Rain Making: Turning Relationships Into Economic Value

Chicago Booth Alumni Club of Chicago

October 26, 2009: 6:00 PM - 8:00 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 four-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.


Gleacher Center
Sixth Floor, Room 600
450 North Cityfront Plaza Drive
Chicago, Illinois

Event Details

The course covers key concepts and practices from the Rain Making training provided to leading professional services firms (costing several thousand dollars perparticipant). We welcome back GaryPines of Harding and Company for this four part series: October 26th - A refresher of our Spring 2009 Session: In this session we will review How to Build Relationships where you will learn (and practice) an organized, disciplined and proactive approach that applies to both extroverts and introverts. Additionally, we will revisit How to Optimize the Value of an Event where you will learn not just to show-up at an event but to be prepared to increase your ROI. December 7th - Becoming an Expert: How Professionals Build Reputations and Generate Leads where you will learn about writing and publishing an article, finding a podium, how to organize seminars and conferences and get publicity. February 1st - The “hard” stuff: What to say on your phone calls, how to ask for the advance and/or the business, following up without being a pest and other issues that can help turn relationships into economic value. March 1st - Managing your network: Where you will learn how to stay in touch with your existing network, learn how to best allocate and spend your time and learn about tools that are available to help you manage the process. The registration fee covers all four sessions and includes a light dinner at each meeting. 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.


Registration fee of $80 includes all four sessions and a light dinner at each session: Oct 26th, Dec 7th, Feb 1st, Mar 1st


Register Online

Deadline: 10/26/2009


6:00 PM-8:00 PM: Registration fee includes all four sessions and a light dinner at each session: Oct 26th, Dec 7th, F

Speaker Profiles

Gary Pines (Speaker), Harding and Company

Gary Pines of Harding Company is a sales trainer/coach for professional service firms. He helps to transition "doers" of the work to also become "sellers" of the work. Helping the doers of the work to "Develop Relationships and Turn These Relationships into Economic Value" "The Business of Creating Rainmakers." Key areas of content: relationship building, new business development, having a consistent business development routine, having a vibrant contact list, using social networks; like LinkedIn, conducting face-to-face meetings.


Denise Beach