1. www.TheRainmakerCompanies.com

2. We help accounting firms grow.

3. Setting the Stage for Success

4. Change

5. Objectives 1.Improve time utilization skills 2.Develop a process for delegating 3.Understand behavioral styles and how they affect relationships 4.Become aware of the buying and marketing processes 5.Develop and execute a Revenue Action Plan

7. Top 10 Reasons I want to Help Our Practice Grow

8. Quadrant I Quadrant IV Quadrant III Quadrant II Important Unimportant Not Urgent Urgent

9. Quadrant I Quadrant IV Quadrant III Quadrant II

10. Time Utilization Workshop

11. Principles of Delegation Evaluate Motivate Plan Oversee Work Evaluate Review Evaluate Motivate Plan Oversee Work Evaluate Review

12. Preparing to Delegate What are you doing now?

13. Delegation Plan

14. What We Planned Our Results What We Learned How We Will Change The After Action Review

16. DominantInfluencerConscientiousSteady DiSC Profile

18. Effective Marketing A communication of the truth to clients or prospects in an interesting manner with the expectation of a positive result.

20. Products Accounting Services 40% Closing 10% 30% Presentation 20% 20% Needs 30% 10% Relationship 40%

21. Changes over time Needs Develop Options Evaluated Decisions Made The Buying Cycle

22. Marketing and Selling are Processes

25. Opportunities to sell additional services Practice BD skills Top 7 Clients Centers of influence People with similar clients Top 7 Referrals Fits into the sweet spot Pre-qualified Top 7 Prospects

26. Not a current focus Could move up The Farm Club 40%-Identifying, qualifying 20%-Doing the work 40%-Closing the sale Credit Advertising Articles and presentations Organizations Additional personal contacts Marketing Activities

27. Top 7 Clients Top 7 Referral SourcesTop 7 Prospects

29. Great coaches…

30. Agree on the need Agree on the solution Follow up Give recognition

31. Meet RAP Workshop Challenges Keep notes

32. The Rainmaker Companies says… Thank You!