2009 Rain Making

Strong relationships are crucial for success, particularly in a difficult economy, yet the practical skills of relationship-building are too often overlooked. Through special arrangement, the Chicago Booth Alumni Club offered a three-session, hands-on class providing practical training to help alums become more effective at relationship building for business development, managerial effectiveness, sales, or job hunting. The course covered key concepts and practices from the Rain Making training provided to leading professional services firms (costing several thousand dollars per participant).

Course leader Gary Pines is a sales/business development trainer/coach specializing in professional services … working mainly with the “doers” of the work who also will have to be “sellers” of the work. He has worked with many different types of professionals including lawyers, accountants, management consultants, actuaries, wealth management professionals, and executive search recruiters.

Gary has co-authored the following articles: Actuaries Can Sell, The Value of LinkedIn, Revenue Risk Management, FEAR: The Obstacle to Rain Making Success and contributed a chapter to Ford Harding’s 2008 book, Rain Making – Second Edition.