The Introduction to my Rainmaking Course

1. Networking and
Rainmaking
Andy Morffew
Amorffew@aol.com

2. Rainmaking Workshop Agenda
u Introduction and aims of the workshop
u Networking and creating value with ideas
u Building relationships that produce
business
u Working your A-lists
u Face to face with the client
u Role plays
u Discussion on what has been learned
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3. What is this course about?
u Is it about selling business?
– YES
u Is it about making you into sales people?
– NO
u It’s about the specific sales skills needed by non-
sales people.
u Most (if not all) of you are doing this today without
training.
u We’ll discuss techniques, share experience and
develop your way of Rainmaking.
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4. What is Rainmaking?
u How the professions sell
u Today everyone sells
u Non-Sales people need help to sell
u Find the right role for senior people
u And a recession is the time to step up
the rainmaking
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5. Networking Summary
You need
u A very large network
u Aggressively managed
– Who’s in who’s not
– Keeping contact
– Remembering names and details
– Xmas cards are out
– LinkedIn is in
u Strong relationships
u Contacts have time for meetings right now!!!
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6. What Networking isn’t
u Going to meetings and events that are not the world of your
customers
u Attending conferences and swapping business cards at the
breaks
u Attending events and not extending your credibility
u Filling your contacts database with the names of people who
don’t know who you are
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7. In Ford Harding’s book on Rainmaking he gives
six basic principles
The Investment Principle
The Affinity Principle
The Mindshare Principle
The Numbers-Game Principle
Time Allocation Principle
The Accumulation Principle
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8. The Investment Principle
u The value of a network of market contacts is worth
more than the sum of its parts and that value grows
geometrically with the size of the network.
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9. The Affinity Principle
u A network made up of people who share business
concerns will produce higher returns than a less
focused one.
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10. The Mindshare Principle
u You must come to business contacts’ minds when
they face the kinds of problems you can solve.
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11. The Numbers-Game Principle
u You have to pursue many to win a few, and if you
pursue enough, the chance of winning becomes high.
100
Attempts
80
Meetings
30
Click
15 Lasting
Contacts
5 Produce
Business
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12. The Time Allocation Principle
u Networking won’t happen unless you make time for it.
70% Utilisation
Do-er
Senior
Executive
45% Utilisation
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13. The Accumulation Principle
u If you can hang onto your contacts and add others,
your business will grow faster than if you do one or
the other.
100
90
80
70
60
50 Contacts
40
30
20
10
0
1st 2nd 3rd 4th 5th
Year Year Year Year Year
(My personal contacts database is maintained at 400 active contacts)
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14. Regardless of what you are told or read, it’s what
works for you
Any ideas you use will have to be
tailored to your style/approach. At
the end of the day - you have to put
some of yourself into this.
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15. “Earning the right” with your contacts means
gaining acceptance
u Why should anyone think you have something to
offer?
u You have to let people know you have something to
offer and telling them that you have something to
offer doesn’t do it - they need to see/hear it for
themselves
u Being an executive does open some doors but not
all
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16. Remember…….
You’re dead in the water until
you tell a new contact
something they don’t know!
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17. Things your contact will not know (probably)
u Your business experiences
u Breadth - working with many companies
u What other companies are doing
u Specific surveys or studies you have carried out
u Things you have heard
u The results of your contacts with outside groups
u The best approach - based upon your experience
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18. It is easy to produce deliverables to give to a
contact to “earn the right”
Clippings
Surveys
Reports
Papers
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19. Doing business favours for contacts is a good
way to build the relationship (within limits)
u Don’t expect or ask for a return on the business
favours you do
u Just do small favours
u You will never be forgotten if you go the extra mile
u My aim has always been to make my
contact a success in any way I can
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20. Watch the sensitivities - These are things my
contacts say they like
u Very flexible
u Always, always extra polite
u The small things - the little touches
u Always exceeding expectations
u Professional (an image thing?)
u Consistent
u Source of information (my contacts)
– Internal
– External
u They know this is about them
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21. Professionalism is about the care you take
Professionalism is in the
detail
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22. A good business relationship can easily be
identified
u The relationship goes on beyond the first project(s)
u The relationship goes beyond the current position
(level and company)
u This is long-term
u The contact will call and ask for help
u The contact would like to help you
u You are “business friends”
u You have regular, (perhaps frequent) contact
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23. This is all because…..
Customers give business to people
they want to work with!
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