Originally published: Holbrook, Mass : Adams Media, 1998.
INTERNAL BIBLIOGRAPHIES/INDEXES NOTE
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Includes bibliographical references (pages 259-265) and index.
CONTENTS NOTE
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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.
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SUMMARY OR ABSTRACT
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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. But transforming accountants, architects, attorneys, consultants, engineers, and other professionals into client-generators is not always easy to do.