Networking And Rainmaking


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The Introduction to my Rainmaking Course

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Networking And Rainmaking

  1. 1. Networking and Rainmaking Andy Morffew
  2. 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 2 Ref:
  3. 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. 3 Ref:
  4. 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 4 Ref:
  5. 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!!! 5 Ref:
  6. 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 6 Ref:
  7. 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 7 Ref:
  8. 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. 8 Ref:
  9. 9. The Affinity Principle u A network made up of people who share business concerns will produce higher returns than a less focused one. 9 Ref:
  10. 10. The Mindshare Principle u You must come to business contacts’ minds when they face the kinds of problems you can solve. 10 Ref:
  11. 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 11 Ref:
  12. 12. The Time Allocation Principle u Networking won’t happen unless you make time for it. 70% Utilisation Do-er Senior Executive 45% Utilisation 12 Ref:
  13. 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) 13 Ref:
  14. 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. 14 Ref:
  15. 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 15 Ref:
  16. 16. Remember……. You’re dead in the water until you tell a new contact something they don’t know! 16 Ref:
  17. 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 17 Ref:
  18. 18. It is easy to produce deliverables to give to a contact to “earn the right” Clippings Surveys Reports Papers 18 Ref:
  19. 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 19 Ref:
  20. 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 20 Ref:
  21. 21. Professionalism is about the care you take Professionalism is in the detail 21 Ref:
  22. 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 22 Ref:
  23. 23. This is all because….. Customers give business to people they want to work with! 23 Ref: