Creating rainmakers : the manager's guide to training professionals to attract new clients / Ford Harding.
Material type:
TextPublication details: Hoboken, N.J. : John Wiley & Sons, �2006.Description: 1 online resource (xiv, 274 pages) : illustrationsContent type: - text
- computer
- online resource
- 9781119202158
- 1119202159
- 0470046996
- 9780470046999
- Creating rain makers
- 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
- 658.8 22
- HD8038.A1 H368 2006
Originally published: Holbrook, Mass : Adams Media, 1998.
Includes bibliographical references (pages 259-265) and index.
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: 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.
John Wiley and Sons Wiley Online Library: Complete oBooks
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