SERVICES
SERVICES FOR TEAMS
Business Development Training
Helping to find the hidden deals in existing clients
Also called Commercial Awareness Training for Services people
Do your Systems engineers
just want to deliver the project and get out?
Do your project managers do a great job
delivering but are just not opportunity aware?
Do you incur all the expense of landing
a new client but then you do not expand
into new areas?
Think that the services team is bigger than the sales team?
Do the services team spend more time with clients than anyone else?Think they could be more opportunity aware?
Our Rainmaking or Business Development Training
Could be just what you are looking for.
Our Business Development Training will give your services teams and
consultants the confidence and wisdom to develop
more business opportunities in your existing clients
They'll succeed at really understanding what your clients need.
How would practical and easy ways to find new business work for your team?
Could that be an inexpensive way out of the recession for your business?
You don't need to hire anyone.
You just need to make improvements to the team you have
Click here for a slide deck on how we see the issues and our initial thoughts on how to improve performance
Rainmaker Introduction to the Program (317 KB)
When it's 5 to 11 times less expensive to get business from existing clients
than finding new clients then training your team to generate
more business opportunities for you to sell more services has got to make sense
What type of Business Development training topics do we offer?
Preparing for Successful Business meetings
Developing Customer Rapport quickly
Becoming a Trusted Advisor
The art of great questions
Listening Skills to hear the Hidden deals
The secrets of successful Rainmaking
What Rainmakers can and cannot do
Finding the hidden deals
How to get more revenue from Existing clients
Presenting your Compelling Business case
All Tailored to your teams specific needs
Take advantage of our no obligation, completely free offer
Email us, put “ Business Development Training ” in your subject line add your contact details
We will arrange an "All Ears meeting" to really get to know you
We’ll get an understanding and write up our initial recommendations
You can go ahead with our recommendations or use them with others
Our promise is that you’ll have 2 useful and free suggestions from us
How do we deliver the Rainmaking or Business Development training to you?
On your site 
We will tailor the content and deliver it to your specific needs
What’s the business case for Business Development training
for Services Teams to find additional business opportunities?
- Who is closest to your customer for most of the time?
- How many business opportunities are generated by the services team?
- If you get an opportunity early do you increase your chances of winning?
- If everyone in services found 1 business opportunity what would that be worth?
- If we could do that and still have them be Trusted Advisors to your clients?
- Training a team of services people will pay for itself in improvements in revenues
What have other people done? What success have they had?
What did their return on investment on the business development training look like?
- One of our clients had us run a workshop for 12 of their IT Consultants
- 2 weeks later they had discovered business opportunities
- The opportunities were worth over 10 times their investment in our training
What might a business development training program look like specifically tailored to your needs?
- We’ll jointly define success and our measures
- We’ll take a look at your systems and process that support a change like this
- You services teams will remain trusted advisors to your clients
- There may be some training and development and coaching of the coaches
- Some processes changes and some stakeholder management
- The people who your clients really trust will become business developers
- We may also create a tailor made Memory Jogger for you too
- Maybe a planner for client appointments like this one..
- Maybe a series of questions for Services deliverers to ask? Example Business Development Questions for Consultants (402 KB)
What do people say that have attended the business development training programmes?
- “You made me consider the communication that I have with clients and how much I need to follow through with them”.
Philip Bowditch - “You removed misapprehensions. I realise that rainmaking isn’t hard core selling just relationship building” Gary Deane
- “It’s a great framework to sell yourself and your company. I feel more at ease with “Selling” John Sincliar
- “I have a better understanding of the way in which consultants can assist the sales process”. John Coppins
- “I wanted to understand how consultancy could benefit / influence sales. You showed me how” Stuart Wileman Nexor
- “I now realise that this can be viewed, not as sales, which is a huge step to getting buy-in from the techies!"
Alison Hollingworth Nexor - “I liked the many and varied exercises –putting techniques into practice illustrated it best for me”
Steve Parker
What are the business benefits of delivering the business development training program?
- MORE Satisfied Customers, who return more often
- MORE of your staff really interested in client issues and satisfaction
- MORE and better business opportunities for all
- MORE turnover and profits without significantly increasing costs.
- MORE Services and Delivery people happy in their role within the company
Here's an example client who had us run a business development training
- Our most recent client had a UK wide services team which was under performing
- We were asked to set up a training program to improve the business development skills in the organisation.
- We were also asked to look at the client development process
- Once we had the process documented and we had a new ideal process then we trained the team on their business development skills and specifically which skills were useful where in the new process.
- Within a few months “significant” improvements in the services figures more than justified the training and coaching expenditure
Who would actually train our teams if we ran the business development training program?
Experienced and Specialist Business Development Training deliverers.
Here are just two examples of the calibre and experience of our trainers...
Elwyn Hopkin: Business Development Training specialist
Elwyn has over 25 years experience in the IT industry,
the majority of which has been in the support and services sector.
He was promoted to Director of Software Services for the UK
and then to a pan-European role leading an EMEA consulting practice.
Elwyn has delivered this training to a number of IT Consulting teams
Rob Biggin: Rainmaking or Business Development Training specialist
He was Area Sales Director Of Hewlett-Packard before becoming Category Managing Director Of the Healthcare Business Unit in UK and Ireland and to European Marketing Director of HP’s Multi $bn IT Services Business.
Rob has trained teams and individuals on Rainmaking in companies as diverse as TMP UK Ltd, Unicus , Emunio, Regus, Jones Lang LaSalle, Accident Exchange and Hewlett-Packard and recently into the EMEA team of VMware
If the business development training program looks like something that would suit you…
What should you do now? You have a number of options:
Call us on 0845 652 1955
- We are an experienced team, focused and small in number
- And like to keep busy... so if you want to be first in the queue this is the option to choose
Take the Rainmaker Challenge on business development training:
Email us info@rainmaker-coaching.co.uk
Describe your situation and your issues in 5 lines or less
Our consultants will respond back with 2 suggestions in 2 working days
Take advantage of our no obligation, completely free offer
Email us, put “ Business Development Training ” in your subject line add your contact details
We will arrange an "All Ears meeting" to get to know you
We’ll get an understanding and write up our initial recommendations
You can go ahead with our recommendations or use them with others
Our promise is that you’ll have 2 useful and free suggestions from us
TESTIMONIALS
Dr Keith Dawes of Windsor Scientific Ltd says
“Rainmaker Coaching is a key element of our internal training regime. Whether it is Sales Training, Time Management, Management Mentoring, Rob has carried this out in a professional manner using his in depth knowledge and skills.
His approach is personal and he therefore seeks to adapt his approach to what is relevant to the company. We would recommend Rob to any SME who needs to move their company forward”
