{"product_id":"creating-rainmakers-the-managers-guide-to-training-professionals-to-attract-new-clients-hardback-9780471920731","title":"Creating Rainmakers; The Manager's Guide to Training Professionals to Attract New Clients (Hardback) 9780471920731","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eCreating Rainmakers\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eThe Manager's Guide to Training Professionals to Attract New Clients\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eFord Harding (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780471920731, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 21 July 2006\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e290 pages, Charts: 25 B\u0026amp;W, 0 Color\u003cbr\u003e22.4 x 16.3 x 2.7 cm, 0.493 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eEvery 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.\u003cbr\u003e \u003cbr\u003e 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.\u003cbr\u003e \u003cbr\u003e Filled with in-depth insight and practical advice, this book will show you how to:\u003cbr\u003e * Generate leads\u003cbr\u003e * Build a strong network of contacts\u003cbr\u003e * Master a variety of sales techniques\u003cbr\u003e * Develop capable successors to current rainmakers\u003cbr\u003e * And much more\u003cbr\u003e \u003cbr\u003e 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.\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eAcknowledgments.  \u003cp\u003eIntroduction.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I: The Rainmaker Model.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1. What Is a Rainmaker?\u003c\/p\u003e \u003cp\u003e2. What Rainmakers Know or the Mathematics of Selling.\u003c\/p\u003e \u003cp\u003e3. How Rainmakers Think or the Skill of Optimism.\u003c\/p\u003e \u003cp\u003e4. What Rainmakers Do or the Power of Systems.\u003c\/p\u003e \u003cp\u003e5. Limits to the Rainmaker Model.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II: The Elements of Rainmaking.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e6. Targeting and Positioning.\u003c\/p\u003e \u003cp\u003e7. Creating Value with Ideas.\u003c\/p\u003e \u003cp\u003e8. Finding a Lead Generation Approach That Works.\u003c\/p\u003e \u003cp\u003e9. Building Relationships That Produce Business.\u003c\/p\u003e \u003cp\u003e10. Questioning and Synthesizing Methods.\u003c\/p\u003e \u003cp\u003e11. Anecdotal Selling.\u003c\/p\u003e \u003cp\u003e12. Finessing a Sale.\u003c\/p\u003e \u003cp\u003e13. After You Are Hired.\u003c\/p\u003e \u003cp\u003e14. Creating Rainmakers.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction to Appendices\u003c\/b\u003e.\u003c\/p\u003e \u003cp\u003eAppendix A: Recruiting Rainmakers \u003ci\u003eby Terence Gallagher\u003c\/i\u003e.\u003c\/p\u003e \u003cp\u003eAppendix B: Compensating Professionals for Making Rain: A Tale of Two Law Firms  \u003ci\u003eby J. Mark Santiago\u003c\/i\u003e.\u003c\/p\u003e \u003cp\u003eAppendix C: Three Legs of a Stool: The Decisions That Shape the Marketing Function \u003ci\u003eby Abigail J. Gouverneur and John Bliss\u003c\/i\u003e.\u003c\/p\u003e \u003cp\u003eAppendix D: Creating Presenters \u003ci\u003eby Sims Wyeth\u003c\/i\u003e.\u003c\/p\u003e \u003cp\u003eEndnotes.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52460655280408,"sku":"9780471920731","price":29.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780471920731.jpg?v=1785456948","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/creating-rainmakers-the-managers-guide-to-training-professionals-to-attract-new-clients-hardback-9780471920731","provider":"Freshly Printed Books","version":"1.0","type":"link"}