding of the needs and the idiosyncrasies of law firms, and because it was obvious they offer singular expertise in the training and coaching of lawyers.
Those who want to learn to connect with and convince potential clients find in Rachel Hayes and John Doerr experienced, insightful, patient and genuinely interested instructors who work with each individual in a manner tailored to that person's strengths and with an awareness of each person's weakness. There's nothing cookie-cutter about their approach, and our attorneys are completely positive in their opinions about the help they've received. I recommend Wellesley Hills Group without reservation.”
~ Laurie J. Macdonald, Firm Administrator, Morse, Barnes-Brown & Pendleton
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 Rainmaking at the Peak Practice Development 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
“For nearly three years, Rachel Hayes has worked with McDermott Will & Emery on a variety of substantial projects. Her expertise, guidance and vision have been invaluable. She understands law firms, how to work with partners, and delivers what we need.”
~ Robert E. Bouma, Partner, McDermott Will & Emery
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 Fees and Pricing: Law Firms and Legal Services
- Personal Business Development Plan guide
- Signed copy of Professional Services Marketing (Wiley, 2009) by authors Mike Schultz and John Doerr
"The Wellesley Hills Group is easy to work with, has a practical approach, and is genuinely interested in our business. I consider them a true partner and a valuable resource for best practices and new ideas."
~ Kirsten K. Lovett, Marketing Director, Lahive & Cockfield
How You Will Benefit
Top 10 Benefits of Participating in the Rainmaker Development Program for Lawyers:
- Focus your time only on those activities that will lead to dramatic practice growth
- Craft the personal action plan that will lead to practice growth and success
- Make meaningful and memorable connections with clients, prospects, and referral sources
- Work with a Rainmaking coach on an ongoing basis as your partner in practice development
- Learn to conduct productive, value-building conversations with current and potential clients
- Build the confidence you need to become a top performing Rainmaker
- Win more clients in competitive situations
- Understand the dynamics of strong relationships, and what you need to do to start and nurture them
- Craft solutions that deliver exceptional client value, leverage the strengths of the firm, and build proposals that win new clients
- Hone your distinctive and memorable personal brand and convey the compelling value you deliver to the market
What Clients Say
“I’ve known and admired Wellesley Hills Group’s work for years, having been to several seminars and programs. I’ve recommended Mike Schultz, John Doerr and their team to many service industry professionals, and I’m always thanked by these professionals for making the introduction. Wellesley Hills Group truly understands and clearly explains how buyers of professional services make their purchasing decisions, and by doing so, sellers learn how they can best position themselves to close sales.
I’ve attended many other programs on law firm and attorney marketing, and most are simply not worth the time or money. But the folks at Wellesley Hills Group really get it, and while I know I’m making my job all the more difficult by praising the Wellesley Hills Group and Rainmaking at the Peak, I must say that the attorneys and firms that work with Mike, John, Rachel and company and put their advice into practice will be far better prepared than their competition to capture meaningful business.”
~ Kevin O’Connell, Partner, Posternak Blankstein & Lund
RAIN Model
If you are interested in learning more about the RAIN Model, one of the core concepts you'll be introduced to at the Rainmaking at the Peak seminar, download Mastering Rainmaking Conversations for Law.
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.
We'll Come 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 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 or email at info@whillsgroup.com to bring Rainmaker Development Program for Lawyers to your firm.
