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
Resource Information
The item Creating rainmakers : the manager's guide to training professionals to attract new clients, Ford Harding represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in University of Missouri Libraries.This item is available to borrow from 1 library branch.
Resource Information
The item Creating rainmakers : the manager's guide to training professionals to attract new clients, Ford Harding represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in University of Missouri Libraries.
This item is available to borrow from 1 library branch.
- 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
- Language
- eng
- Extent
- xiv, 274 pages
- Note
- Originally published: Holbrook, Mass : Adams Media, 1998
- 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
- Isbn
- 9780471920731
- 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
- 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
- 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
- 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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<div class="citation" vocab="http://schema.org/"><i class="fa fa-external-link-square fa-fw"></i> Data from <span resource="http://link.library.missouri.edu/portal/Creating-rainmakers--the-managers-guide-to/Y9zChHR6HJo/" typeof="Book http://bibfra.me/vocab/lite/Item"><span property="name http://bibfra.me/vocab/lite/label"><a href="http://link.library.missouri.edu/portal/Creating-rainmakers--the-managers-guide-to/Y9zChHR6HJo/">Creating rainmakers : the manager's guide to training professionals to attract new clients, Ford Harding</a></span> - <span property="potentialAction" typeOf="OrganizeAction"><span property="agent" typeof="LibrarySystem http://library.link/vocab/LibrarySystem" resource="http://link.library.missouri.edu/"><span property="name http://bibfra.me/vocab/lite/label"><a property="url" href="http://link.library.missouri.edu/">University of Missouri Libraries</a></span></span></span></span></div>
