Creating Rainmakers: The Manager's Guide to Training Professionals to Attract New Clients - Softcover

Harding, Ford

Softcover

ISBN 10: 1558508465 ISBN 13: 9781558508460

Publisher: Adams Media Corp, 1998

Synopsis

Every manager of a professional firm realizes that generating leads and landing new clients are critical components of any successful business venture. But transforming accountants, architects, attorneys, consultants, engineers, and other professionals into client–generators is not always easy to do.

Divided into two comprehensive parts–The Rainmaker Model and The Elements of Rainmaking–Creating Rainmakers outlines all the steps you should take to turn your professional staff into a powerful team of sales winners.

Filled with in–depth insight and practical advice, this book will show you how to:
∗ Generate leads
∗ Build a strong network of contacts
∗ Master a variety of sales techniques
∗ Develop capable successors to current rainmakers
∗ And much more

Based on more than 100 interviews with the principals of professional firms, including many of today′s preeminent rainmakers, this valuable guide has the information you need to help your company succeed.

About this title

From the Author

Rainmakers tell how they do it.
The idea for this book came from interviews I conducted with rainmakers in preparation for giving a speech. The stories they told were so interesting, I felt that they would be valuable to many professionals who want to become rainmakers or who want to help others do so. One-hundred interviews later, this is the result. As often as possible I have let the rainmakers speak in their own words, describing how they got started and how they develop business now. Their advice is practical, and shows that you don't have to be born to selling to succeed at rainmaking.

About the Author

FORD HARDING is the founder and President of Harding & Company, a firm that helps management consultants, public relations specialists, accountants, architects, attorneys, executive recruiters, and engineers win new clients. Prior to starting his own firm, he spent fifteen years with a consulting firm where he served on the executive committee and ran their Eastern Regional Office. Mr. Harding is the author of three books and often writes for such publications as the Harvard Business Review, The Wall Street Journal, and Consulting to Management.

Edition details

• Publisher: Adams Media Corp
• Publication date: 1998
• Language: English
• ISBN 10: 1558508465
• ISBN 13: 9781558508460
• Binding: Paperback
• Number of pages: 274