|
|
Usually ships within 1 to 3 working days
|
- Product code: 23544
- ISBN: 0471920738,
ISBN13: 9780471920731,
288 pages, hardback
Published by John Wiley & Sons Inc on 2006
, New title Rate this book...
Rating: 0.0/5 (0 votes cast)
|
|
|
|
|
Description of Creating Rainmakers |
As every manager of a professional firm realizes, generating leads and landing new clients is one of the most critical operations of a successful venture. But transforming accountants, architects, attorneys, consultants, engineers, and other professionals into client-generators is not always easy to do. "Creating Rainmakers" outlines all the steps managers should take to turn their professional staff into a powerful team of sales winners. Based on interviews with more than one hundred preeminent rainmakers, this unique guide discusses specific elements of the rainmaking process - such as lead generation and building a strong network of contacts - and defines exactly what successful rainmakers do to stay on top of their game. 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.
|
Contents of Creating Rainmakers |
Acknowledgments.
Introduction.
PART I: THE RAINMAKER MODEL.
1. What Is a Rainmaker?
2. What Rainmakers Know or the Mathematics of Selling.
3. How Rainmakers Think or the Skill of Optimism.
4. What Rainmakers Do or the Power of Systems.
5. Limits to the Rainmaker Model.
PART II: THE ELEMENTS OF RAINMAKING.
6. Targeting and Positioning.
7. Creating Value with Ideas.
8. Finding a Lead Generation Approach That Works.
9. Building Relationships That Produce Business.
10. Questioning and Synthesizing Methods.
11. Anecdotal Selling.
12. Finessing a Sale.
13. After You Are Hired.
14. Creating Rainmakkers.
INTRODUCTION TO APPENDICES.
Appendix A: Recruiting Rainmakers.
Appendix B: Compensating Professionals for Making Rain: A Tale of Two law Firms.
Appendix C: Three Legs of a Stool: The Decisions That Shape the Marketing Function.
Appendix D: Creating Presenters.
Endnotes.
Index.
|
About F. Harding |
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
|
 Buyers of Creating Rainmakers also bought
Bulk buying
| If you need bulk copies of Creating Rainmakers, or are interested in opening a corporate account, please contact us. |
|
|
Shopping basket