Rain Making: Turning Relationships into Economic Value

Chicago Booth Alumni Club of Chicago

March 30, 2009: 6:00 PM - June 1, 2009: 8:30 PM

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 offers 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 covers key concepts and practices from the Rain Making training provided to leading professional services firms (costing several thousand dollars per participant).


Gleacher Center
450 North Cityfront Plaza Drive
Chicago, Illinois

Event Details

* March 30th – Building Relationships: The Two-Step Process where you will learn (and practice) an organized, disciplined and proactive approach that applies to both extroverts and introverts. * April 27th - How to Optimize the Value of an Event where you will learn not to just “show up” at events but to be prepared to increase your ROI. You will plan for your next event, discuss how to “work the room,” and then learn how to “follow-up” in order to attain the results you seek. * June 1st - Social Networks and LinkedIn: Gaining Enhanced Business Value teaches how to capitalize on this valuable resource by actively managing your network, including practical techniques for maximizing the value of the contacts you make. The registration fee includes a light dinner at each meeting, and a copy of the course textbook “Rain Making – Attract New Clients No Matter What Your Field”. The course includes several interactive exercises, specific “homework” assignments after each session, and participants will be encouraged to support each other in attaining the results they seek. Accordingly, this course will be of greatest value to those participants who are prepared to take action to maximize the value of their relationship networks. Interested alums are advised to act quickly. Capacity is limited, and previous Booth Alumni Club courses have filled up very quickly.


$75 Members/Guests, $120 Non-Members


Register Online

Deadline: 3/25/2009

Speaker Profiles

Gary Pines (Speaker), Harding & Company

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. His clients have included organizations like DLA Piper, The National Association of Women Lawyers, Ernst & Young, Oliver Wyman/Mercer Management Consulting, Russell Reynolds, and Navigant Consulting. Gary's background includes actuarial, benefits and human resource consulting with an emphasis on business development. Gary spent almost twenty years with Towers Perrin, a global human resource consulting firm. He successfully developed business with major corporations that included Baxter International, Sears, Kraft Foods, McDonald’s, The Northern Trust Bank, Ameritech, Brunswick Corporation, The Chicago Mercantile Exchange, The Chicago Board Options Exchange, Leo Burnett and others. In the past two years Gary has spoken to The National Association of Women Lawyers, The American Bankers Association, The Executives’ Club of Chicago Professional Services Group, alumni groups of The University of Michigan, The University of Chicago and Northwestern’s Kellogg, The Women’s Mentoring & Alliance Assn., The Chicago Real Estate Women, The Society of Actuaries Chicago Actuarial Association, The Business Executives Association, and The Turnaround Management Association. 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. Gary is an actuary and a Fellow of the Society of Actuaries. He has a BA degree from Lawrence University and a masters degree in actuarial science from the University of Michigan business school.


Dennis Aust