Ford Harding: Creating Rainmakers | Buch

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Cover: 9780471920731 | Creating Rainmakers | Ford Harding | Buch | 290 S. | Englisch | 2006

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Sprache: Englisch

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Beschreibung

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.

Über den Autor

FORD HARDING is the founder and President of Harding & Company, a firm that helps management consultants, public relations specialists, accountants, architects, attorneys, executive recruiters, and engineers win new clients. Prior to starting his own firm, he spent fifteen years with a consulting firm where he served on the executive committee and ran their Eastern Regional Office. Mr. Harding is the author of three books and often writes for such publications as the Harvard Business Review, The Wall Street Journal, and Consulting to Management.

Inhaltsverzeichnis

Acknowledgments.

Introduction.

Part I: The Rainmaker Model.

1. What Is a Rainmaker?

2. What Rainmakers Know or the Mathematics of Selling.

3. How Rainmakers Think or the Skill of Optimism.

4. What Rainmakers Do or the Power of Systems.

5. Limits to the Rainmaker Model.

Part II: The Elements of Rainmaking.

6. Targeting and Positioning.

7. Creating Value with Ideas.

8. Finding a Lead Generation Approach That Works.

9. Building Relationships That Produce Business.

10. Questioning and Synthesizing Methods.

11. Anecdotal Selling.

12. Finessing a Sale.

13. After You Are Hired.

14. Creating Rainmakers.

Conclusion.

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.

Endnotes.

Index.

Erscheinungsjahr:	2006
Fachbereich:	Management
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Buch
Seiten:	290
Inhalt:	290 S.
ISBN-13:	9780471920731
ISBN-10:	0471920738
Sprache:	Englisch
Einband:	Gebunden
Autor:	Harding, Ford
Hersteller:	John Wiley & Sons Turner Publishing Company
Maße:	235 x 157 x 20 mm
Von/Mit:	Ford Harding
Erscheinungsdatum:	01.06.2006
Gewicht:	0,576 kg

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