Creating Rainmakers: The Manager's Guide to Training Professionals to Attract New Clients
- 4h 55m
- Ford Harding
- John Wiley & Sons (US)
- 2006
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.
About the Author
Ford Harding (Maplewood, NJ) is the founder and President of Harding & Company, a firm which helps management consultants, public relations specialists, accountants, architects, attorneys, executive recruiters, and engineers win new clients. Prior to starting his own firm, Mr. Harding spent 15 years with a consulting firm where he served on the executive committee and ran their Eastern Regional Office.
In this Book
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Creating Rainmakers—The Manager’s Guide to Training Professionals to Attract New Clients
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Introduction
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What Is a Rainmaker?
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What Rainmakers Know or the Mathematics of Selling
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How Rainmakers Think or the Skill of Optimism
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What Rainmakers Do or the Power of Systems
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Limits to the Rainmaker Model
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Targeting and Positioning
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Creating Value with Ideas*
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Finding a Lead Generation Approach That Works
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Building Relationships That Produce Business
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Questioning and Synthesizing Methods
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Anecdotal Selling
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Finessing a Sale
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After You Are Hired
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Creating Rainmakers
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Conclusion
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Endnotes
