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

• Record Nr.: UNINA9911019629403321
• Autore: Harding Ford
• Pubbl/distr/stampa: Hoboken, N.J., : John Wiley & Sons, c2006
• ISBN: 9786610517299; 9780470316016; 0470316012; 9781118429686; 1118429680; 9781119202158; 1119202159; 9781280517297; 1280517298; 9780470046999; 0470046996
• Descrizione fisica: 1 online resource (290 p.)
• Disciplina: 658.8
• Soggetti: Professions - Marketing; Personnel management; Professional employees - Training of
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Originally published: Holbrook, Mass : Adams Media, 1998.
• Nota di bibliografia: Includes bibliographical references (p. 259-265) and index.
• Nota di contenuto: 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; Chapter 10: Questioning and Synthesizing MethodsChapter 11: ; Anecdotal Selling; Chapter 12: Finessing a Sale; Chapter 13: After You Are Hired; Chapter 14: Creating Rainmakers; Conclusion; Introduction to Appendices; Appendix A: Recruiting Rainmakers; Appendix B: Compensating Professionals for Making Rain; Appendix C: Three Legs of a Stool; Appendix D: Creating Presenters; Endnotes; Index
• Sommario/riassunto: 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