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More About the Author
Product Description
Product Description
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.
From the Author
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. --This text refers to an out of print or unavailable edition of this title.
To create rainmakers, you must first have a clear idea of what a rainmaker is and does. Read the first page
Concordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Ford Harding has only managed to do even better than his first book, "Rain Making -- The Professional's Guide to Attracting New Clients" (a book I picked up back in 1996 when I first started out in the discipline, and which I have re-read again since purchasing Harding's lastest work).
This book does much to dispell many of the buiness development myths or common fatal mistakes perpetuated by many sales and marketing managers. Most businesses approach account development either by the seat of their pants, if at all, or they place all their eggs in one basket, building heightened, unrealistic expectations from that all-important, one-shot-take-all telemarketing or direct mail campaign. A common mistake I have witnessed firms making is that they don't treat business development and lead generation as an ongoing, continuous system -- a plan, a network, a philosophy. By revealing business development as a system, Ford Harding's "Creating Rainmakers" helps to shine a big light on a big problem in today's world of business marketing, especially in the profesional services disciplines.
This book clearly outlines all the many components of a comprehensive, ongoing system for continuous lead generation, beyond mere "networking." The service sector, particularly hi-tech services, continues to thrive and grow as a vital part of our "knowledge economy." And business development, or effective Rainmaking, will only become more critical as we enter the 21st century.
An excellent overall book I would have no hesitation in recommending to all Solicitors and Advocates at all levels.
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