Building a Sales Roadmap and Balancing Business Development with Client Relationships for CliftonLarsonAllen LLP.
CliftonLarsonAllen LLP (CLA) is a major wealth advisory, outsourcing, audit, tax, and consulting firm, serving 14 different industries, across 130 offices. With 9,000 employees, they pride themselves on being “The Heartbeat of America,” emphasizing trust and reliability with their clients.
CLA employees were burning out trying to take care of existing clients while also curating new business opportunities for the future. They needed to acquire the skills and the right CRM program to grow sustainably and change their existing acquisition approach from a self-described game of “whack-a-mole” to a consistent pitch for the company, despite its wide range of offerings.
They’d worked with other consulting firms in the past, but it started to feel too sales-y and were constantly getting upsold without getting to the core of CLA’s issues. CLA needed advice and training, not a sales rep.
Rainmaker helped CLA hone their sales process, enabling employees to dedicate ample time to both existing and prospective clients without burnout.
Through the Pilot Pro Academy program, CLA undertook a new philosophy and workflow design built around “flexing different muscles” and not only focusing on “being the voice of the people but doing the work of the people.”
Rainmaker and CLA wanted the most inexperienced people to be able to leave the course and feel confident in their ability to sell. They did that, and more.
They’d worked with other consulting firms in the past, but it started to feel too sales-y and were constantly getting upsold without getting to the core of CLA’s issues. CLA needed advice and training, not a sales rep.
Rainmaker knew that in order to help CLA, they had to get to know them in a meaningful way. Coaches took the time to understand what CLA was doing and where Rainmaker could fit, but getting buy-in from skeptical employees already feeling burnt out was critical.
Resources
To encourage adoption of both the program and a new CRM, Rainmaker needed CLA employees to trust them and see why they were different from past training companies. To do this, Rainmaker focused on the philosophical, not the tactical — having employees see the “why” behind their work.
The Outcome: CLA has Seen Unprecedented Success.
60% win rate with prospects
1,500 principles and signing directors through the Pilot Pro Academy Program
Higher value deals from existing clients
Related Successes
CliftonLarsonAllen LLP (CLA) is a major wealth advisory, outsourcing, audit, tax, and consulting firm, serving 14 different industries, across 130 offices. With 9,000 employees, they pride themselves on being “The Heartbeat of America,” emphasizing trust and reliability with their clients.
CliftonLarsonAllen LLP (CLA) is a major wealth advisory, outsourcing, audit, tax, and consulting firm, serving 14 different industries, across 130 offices. With 9,000 employees, they pride themselves on being “The Heartbeat of America,” emphasizing trust and reliability with their clients.
“Through the Strategic Growth Advisor relationship, Rainmaker has been a tremendous resource to us by helping us focus our efforts on the deliverables that we wanted.”
“I can’t tell you how much this experience has meant to me. Hands down it has been the best training program I have ever participated in. Thank you for an outstanding experience. Clearly one of the best business investments I’ve ever made!”
“Rainmaker took a refreshingly different approach to selling – one rooted in understanding our clients as people first. Their training was highly practical and grounded in real-world experience. The program brought our global firm closer and strengthened our ability to serve clients as one team.”
“I have been a part of various trainings focused on sales and business development. Probably the most focused, formal training I have received was The Rainmaker Academy. During the program, I was able to close the deal on over $800,000 worth of business.”
“The results have been exceptional. From a pure ROI standpoint, the program has more than paid for itself. But what stands out even more is the development of our people and the positive impact on our clients. These aren’t just better rainmakers – they’re better advisors and teammates.”
“The Rainmaker team took the time to have a conversation … They didn’t ask ‘What do you need?’ but rather, ‘How does what you need fit into your goals?’ ”
“They understood that this was not just about selling more. It was about giving our team a better way to serve clients, build trust, and grow without burning out.”
