Creating Rainmakers is written for the people who manage professional firms and who want to create rainmakers. It will help them create the environment necessary for the development of rainmakers and show what specific things can be done to develop those rainmaking skills. The book also provides guidance for those looking to learn to be rainmakers. The book has two parts. Part I defines what rainmakers are and do. It is based on interviews with more than 100 rainmakers and with people who have watched them in action. Part II covers specific elements of the rainmaking process, such as lead generation and selling, in greater detail. Both parts are written with an understanding that professinal firms must balance client work with client development, while maintaining profitability.
Book Details:
- Author: Ford Harding
- ISBN: 9780470046999
- Year Published: 2006
- Pages: 288
- BISAC: BUS000000, BUSINESS & ECONOMICS/General
About the Book and Topic:
Creating Rainmakers is written for the people who manage professional firms and who want to create rainmakers. It will help them create the environment necessary for the development of rainmakers and show what specific things can be done to develop those rainmaking skills. The book also provides guidance for those looking to learn to be rainmakers. The book has two parts. Part I defines what rainmakers are and do. It is based on interviews with more than 100 rainmakers and with people who have watched them in action. Part II covers specific elements of the rainmaking process, such as lead generation and selling, in greater detail. Both parts are written with an understanding that professinal firms must balance client work with client development, while maintaining profitability.
As every manager of a professional firm realizes, generating leads and landing new clients is one of the most critical operations of a successful venture, and everybody needs to learn how to do it well. But transforming accountants, architects, attorneys, consultants, engineers, and other professionals in client-generators is not always easy to do. It is obvious that rainmakers are in demand. Yet management at most firms is unclear how to get them. Most wrestly with two competing views on the subject, nature or nurture. Some believe that rainmakers are born, not made. They believe it is impossible to develop them. This results in the “shake-out” or “prayer” approach. Hire young people and hope they turn into rainmakers. This firm implies that management has little control ver the creation of its most criticle asset. When too few rainmakers shake out, those who subscribe to the nature theory have little choice but to hire proven rainmakers away from other firms – at great expense. Creating Rainmakers proposes that the nurture theory is the best approach to the problem. There is a proven process to creating rainmakers, and Harding sets out to show readers how.
TEACHES THE SKILL FOR ALL PROFESSIONALS Knowing your profession is important, but, if you can’t attract clients, you won’t succeed. Harding shows you how to not only become a rainmaker, but, how to make everyone in your organization one. FULL SUPPORT OF THE SOCIETY FOR MARKETING PROFESSONAL SERVICES With nearly 10,000 members, the SMPS will support the book through emails, newsletters, seminars, and web placement. EXCELLENT AUTHOR/STRONG PLATFORM Harding is well known in the industry – with clients like Delloitte & Touche and IBM. He speaks regularly on the topic and conducts seminars for many Fortune 500 companies and management societies. FULLY UPDATED EDITION Harding will fully update this edition of the book making it the definitive guide to creating rainmakers.
About the Author
Ford Harding is the founder and president of Harding & Company, a firm which helps management consultants, public relations specialists, accountants, architechts, attorneys, executive recruiters, and engineers win new clients. Prior to starting his own firm, Mr. Harding spent fifteen years with a consulting firm where he served on the executive committee and ran the 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, The Journal of Management Consulting, and others. He speaks frequently on marketing and selling professional services to such organizations as the Council of Public Relations Fimrs, Association of Management Consulting Firms, and the Society for Marketing Prefessional Services.