Focused Expertise
Year One of The Advanced Rainmaker Academy focuses on understanding why proposals are won and lost and securing top market pricing.
Prerequisite: Completion of The Rainmaker Academy® or documented sales of $125,000 for two years.
Level: Advanced / Prerequisite: Completion of The Rainmaker Academy or documented sales of at least $125,000 for the previous two years / CPE: 7
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THE ADVANCED RAINMAKER ACADEMY
Advance 1
This session is designed to help participants understand why proposals are won and lost. Rainmakers will study negotiation tactics and how to apply them to secure a successful engagement. Proposals will be client specific and centered on client needs and wants. Rainmakers will use advanced listening and probing skills to truly understand the client’s perspective.
• Draft and deliver a compelling, client-securing proposal.
• Refine your listening and probing skills.
• Develop negotiation strategies to create win-win engagements.
• Focus on bringing solutions to your client’s most pressing needs and challenges.
Level: Advanced / Prerequisite: Completion of The Rainmaker Academy or documented sales of at least $125,000 for the previous two years / CPE: 4
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THE ADVANCED RAINMAKER ACADEMY
Advance 1
For each half-day Proposal Lab — a dynamic, interactive new element of The Advanced Rainmaker Academy — selected participants will be asked to bring and present a lost or upcoming proposal to class. Constructive feedback from faculty and class peers will help them dramatically improve both their proposal and their presentation skills. Included in this session will be time for One-on-One coaching with either the Rainmaker instructor or a class peer.
Level: Advanced / Prerequisite: Advance 1 / CPE: 7
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THE ADVANCED RAINMAKER ACADEMY
Advance 2
Designed to secure top market pricing, this session will expand the skills of listening, questioning and negotiation to communicate to new clients the value of the participant’s firm. Price objections will no longer be a barrier to obtaining the marketplace’s most desirable prospects.
• Position your firm to secure top market pricing.
• Understand common price objections and how to overcome them.
• Assure top prospects of your firm’s ability to deliver premium service.
Level: Advanced / Prerequisite: Advance 1 / CPE: 4
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THE ADVANCED RAINMAKER ACADEMY
Advance 2
For each half-day Proposal Lab — a dynamic, interactive new element of The Advanced Rainmaker Academy — selected participants will be asked to bring and present a lost or upcoming proposal to class. Constructive feedback from faculty and class peers will help them dramatically improve both their proposal and their presentation skills. Included in this session will be time for One-on-One coaching with either the Rainmaker instructor or a class peer.
