Harding, Ford. <br/><br/>
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 
<br/><br/> Originally published: Holbrook, Mass : Adams Media, 1998. 
<br/><br/>Includes bibliographical references (pages 259-265) and index. 
<br/><br/>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. 
<br/><br/> 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. 
<br/><br/><label>ISBN: </label>9781119202158 1119202159 0470046996 9780470046999 
<br/><br/><label>Source: </label> OverDrive, Inc.  http://www.overdrive.com 0D03B271-8AD5-4ED2-90AA-2ABC11FFC103  OverDrive, Inc.  http://www.overdrive.com 
<br/><br/><label>Nat. Bib. Agency Control No.: </label>1059164590  DE-101  Uk 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Professions--Marketing.<br/>Personnel management.<br/>Professional employees--Training of.<br/>Professions lib�erales--Marketing.<br/>Personnel--Direction.<br/>Professionnels salari�es--Formation.<br/>BUSINESS & ECONOMICS--Distribution.<br/>BUSINESS & ECONOMICS--Marketing--General.<br/>Personnel management<br/>Professional employees--Training of<br/>Professions--Marketing
<br/><br/><label>LC Class. No.: </label>HD8038.A1  / H368 2006 
<br/><br/><label>Dewey Class. No.: </label>658.8