networking and rainmaking

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Networking andNetworking andRainmakingRainmaking

Andy MorffewAndy Morffew

2 Ref:[email protected]

Rainmaking Workshop Agenda

u Introduction and aims of the workshopu Networking and creating value with ideasu Building relationships that produce

businessu Working your A-listsu Face to face with the clientu Role playsu Discussion on what has been learned


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 withouttraining.

u We’ll discuss techniques, share experience anddevelop your way of Rainmaking.


What is Rainmaking?

u How the professions sellu Today everyone sellsu Non-Sales people need help to sellu Find the right role for senior peopleu And a recession is the time to step up

the rainmaking


Networking Summary

You needu A very large networku 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!!!


What Networking isn’t

u Going to meetings and events that are not the world of yourcustomers

u Attending conferences and swapping business cards at thebreaks

u Attending events and not extending your credibilityu Filling your contacts database with the names of people who

don’t know who you are


In Ford Harding’s book on Rainmaking he givessix basic principles

The Investment PrincipleThe Affinity PrincipleThe Mindshare PrincipleThe Numbers-Game PrincipleTime Allocation PrincipleThe Accumulation Principle


The Investment Principle

u The value of a network of market contacts is worthmore than the sum of its parts and that value growsgeometrically with the size of the network.


The Affinity Principle

u A network made up of people who share businessconcerns will produce higher returns than a lessfocused one.


The Mindshare Principle

u You must come to business contacts’ minds whenthey face the kinds of problems you can solve.


The Numbers-Game Principle

u You have to pursue many to win a few, and if youpursue enough, the chance of winning becomes high.

100 Attempts

80 Meetings

30Click

15 LastingContacts

5 ProduceBusiness


The Time Allocation Principle

u Networking won’t happen unless you make time for it.

Do-er

Senior

Executive

70% Utilisation

45% Utilisation


The Accumulation Principle

u If you can hang onto your contacts and add others,your business will grow faster than if you do one orthe other.

0102030405060708090

100

1stYear

2ndYear

3rdYear

4thYear

5thYear

Contacts

(My personal contacts database is maintained at 400 active contacts)


Regardless of what you are told or read, it’s whatworks for you

Any ideas you use will have to betailored to your style/approach. Atthe end of the day - you have to putsome of yourself into this.


“Earning the right” with your contacts meansgaining acceptance

u Why should anyone think you have something tooffer?

u You have to let people know you have something tooffer and telling them that you have something tooffer doesn’t do it - they need to see/hear it forthemselves

u Being an executive does open some doors but notall


Remember…….

You’re dead in the water untilyou tell a new contact

something they don’t know!


Things your contact will not know (probably)

u Your business experiencesu Breadth - working with many companiesu What other companies are doingu Specific surveys or studies you have carried outu Things you have heardu The results of your contacts with outside groupsu The best approach - based upon your experience


It is easy to produce deliverables to give to acontact to “earn the right”

Clippings

Papers

Reports

Surveys


Doing business favours for contacts is a goodway to build the relationship (within limits)

u Don’t expect or ask for a return on the businessfavours you do

u Just do small favoursu You will never be forgotten if you go the extra mile

u My aim has always been to make mycontact a success in any way I can


Watch the sensitivities - These are things mycontacts say they like

u Very flexibleu Always, always extra politeu The small things - the little touchesu Always exceeding expectationsu Professional (an image thing?)u Consistentu Source of information (my contacts)

– Internal– External

u They know this is about them


Professionalism is about the care you take

Professionalism is in thedetail


A good business relationship can easily beidentified

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-termu The contact will call and ask for helpu The contact would like to help youu You are “business friends”u You have regular, (perhaps frequent) contact


This is all because…..

Customers give business to people they want to work with!

networking and rainmaking

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