Details

Creating Rainmakers


Creating Rainmakers

The Manager's Guide to Training Professionals to Attract New Clients
1. Aufl.

von: Ford Harding

37,99 €

Verlag: Wiley
Format: EPUB
Veröffentl.: 28.06.2012
ISBN/EAN: 9781118429686
Sprache: englisch
Anzahl Seiten: 288

DRM-geschütztes eBook, Sie benötigen z.B. Adobe Digital Editions und eine Adobe ID zum Lesen.

Beschreibungen

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.
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.
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.
Rainmakers can be defined as professionals who consistently do two things very well—they generate leads to gain new business and then they use their selling skills to turn a portion of those leads into new business. Unfortunately, rainmakers are hard to find, and the efforts of professional firms to end this shortage have been largely ineffective. As every manager of a professional firm realizes, 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. There is no magic bullet to rainmaking success, but with Creating Rainmakers: The Manager's Guide to Training Professionals to Attract New Clients, you'll be introduced to a variety of strategies and techniques that will help you build a reliable, sales-driven team. Based on interviews with more than 100 preeminent rainmakers and people who have watched them in action, Creating Rainmakers outlines all the necessary steps you should take to turn your professional staff into a powerful team of sales winners. It also details specific elements of the rainmaking process and defines exactly what successful rainmakers do to stay on top of their game. Divided into two comprehensive parts—The Rainmaker Model and The Elements of Rainmaking—this book will show you how to: Generate leads through several different strategies, including cold calling, publicity, speaking engagements, trade association activity, direct mail, and relationship marketing Build a strong network of contacts through established clients and new associations Master a variety of sales techniques, including listening, value-based selling, and anecdotal selling Develop capable successors, so that your firm can survive if a rainmaker decides to leave And much more A firm that can consistently develop and retain rainmakers will have a strategic advantage over competitors. It will grow more rapidly, earn greater profits, attract the best young talent, and provide well for the retirement of its partners. Engaging and informative, this unique guide will help you create the environment necessary for the development of rainmakers and show you what specific things can be done to cultivate those rainmaking skills.
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.

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