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Rain Making: Professional's Guide to Attracting New Clients
 
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Rain Making: Professional's Guide to Attracting New Clients (Paperback)

by Ford Harding (Author)
5.0 out of 5 stars See all reviews (4 customer reviews)

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Product details

  • Paperback: 287 pages
  • Publisher: Adams Media Corporation (1 Oct 1994)
  • Language English
  • ISBN-10: 1558504206
  • ISBN-13: 978-1558504202
  • Product Dimensions: 23.6 x 15.5 x 2 cm
  • Average Customer Review: 5.0 out of 5 stars See all reviews (4 customer reviews)
  • Amazon.co.uk Sales Rank: 316,005 in Books (See Bestsellers in Books)

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Product Description

Product Description
Offers practical advice on marketing professional services, discusses strategies, cold calling, and direct mail, and includes information on creating promotional materials.

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Rain Making: Professional's Guide to Attracting New Clients
74% buy the item featured on this page:
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Customer Reviews

4 Reviews
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Average Customer Review
5.0 out of 5 stars (4 customer reviews)
 
 
 
 
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11 of 11 people found the following review helpful:
5.0 out of 5 stars Packed with Knowledge!, 19 May 2004
By Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews
(TOP 50 REVIEWER)    (REAL NAME)   
Every professional service provider or consultant should own this handy marketing guide. Concise and smoothly written, it delivers essential information without beating around the bush or leaving out anything important. Once it is on your shelf, don’t let it gather dust. From strategic advice on which marketing method may work for you to concrete help on presentations, fee-setting and client relationships, this is packed with utility. Many professionals neglect marketing because the time spent at it isn’t directly “billable.” Of course, that’s like a farmer neglecting planting, because it isn’t harvesting. The book is thorough, if not particularly innovative, and it does get a bit rah-rah at times, but those are minor quibbles. We recommend this practical, complete and essential set of instructions on how to generate clients for your professional service practice.
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16 of 17 people found the following review helpful:
5.0 out of 5 stars Full of Practical Wisdom, 15 Jul 1998
By A Customer
What is a rainmaker?

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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7 of 10 people found the following review helpful:
5.0 out of 5 stars An absolute must for anyone in an intangible service!, 5 April 1997
By A Customer
I am in a national market in a very unique company. I always felt as if there was no one to benchmark against...until I read this book. I could have been written just for us. I immediately added new activities as a manager and as a marketing and sales responsible individual. I saw immediate results. Simply Amazing!
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Most Recent Customer Reviews

5.0 out of 5 stars This book is my "Small Business Bible"!
As a solo practioner, this book has helped me market myself and attract new clients. It is the single best book I have found on marketing for a small business. A must!!
Published on 28 Oct 1998

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