Creating Rainmakers: The Manager's Guide to Training by Ford Harding

By Ford Harding

Each supervisor of a pro company realizes that producing leads and touchdown new consumers are serious parts of any profitable company enterprise. yet reworking accountants, architects, lawyers, experts, engineers, and different execs into client-generators isn't continually effortless to do.

Divided into finished parts-The Rainmaker version and the weather of Rainmaking-Creating Rainmakers outlines the entire steps you have to take to show your expert employees right into a strong workforce of revenues winners.

full of in-depth perception and functional suggestion, this booklet will convey you the way to:
* Generate leads
* construct a robust community of contacts
* grasp numerous revenues techniques
* improve able successors to present rainmakers
* and masses more

in keeping with greater than a hundred interviews with the principals organisations, together with lots of state-of-the-art preeminent rainmakers, this worthwhile consultant has the knowledge you must support your organization prevail.

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Additional info for Creating Rainmakers: The Manager's Guide to Training Professionals to Attract New Clients

Example text

It is the same with client development. The professional who consistently finds a modest amount of time for client development and invests it wisely will have a much easier time later in his career when he must bring in business to get promoted than one who waits. The head of a large consulting firm provides a good example of this. He became CEO, in part, because he controlled the firm’s largest client. Early in his career, he had completed a project at this client and struck up a friendship with his counterpart there.

But even when they denied the existence of a system, later descriptions of how the rainmaker worked made it clear that there was one. For example, one informant insisted that the electrical engineer she was describing disliked structure and didn’t use a system, but later she noted the following: He operates out of spiral notebooks, like college notebooks. He has them going back thirty years. Every conversation and every lead is recorded in the books. He will put people’s [business] cards in them with tape.

They know what I do and ask for advice, which I give for free. I nurture this for two or three years sometimes and never suggest they use us. Eventually, I will get their business. When I meet someone, it’s a very soft sell. I don’t hand out business cards easily. I don’t sound as if I’m trying to sell them anything. The opportunities arise because of who I put myself on the line to meet. You get business by who you meet. This is all somewhat programmed, but it becomes natural. You must market by integrating your lifestyle into the natural world of business.

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