Creating rainmakers : the manager's guide to training professionals to attract new clients /
Harding, Ford.
Creating rainmakers : the manager's guide to training professionals to attract new clients / Creating rain makers Ford Harding. - Hoboken, N.J. : John Wiley & Sons, �2006. - 1 online resource (xiv, 274 pages) : illustrations
Originally published: Holbrook, Mass : Adams Media, 1998.
Includes bibliographical references (pages 259-265) and index.
CREATING RAINMAKERS: The Manager's Guide to Training Professionals to Attract New Clients; Contents; Acknowledgments; Introduction; Chapter 1: What Is a Rainmaker?; Chapter 2: What Rainmakers Know or the Mathematics of Selling; Chapter 3: How Rainmakers Think or the Skill of Optimism; Chapter 4: What Rainmakers Do or the Power of Systems; Chapter 5: Limits to the Rainmaker Model; Chapter 6: Targeting and Positioning; Chapter 7: Creating Value with Ideas; Chapter 8: Finding a Lead Generation Approach That Works; Chapter 9: Building Relationships That Produce Business.
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.
9781119202158 1119202159 0470046996 9780470046999
OverDrive, Inc. http://www.overdrive.com 0D03B271-8AD5-4ED2-90AA-2ABC11FFC103 OverDrive, Inc. http://www.overdrive.com
1059164590 DE-101 Uk
Professions--Marketing.
Personnel management.
Professional employees--Training of.
Professions lib�erales--Marketing.
Personnel--Direction.
Professionnels salari�es--Formation.
BUSINESS & ECONOMICS--Distribution.
BUSINESS & ECONOMICS--Marketing--General.
Personnel management
Professional employees--Training of
Professions--Marketing
HD8038.A1 / H368 2006
658.8
Creating rainmakers : the manager's guide to training professionals to attract new clients / Creating rain makers Ford Harding. - Hoboken, N.J. : John Wiley & Sons, �2006. - 1 online resource (xiv, 274 pages) : illustrations
Originally published: Holbrook, Mass : Adams Media, 1998.
Includes bibliographical references (pages 259-265) and index.
CREATING RAINMAKERS: The Manager's Guide to Training Professionals to Attract New Clients; Contents; Acknowledgments; Introduction; Chapter 1: What Is a Rainmaker?; Chapter 2: What Rainmakers Know or the Mathematics of Selling; Chapter 3: How Rainmakers Think or the Skill of Optimism; Chapter 4: What Rainmakers Do or the Power of Systems; Chapter 5: Limits to the Rainmaker Model; Chapter 6: Targeting and Positioning; Chapter 7: Creating Value with Ideas; Chapter 8: Finding a Lead Generation Approach That Works; Chapter 9: Building Relationships That Produce Business.
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.
9781119202158 1119202159 0470046996 9780470046999
OverDrive, Inc. http://www.overdrive.com 0D03B271-8AD5-4ED2-90AA-2ABC11FFC103 OverDrive, Inc. http://www.overdrive.com
1059164590 DE-101 Uk
Professions--Marketing.
Personnel management.
Professional employees--Training of.
Professions lib�erales--Marketing.
Personnel--Direction.
Professionnels salari�es--Formation.
BUSINESS & ECONOMICS--Distribution.
BUSINESS & ECONOMICS--Marketing--General.
Personnel management
Professional employees--Training of
Professions--Marketing
HD8038.A1 / H368 2006
658.8
