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Rainmakers have the ability to gain access to decision makers while they have high concern about confidentiality and are still in the process of formulating their needs around specific problems.
This access means knowing key people so well, they feel comfortable confiding in you.
One has to be a good sales professional to be an effective Rainmaker. But one need not be a Rainmaker to be an effective sales professional. Sales and Rainmaking are not necessarily the same thing, even though both contribute to the revenue side of the accounting equation.
At Stybel Peabody, we value this book so highly we use it as the basic text in our work with professional service providers who seek to develop rainmaking skills.
The title of this book, however, is somewhat misleading.
Ford Harding has written a first rate "how to" book on attracting new clients via all kinds of sales and marketing techniques. Rainmaking is only one of those ! ! techniques.
One of the book's strengths is that Ford Harding doesn't "preach." He talks about his own failures as well as his successes. Harding integrates his own experiences with survey research he has done with practitioners. Finally, his approach is contingency-based. By contingency, we mean that he provides readers with descriptions of different client development techniques available and some frameworks when tech technique is appropriate or inappropriate.
We'll be surprised if you don't get at least three good, useful ideas from this book.
Laurence J. Stybel and Maryanne Peabody STYBEL PEABODY & ASSOCIATESEND
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