Creating Rainmakers

The Manager's Guide to Training Professionals to Attract New Clients

Ford Harding

288 pages, parution le 02/08/2006

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Résumé

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.

Sommaire

The Rainmaker Model
- What Is a Rainmaker?
- What Rainmakers Know or the Mathematics of Selling
- How Rainmakers Think or the Skill of Optimism
- What Rainmakers Do or the Power of Systems
- Limits to the Rainmaker Model
The Elements of Rainmaking
- Targeting and Positioning
- Creating Value with Ideas
- Finding a Lead Generation Approach That Works
- Building Relationships That Produce Business
- Questioning and Synthesizing Methods
- Anecdotal Selling
- Finessing a Sale
- After You Are Hired
- Creating Rainmakers.
- Introduction to Appendices
- Appendix A: Recruiting Rainmakers by Terence Gallagher
- Appendix B: Compensating Professionals for Making Rain: A Tale of Two Law Firms by J. Mark Santiago
- Appendix C: Three Legs of a Stool: The Decisions That Shape the Marketing Function by Abigail J. Gouverneur and John Bliss
- Appendix D: Creating Presenters by Sims Wyeth

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Wiley
Auteur(s)	Ford Harding
Parution	02/08/2006
Nb. de pages	288
Format	16 x 23,5
Couverture	Relié
Poids	485g
Intérieur	Noir et Blanc
EAN13	9780471920731
ISBN13	978-0-471-92073-1