HOW WE DOBIS AT

MERIDIAN

A Strategy for Building Relationships and Business Growth

What Was HappeningRecession District’s largest private sector employer closedOther companies downsized/consolidatedChange in MTC and BIS Leadership

WE HAD A CHOICE…..

or

3 Key Tenets

1.Think like Rainmakers

2.Work Collaboratively

3.Value Relationships over Revenue

The RainmakerAmerican Indian tradition exalts

the Rainmaker.

“The Rainmaker used magical powers to bring the rain to nourish the crops to feed the people. Without the rain, the people would weaken, die, or have to move elsewhere.

Today, a Rainmaker is a person who brings revenue into an organization, be it profit or not-for-profit. The revenue comes from customers and donors. That revenue is the aqua viva – lifeblood- of the organization. Without it the organization will die. “

-Jeffrey J. FoxHow to Become a Rainmaker

How To Be a Rainmaker:

•Talk about “Why” – why would a company want to do business with us?• Involve the entire BIS Staff in the process.•Target key businesses.•We talk objectives and outcomes before we talk about price.•Connect with clients even when it is not about training.•Deliver on our promises!

Collaborate!•Make joint client visits•Communicate (stand-up meetings, CRM)•Connect with community resources•Tap into school resources•Tap into system resources

Focus on relationships with

our clients not revenue goals!

•Helping Clients Succeed principles•Keep in touch regularly•Do what is right for the client•Viewed by many clients as a trusted business advisor•We have fun!

Our Outcomes: • Increased enrollments by 103.7% from FY11-FY13•Grew Type 16 by 30% in from FY12 to FY13• Able to provide 25% more EI funding to clients in FY13• Provided customized training to an average of 21 new clients each year• Added services to 10-12 clients each year• Renewed relationships with 4-5 clients each year