| 1. |
Help professionals develop comfort with, and respect for, selling. Selling is more like performing successful client work than many professionals initially believe. Through examples from our extensive database on the selling approaches of successful rainmakers - including the experiences of partners from many large firms - we help professionals develop habits that will increase their sales effectiveness. |
| 2. | Help them balance selling time with client work If professionals do not learn how to effect this balance, client work will drive out business development. Every time. |
| 3. | Help them understand how to make intangible services more tangible to the buyer Our programs emphasize various techniques, including trial engagements and the use of anecdotes. |
| 4. | Help with relationship marketing We specialize in helping professionals develop a network of referral sources that will feed them leads for the rest of their careers. |
| 5. | Emphasize value-based selling Professionals learn how to bring value to a meeting with a senior executive at a client company as a business advisor while still gathering required information on his or her needs. |
| 6. | Train partners to serve as coaches Training in the principles of selling is important, but it is only through coaching in real-life selling situations that rainmakers are developed.
|