- Paperback: 256 pages
- Publisher: Adams Media Corporation (Sep 1998)
- Language English
- ISBN-10: 1558508465
- ISBN-13: 978-1558508460
- Product Dimensions: 23.3 x 15.2 x 1.9 cm
- Average Customer Review: 4.3 out of 5 stars See all reviews (3 customer reviews)
- Amazon Bestsellers Rank: 411,862 in Books (See Top 100 in Books)
- See Complete Table of Contents
Creating Rainmakers
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More About the Author
Product Description
Product Description
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. --This text refers to the Hardcover edition.
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. --This text refers to the Hardcover edition.
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.
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.
Inside This Book
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First Sentence
To create rainmakers, you must first have a clear idea of what a rainmaker is and does. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
To create rainmakers, you must first have a clear idea of what a rainmaker is and does. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Most Helpful Customer Reviews
9 of 9 people found the following review helpful:
4.0 out of 5 stars
"Rainmakers" is the Business Developer's Handbook,
By A Customer
This review is from: Creating Rainmakers: The Manager's Guide to Training Professionals to Attract Clients (Paperback)
As a business developer in the IT services industry, I can recommend this book wholeheartedly. It is by far the best, most coherent book on the subject I've found anywhere.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.
4 of 4 people found the following review helpful:
4.0 out of 5 stars
Review of Creating Rainmakers,
By Louis Greenblatt (Bournemouth, Dorset United Kingdom) - See all my reviews
This review is from: Creating Rainmakers: The Manager's Guide to Training Professionals to Attract Clients (Paperback)
This book is a must for all Solicitors to read as it covers the ways that solicitors attract and maintain their Clients.The book covers the background to the Marketing department and explains in detail the types of techniques used for Solicitors to sell and Market their Corporate Image via PR Events etc. It then describes the problems people have in dealing with selling their Professional skills. It further describes the differences between Product and Professional Sales which can help any Solicitor develop confidence in his/her ability. The book further describes the characteristics of a rainmaker very accurately and shows how Solicitors can become Rainmakers.An excellent description of Networking targetting and all that a Lawyer really needs to know about Selling in his world.An excellent overall book I would have no hesitation in recommending to all Solicitors and Advocates at all levels.
3 of 3 people found the following review helpful:
5.0 out of 5 stars
A fascinating and thought-provoking book,
By A Customer
This review is from: Creating Rainmakers: The Manager's Guide to Training Professionals to Attract Clients (Paperback)
I am a consultant in a company which does not have an organised rainmaker system (yet). As such, much of what I read in this book was new to me and I have discussed its contents with my boss. I think that this book will help us to improve our business. It is full of insightful ideas.
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