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Creating rainmakers : the manager's guide to training professionals to attract new clients / Ford Harding

Catalog Data

Author:
Harding, Ford http://id.loc.gov/authorities/names/n94073695 http://viaf.org/viaf/129529146/  Search this
Physical description:
1 online resource (xiv, 274 pages) : illustrations
Type:
Electronic resources
Electronic books
Date:
2006
1998
Notes:
Originally published: Holbrook, Mass : Adams Media, 1998.
Resource on trial 5/1/20-10/30/20.
Elecresource
Contents:
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
Summary:
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.
Topic:
Professions--Marketing  Search this
Personnel management  Search this
Professional employees--Training of  Search this
BUSINESS & ECONOMICS--Distribution  Search this
BUSINESS & ECONOMICS--Marketing--General  Search this
Call number:
HD8038.A1 H368 2006 (Internet)
Data Source:
Smithsonian Libraries
EDAN-URL:
edanmdm:siris_sil_1119824