"Confidence is the foundation of all business relations," said William J.H. Boetcker. "The degree of confidence a man has in others, and the degree of confidence others have in him, determines a man's standing in the commercial and industrial world."
Today, more than ever, confidence is essential also in the service industry. Custom Rainmaker Academy Courses give your firm's associates the knowledge and skills needed to handle even the prickliest of client problems with confidence and success.
CPE: 8 Hours
show/hide details
Five-Star Client Service I/Internal focuses primarily on your internal staff, teaching the concept that you cannot provide excellent external service if you do not first practice excellent internal service. Five-Star Client Service helps participants expand that focus by understanding, improving and managing client perceptions. Five-Star Client Service helps participants:
• Develop the highest level of quality client service.
• Understand client needs and wants.
• Improve collections and reduce the billing cycle.
• Increase firm efficiency.
• Keep services on track, on time and on budget.
• Overcome clients' price resistance and anxiety.
CPE: 8 Hours
show/hide details
This course helps financial professionals understand the marketing process, identify marketing opportunities and effectively communicate their firm's competitive advantage in the marketplace. By developing their understanding of the marketing cycle, participants will:
• Build client loyalty.
• Delight current clients with your service and make them more profitable.
• Manage client expectations.
• Generate more referrals from your clients.
CPE: 8 Hours
show/hide details
This interactive program is designed to improve marketing communications through a better understanding of yourself and the different temperaments of others. Through a series of self-profiling and role-plays, participants learn to:
• Better understand their own unique behavior style.
• Understand their personal strengths in order to participate in the firm's marketing activities.
• Understand client styles in order to facilitate smoother communications.
• Use new strategies for improving communications with prospects, clients and team members.
• Build more confidence and trust with clients and prospects.
CPE: 8 Hours
show/hide details
An established referral network directly boosts a professional's business-development capabilities. This program teaches a prospecting system that features proven techniques for building comprehensive and effective referral networks. As a result of this course, participants understand the value of referrals and learn to:
• Generate appointments to ask for referrals.
• Know when and where to ask for referrals.
• Know when NOT to ask for referrals.
CPE: 8 Hours
show/hide details
This interactive program helps accountants and consultants begin developing personal marketing skills and define their role with the firm's overall marketing effort. Extensive role-playing introduces participants to all aspects of the marketing cycle. This course teaches participants to:
• Discover the value of developing personal marketing skills.
• Learn relationship marketing.
• Understand the four basic communication styles.
• Build their own business network and improve their commitment to practice growth.
• Select their own marketing method from an array of practice-building ideas.
• Understand a buyer's decision criteria.
CPE: 8 Hours
show/hide details
Successful rainmaking firms price their services commensurate with the market-value perceptions of their clients. Market-Pricing Skills helps accountants climb the client's "value ladder" so that their firm receives top compensation. As a result of this course, participants learn to:
• Overcome clients' price resistance.
• Understand buyers' pricing emotions.
• Explore pricing strategies of other professionals.
• Improve the firm's value proposition and market-value perception.
CPE: 8 Hours
show/hide details
Personal Selling Skills introduces participants to the 12-step selling process. Accountants develop a greater confidence in selling their services, and as a result of this course, participants learn to:
• Target and qualify prospects more effectively.
• Develop an appropriate call plan for each prospect.
• Turn obstacles into opportunities.
• Gain access to key decision-makers and close the sale.
CPE: 12 Hours
show/hide details
All successful business developers agree - the two most important skills in the entire selling process are listening and probing (i.e., questioning). These skills can also be applied in other areas of responsibility, such as recruiting and supervising. This program helps participants to:
• Effectively read nonverbal communication.
• Listen for meaning and discover hidden agendas.
• Probe for information to qualify prospects.
• Remember facts, figures and other critical elements of a conversation.
• Listen to understand, not to respond.
CPE: 8 Hours
show/hide details
Implementing an Advisory Board for your accounting firm can be highly profitable by helping you gain valuable business ideas from other businesses and professions as well as new clients. From this program, participants learn the:
• Nine mistakes to avoid when forming an Advisory Board.
• Three keys to successful Advisory Board implementation.
• Step-by-step approach for Advisory Board implementation.
• Harvest program to stimulate referrals.
