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| 049 | _aMAIN | ||
| 100 | 1 | _aHarding, Ford. | |
| 245 | 1 | 0 |
_aCreating rainmakers : _bthe manager's guide to training professionals to attract new clients / _cFord Harding. |
| 246 | 3 | _aCreating rain makers | |
| 260 |
_aHoboken, N.J. : _bJohn Wiley & Sons, _c�2006. |
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| 300 |
_a1 online resource (xiv, 274 pages) : _billustrations |
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| 336 |
_atext _btxt _2rdacontent |
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_acomputer _bc _2rdamedia |
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| 338 |
_aonline resource _bcr _2rdacarrier |
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| 500 | _aOriginally published: Holbrook, Mass : Adams Media, 1998. | ||
| 504 | _aIncludes bibliographical references (pages 259-265) and index. | ||
| 520 | _aAs 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. | ||
| 505 | 0 | _aCREATING 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. | |
| 590 |
_aJohn Wiley and Sons _bWiley Online Library: Complete oBooks |
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| 650 | 0 |
_aProfessions _xMarketing. |
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| 650 | 0 | _aPersonnel management. | |
| 650 | 0 |
_aProfessional employees _xTraining of. |
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| 650 | 6 |
_aProfessions lib�erales _xMarketing. |
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| 650 | 6 |
_aPersonnel _xDirection. |
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| 650 | 6 |
_aProfessionnels salari�es _xFormation. |
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| 650 | 7 |
_aBUSINESS & ECONOMICS _xDistribution. _2bisacsh |
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| 650 | 7 |
_aBUSINESS & ECONOMICS _xMarketing _xGeneral. _2bisacsh |
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| 650 | 7 |
_aPersonnel management _2fast |
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| 650 | 7 |
_aProfessional employees _xTraining of _2fast |
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| 650 | 7 |
_aProfessions _xMarketing _2fast |
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| 758 |
_ihas work: _aCreating rainmakers (Text) _1https://id.oclc.org/worldcat/entity/E39PCGjhgkXfDRKdyRthJhqWjC _4https://id.oclc.org/worldcat/ontology/hasWork |
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| 776 | 0 | 8 |
_iPrint version: _aHarding, Ford. _tCreating rainmakers. _dHoboken, N.J. : John Wiley & Sons, �2006 _w(DLC) 2006042645 |
| 856 | 4 | 0 | _uhttps://onlinelibrary.wiley.com/doi/book/10.1002/9781119202158 |
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