“In every endeavor, people make the
difference, and just one person has the
power to make a profound difference in
the lives of so many people.”
“With physical and financial capital
having been replaced by human capital as
the economy’s driving force, the
knowledge, skills and experience of
people have become this country’s scarce
resource.”
Quotes by Lowell Milken
CPA
Consultants
Attorneys
Business Owners
What if we could take 2 common business
concepts- Human Capital and combine it
with Value Add to create a new business
strategy as advisors and business owners



The skills, knowledge, and experience
possessed by an individual or population,
viewed in terms of their value or cost to an
organization or country
Human Capital for most of us, is our most
important asset
Other businesses most overlooked asset
category


“An analysis of capital structure should
recognize that most balance sheets are
dramatically inaccurate because (with the
exception of sports franchises) they fail to
include the value of human capital” Mike
Milken
Our we using our human capital to the best of
our ability?

Outside of economics, value added refers to
"extra" feature(s) of an item of interest
(product, service, person etc.) that go beyond
the standard expectations and provide
something "more" while adding little or
nothing to its cost.Value-added features give
competitive edges to companies with otherwise
more expensive products.
Human
Capital
Skills
Value Add
Knowledge
Desire to
focus on
other’s needs
Employees
Network
Resource leader or
Rainmaker

Direct sales force
Cold calling
Facebook and social media
Networking

Referrals









Advertising
Online marketing
Blogging
Newsletters
Seminars
Direct Mail
Push Through
Marketing
Campaign
Trusted
Relationships
Pull through
Marketing
campaign
Industry
Leader
Build Trusted
Relationships

Referrals!!


Warm lead
Others do the leg work for you
Level of trust that you wouldn’t normally have
Prospecting Method
% who used this
method
% of bringing in clients
with this method
Direct mail
57%
27%
Cold Calling
46%
27%
Seminars
62%
40%
Networking
93%
78%
Asking for Referrals
97%
90%
Asking for Introductions
91%
72%
Becoming a Rainmaker by Matt Oechsli
1. Arranging
Introductions
3. Strategic
Networking
5. Intimate
client events
7. Public
Speaking
ANAC
Survey
2004 to
2005
9. Cold
Calls
11. Advertising
Highest
Impact
Prospecting
Moderate
Impact
Prospecting
Lowest
Impact
Methods
2. Getting
Referrals
4. Strategic
Referral
Alliances
6. Targeted
Seminars
8. Publishing
and Publicity
10. Direct
Mail

Skills


Want to try new ideas
MindsetMust be genuine
 Reputational risk
 No Fear


Action



Targeted Lists** (ANAC)
Research
Make appointments
Becoming a Resource
Leader
S
ki
ll
s
M
in
d
se
t
A
ct
io
n

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What are some ideas that you can execute
immediately to start this plan?
What are the pros?
What are the cons?
Talk about one thing you can improve in your
Rainmaker Bench legs: Skills, Mindset, Action