CERV Model: Keys to Business Development Success and Rainmaking Performance in Professional Services

To learn more about rainmaking, listen to Mike Schultz's podcast on his Services Marketing Blog at http://www.servicesmarketingblog.com/rainmaking-and-recovery-from-the-recession.

Mike Schultz, President of Wellesley Hills Group, co-author of Professional Services Marketing (Wiley, 2009), and co-founder and Publisher of RainToday.com, explains the four roles of a rainmaker through the Wellesley Hills Group's CERV Model, a system the firm uses in business development training and coaching work with clients.

The first hat a rainmaker must wear is communicator, both in one-on-one conversations and in one-to-many settings, such as presentations. Next, a rainmaker must be an entrepreneur, someone that can consistently connect the value they offer with the needs of a client or prospect. The third is relationship-builder. A rainmaker is someone who must be able to cultivate existing relationships, as well as expand their network and create new ones. Lastly, a rainmaker must be a value-developer. They need to convince buyers that the value they offer meets the buyer's need in order to consistently move prospects through the sales pipeline driving revenue growth.

Category:

Education

Tags:

• marketing
• branding
• selling
• rainmaking
• lead generation
• business development
• professional services
• wellesley hills group
• strategy
• growth
• increasing revenue
• brand strategy
• sales coaching
• sales training
• mike schultz
• john doerr
• bob croston
• erica stritch