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Rainmaking: Attract New Clients No Matter What Your Field
 
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Rainmaking: Attract New Clients No Matter What Your Field (Paperback)

by Ford Harding (Author)
5.0 out of 5 stars  See all reviews (5 customer reviews)
RRP: £9.99
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Frequently Bought Together

Rainmaking: Attract New Clients No Matter What Your Field + The Trusted Advisor + Managing the Professional Service Firm
Total RRP: £37.97
Price For All Three: £21.60

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Product details

  • Paperback: 336 pages
  • Publisher: Adams Media Corporation; 2nd Revised edition edition (25 April 2008)
  • Language English
  • ISBN-10: 1598695886
  • ISBN-13: 978-1598695885
  • Product Dimensions: 22.4 x 15.2 x 2.4 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon.co.uk Sales Rank: 16,405 in Books (See Bestsellers in Books)

    Popular in this category:

    #26 in  Books > Business, Finance & Law > Sales & Marketing > Brands & Corporate Identity

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Product Description

Product Description

This is a classic book on sales aimed at non-sales professionals.In today's knowledge economy, people may be hired for their technical or creative abilities. However, their promotion track still depends on their ability to sell themselves, their organisations, and develop new business. The guide is separated into three major parts: how to generate leads, how to convert leads into new business, and how to assemble tactics into strategies.

About the Author

Ford Harding is the president of Harding & Company, a consulting firm that trains and develops professional to win new clients. His articles have been published in periodicals such as Harvard Business Review and The Wall Street Journal.

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Rainmaking: Attract New Clients No Matter What Your Field
78% buy the item featured on this page:
Rainmaking: Attract New Clients No Matter What Your Field 5.0 out of 5 stars (5)
£5.71
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Managing the Professional Service Firm 4.7 out of 5 stars (12)
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Strategy and the Fat Smoker: Doing What's Obvious But Not Easy
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Strategy and the Fat Smoker: Doing What's Obvious But Not Easy 5.0 out of 5 stars (1)
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Customer Reviews

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Average Customer Review
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13 of 13 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)   
This review is from: Rain Making: Professional's Guide to Attracting New Clients (Paperback)
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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18 of 19 people found the following review helpful:
5.0 out of 5 stars Full of Practical Wisdom, 15 July 1998
By A Customer
This review is from: Rain Making: Professional's Guide to Attracting New Clients (Paperback)
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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8 of 11 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
This review is from: Rain Making: Professional's Guide to Attracting New Clients (Paperback)
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 Excellent for any professional who wants to develop more business
This book has changed my viewpoint and has boosted my respect for a good salesman in the professional services industry. Read more
Published 2 months ago by Johan Vanwelkenhuysen

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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