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Title: Creating Rainmakers : The Manager's Guide To Training Professionals To Attract New Clients by Ford Harding ISBN: 1-55850-846-5 Publisher: Adams Media Corporation Pub. Date: 01 September, 1998 Format: Paperback Volumes: 1 List Price(USD): $14.95 |
Average Customer Rating: 4.8 (5 reviews)
Rating: 5
Summary: Who doesn't need a little rain?
Comment: I am the author of the book Futures For Small Speculators and Single Stock Futures For Small Speculators as well as the president of Liverpoolgroup.com.
Our focus is in the futures, commodities, and option business. We trade oil, cattle, gold, currency etc. And each one of our employees is an "independent" contractor. The problem with that is the fact that often times this very independent entrepreneurial group has a hard time working together to develop client relationships.
Everyone is competing against everyone else. There is little to no synergy or teamwork.
This book showed me MANY examples of how to guide and direct the individuals of the group to be more cooperative with one another and how to help them make more money. I was astonished that I was doing somethings right, but the things that I was doing right were being negated by the actions I was doing wrong. Over and over again Mr.Harding says that rainmakers get in their own way when it comes to training other potential rainmakers and he is right! If I had not read this book I would have lost some valuable members of my team due defection.
This is a great book and was a joy to read. One reading is not enough. This book must be read three to four times with a highlighter and a notepad- so you can write down the numerous ideas that will occur to you as you read the book. Then keep this book as a reference that you can go back to time and time again.
Rating: 5
Summary: The ONE Guide to Read
Comment: Of all the books available on business development in the professions, this is the best of the best. Concise, practical yet never simplistic, Ford Harding hits the strategic issues of business development, then ties the issues to solid implementable actions. As an advisor to CPA and law firms, I consider this book to be the "course textbook" for learning the subject matter quickly. Professionals don't have time for volumes of thick how-to manuals. Give it to them straight and quickly. This book does that. Every page unlocks another important concept in business development. When finished the reader not only knows the subject, but knows what to do next. Instead of throwing the book in a cabinet, it should be kept in a handy place, and as the professional becomes more experienced, it can take him/her to the next level of understanding, and to the highest reaches of successful rainmaking. A must read for any professional who wants to grow their practice.
Rating: 5
Summary: A bible for the training of business development staff.
Comment: I used this book in the planning of a training program for business development activities at the engineering/surveying firm, Psomas and Associates. We needed a training program for every level of staff from principals to marketing support staff. This book was amazing! It made the job sooooooo much easier! The information in this book was nothing short of inspiring and the success we are having in the program is testimony to the quality of the ideas and programs described in the book. I recommend it very, very highly!
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Title: Rain Making: The Professional's Guide to Attracting New Clients by Ford Harding ISBN: 1558504206 Publisher: Bob Adams Inc. Publishers Pub. Date: 01 September, 1994 List Price(USD): $14.95 |
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Title: Managing The Professional Service Firm by David H. Maister ISBN: 0684834316 Publisher: Free Press Pub. Date: 09 June, 1997 List Price(USD): $25.00 |
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Title: Cross-Selling Success: A Rainmaker's Guide to Professional Account Development by Ford Harding ISBN: 1580627056 Publisher: Adams Media Corporation Pub. Date: 01 August, 2002 List Price(USD): $12.95 |
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Title: How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients by Jeffrey J. Fox ISBN: 0786865954 Publisher: Hyperion Pub. Date: 17 May, 2000 List Price(USD): $16.95 |
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Title: The Trusted Advisor by David H. Maister, Charles H. Green, Robert M. Galford ISBN: 0743212347 Publisher: Free Press Pub. Date: 25 September, 2001 List Price(USD): $15.00 |
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