Coverart for item
The Resource Creating rainmakers : the manager's guide to training professionals to attract new clients, Ford Harding

Creating rainmakers : the manager's guide to training professionals to attract new clients, Ford Harding

Label
Creating rainmakers : the manager's guide to training professionals to attract new clients
Title
Creating rainmakers
Title remainder
the manager's guide to training professionals to attract new clients
Statement of responsibility
Ford Harding
Title variation
Creating rain makers
Creator
Subject
Language
eng
Summary
"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."--Publisher's website
Cataloging source
DLC
http://library.link/vocab/creatorName
Harding, Ford
Dewey number
658.8
Illustrations
illustrations
Index
index present
LC call number
HD8038.A1
LC item number
H368 2006
Literary form
non fiction
Nature of contents
bibliography
http://library.link/vocab/subjectName
  • Professions
  • Personnel management
  • Professional employees
Label
Creating rainmakers : the manager's guide to training professionals to attract new clients, Ford Harding
Instantiates
Publication
Note
Originally published: Holbrook, Mass : Adams Media, 1998
Bibliography note
Includes bibliographical references (pages 259-265) and index
Carrier category
volume
Carrier category code
  • nc
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
  • 5.
  • Limits to the rainmaker model
  • 6.
  • Targeting and positioning
  • 7.
  • Creating value with ideas
  • 8.
  • Finding a lead generation approach that works
  • 9.
  • Building relationships that produce business
  • 1.
  • 10.
  • Questioning and synthesizing methods
  • 11.
  • Anecdotal selling
  • 12.
  • Finessing a sale
  • 13.
  • After you are hired
  • 14.
  • Creating rainmakers
  • What is a rainmaker?
  • App. A.
  • Recruiting rainmakers
  • Terence Gallagher
  • App. B.
  • Compensating professional for making rain : a tale of two law firms
  • J. Mark Santiago
  • App. C.
  • Three legs of a stool : the decisions that shape the marketing function
  • Abigail J. Gouverneur and John Bliss
  • App. D.
  • 2.
  • Creating presenters
  • Sims Wyeth
  • 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
Control code
65538625
Dimensions
24 cm
Extent
xiv, 274 pages
Isbn
9780471920731
Isbn Type
(cloth)
Lccn
2006042645
Media category
unmediated
Media MARC source
rdamedia
Media type code
  • n
Other control number
9780471920731
Other physical details
illustrations
Label
Creating rainmakers : the manager's guide to training professionals to attract new clients, Ford Harding
Publication
Note
Originally published: Holbrook, Mass : Adams Media, 1998
Bibliography note
Includes bibliographical references (pages 259-265) and index
Carrier category
volume
Carrier category code
  • nc
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
  • 5.
  • Limits to the rainmaker model
  • 6.
  • Targeting and positioning
  • 7.
  • Creating value with ideas
  • 8.
  • Finding a lead generation approach that works
  • 9.
  • Building relationships that produce business
  • 1.
  • 10.
  • Questioning and synthesizing methods
  • 11.
  • Anecdotal selling
  • 12.
  • Finessing a sale
  • 13.
  • After you are hired
  • 14.
  • Creating rainmakers
  • What is a rainmaker?
  • App. A.
  • Recruiting rainmakers
  • Terence Gallagher
  • App. B.
  • Compensating professional for making rain : a tale of two law firms
  • J. Mark Santiago
  • App. C.
  • Three legs of a stool : the decisions that shape the marketing function
  • Abigail J. Gouverneur and John Bliss
  • App. D.
  • 2.
  • Creating presenters
  • Sims Wyeth
  • 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
Control code
65538625
Dimensions
24 cm
Extent
xiv, 274 pages
Isbn
9780471920731
Isbn Type
(cloth)
Lccn
2006042645
Media category
unmediated
Media MARC source
rdamedia
Media type code
  • n
Other control number
9780471920731
Other physical details
illustrations

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      38.944491 -92.326012
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