Unleashing Rainmakers: Developing a Business Development Culture in Your Business

Do you remember the class you had in college on how to network, build relationships, differentiate, follow up, and get new clients? Of course not, because there was no such class. The same is true for all of your professionals and yet all of these are the reality in professional services today. The trouble with college is that it didn’t teach you how to build your professional services business and many of us never had any training on how to build relationships and grow your firm.

Today’s reality is that it’s no longer good enough to just be good at what you do. Business success for professionals requires training, skill development and execution around relationship building and business advice. Professionals must go beyond being an excellent accountant or lawyer and leverage their other skills and connections to become more of a business builder.

How would your firm be different if your professionals were consistently and predictably doing the right things well to build relationships, generate new client opportunities, and expand relationships with existing clients? This program delivers proven skills and strategies for consistently building relationships that will help any firm grow with a business development culture.

Learning Objectives
  • Skills and mindsets for building relationships that will grow your business
  • Keys to referral success
  • Strategies for impactful networking
  • Tools for building your relationship toolbox
  • Different ways to add value to your clients and their business
  • A systematized approach for your business development efforts

Major Topics
  • Relationship building strategies
  • Networking do’s and don’ts
  • Follow up strategies
  • Developing your actionable business development plan
  • Differentiation strategies
  • Ways to change the conversation
  • Leveraging your time and conversations
  • Identifying and overcoming the primary business development obstacles
  • Tactics for adding value to clients and relationships
  • The Earn the Right mindset
  • Core “sales” elements for professionals

Who Should Attend

All levels of accounting, legal and financial professionals who are seeking to enhance their business development skills and outcomes.

Fields of Study
Communications and Marketing



Business Learning Institute

CPE Credits


This course is available for your group as:


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