SMITH-TRG\’s 2010 \’Strategic Business Development\’ advisory/consulting work indicates a growing number of emerging growth and mid-market company CEO\’s are now on the hunt for talented \’Rainmakers\’ to help them target, pursue and secure new multi-million dollar deals with existing and prospective customers.

1. Copyright 2011 SMITH-TRG, All rights reserved.
rai nmakers
By: Richard D. Smith, CEO, SMITH-TRG

2. Copyright 2011 SMITH-TRG, All rights reserved.
Rain-mak-er
- noun -
-Slang - an executive with exceptional
ability to attract clients, use political
connections, increase profits, etc. . .
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3. Copyright 2011 SMITH-TRG, All rights reserved.
Why CEO’s of today’s successful businesses seek
Rainmakers . . .a SMITH-TRG C-Suite report.
Based on SMITH-TRG’s work across high-tech, media and telecom
industries/lines-of-business, research, and rainmaking experience.
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2010 - CEO retrospective. . .
(CEO’s of successful emerging growth & mid-market enterprises)
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annual revenues/source breakdown
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33% average per category
 long-term ongoing client relationships
 clients who buy periodically
 new work from new clients
(averages across successful businesses)
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business development approach
B2B - four channels of activity . . .
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an appropriate mix of
thought leadership, public
marketing & relations, briefings, speaking
communications - engagements, advertising to
build brand and awareness
of capabilities
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constantly working their
network of contacts to
senior build their personal brands,
professionals - widen their circle of
prospective clients, and
close business
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formal programs to
client relationship deepen relationships with
key revenue clients and
management - nurture clients with product
or service growth potential
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integrated marketing and
new business lead generation programs
generation - to find new opportunities
and constantly fuel future
revenue pipeline
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six take-a-ways
(CEO acknowledged lessons learned)
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Finding new business opportunities,
with prospective clients who have never
used their products/services, is the most
difficult part of the selling process.
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The more senior the prospective client and
the larger the potential dollar value of a deal
the more difficult and expensive the effort.
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It can take six to twelve months of multiple
touches to gain commitment for an initial
meeting and that is just the beginning!
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Once you have met the prospective client,
you must manage the often long process
of developing the relationship to the point
of generating a selling opportunity.
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Client relationship management is most often
addressed by assigning an account manager.
Frequently, a mid-skilled (non strategic ‘hunter’
by nature) business farmer on low risk – ‘keep
customer happy’ - compensation plan!
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Lead generation and pipeline management
take a significant amount of time/money and
a great deal of effort and are not an effective
use of senior professionals’ time.
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net net
time = money!
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how much time does it take
 to do 'buyer-seller dance'?
 to 'land' a new customer?
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CXO’s did
time-value math. . .
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annual core costs
Senior Sales Mid-Skill Sales
$100k base $70k base
$40k overhead $28k overhead
$50k travel $20k travel
$3m quota $3m manage
$75k @100% $50k@ 100% retain
$265k total $168k total
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23. Copyright 2011 SMITH-TRG, All rights reserved.
rainmaker cost/benefit
Strategic Sales Value Impact
$200k base sales cycle reduced 50% +/-
$80k overhead hunts multiple $5m + deals
$70k travel focuses on higher-margins
$5m quota manages client post sale
$150k @100% builds C-Suite relationships
$500k total Saves Co. $500k +/-
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consensus decision
skill-up & scale-up B2B sales
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rai nmaker
intangible attributes . . .
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the best rainmakers are no different
bring clients and when they sell their
cash into their firms services than when
because they . . . they deliver their
services
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great rainmakers sell as they serve . . .
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they prepare . . .
they listen . . .
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they care about their
they solve problems clients’ well-being
and success
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they are interpersonally sensitive
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they can either push the limit
or slow down when it is in
the client’s best interest
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that their clients
they create new
didn’t know were
futures for clients. . .
possible
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they meet mutually set expectations
over and over again, build trust
relationships and two-way confidence
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the best rainmakers are ethical at all times
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rai nmakers
when strategic business development matters most . . .
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36. About Richard D. Smith
Richard D. Smith is founder of SMITH-TRG, a
Washington DC based business performance
and value creation consulting firm. Richard as
Copyright 2011 SMITH-TRG, All rights reserved.
CEO/Managing Principal leads all engagement
lifecycle activities from relationship development
to engagement management and provision of
‘results-measurable’ deliverables. He also leads
SMITH-TRG’s Global ‘Strategic Business
Development Practice’ that assists businesses,
small to large, secure high-impact high-value
contracts/deals.
Richard leverages his 25+ years of consulting,
engagement management and enterprise
leadership experience in start-up, pre/post IPO
and Fortune 200 (CSC, MCI, IBM) operating
environments, business development across
industries & international markets, and
technologies to enable stakeholders to capitalize
on anticipated changes in customer priorities and
their competitive landscape.
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37. Copyright 2011 SMITH-TRG, All rights reserved.
questions or comments. . .
RDSmith@SMITH-TRG.com
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