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060302r20061998njua b 001 0 eng |
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|a 0471920738
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|a 9780471920731
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|a (OCoLC)65538625
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|a (OCoLC)ocm65538625
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|a 658.8
|2 22
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|a Harding, Ford.
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|a Creating rainmakers :
|b the manager's guide to training professionals to attract new clients /
|c Ford Harding.
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|a Creating rain makers
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|a Manager's guide to training professionals to attract new clients
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| 260 |
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|a Hoboken, N.J. :
|b John Wiley & Sons,
|c c2006.
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| 300 |
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|a xiv, 274 p. :
|b il. ;
|c 24 cm.
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| 500 |
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|a Editado originalmente: Holbrook, Mass : Adams Media, 1998.
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| 504 |
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|a Incluye referencias bibliográficas (p. 259-265) e índice.
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|a 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 / Terence Gallagher -- Appendix B. Compensating professional for making rain : a tale of two law firms / J. Mark Santiago -- Appendix C. Three legs of a stool : the decisions that shape the marketing function / Abigail J. Gouverneur and John Bliss -- Appendix D. Creating presenters / Sims Wyeth.
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|a "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. Creating Rainmakers outlines all the steps managers should take to turn their professional staff into a powerful team of sales winners. Based on interviews with more than one hundred preeminent rainmakers, this unique guide discusses specific elements of the rainmaking process-such as lead generation and building a strong network of contacts-and defines exactly what successful rainmakers do to stay on top of their game." --Descripción del editor.
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| 650 |
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|a Professions
|x Marketing.
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| 650 |
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|a Personnel management.
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| 650 |
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|a Professional employees
|x Training of.
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| 650 |
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7 |
|a Profesiones
|x Mercadeo.
|2 UDESA
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| 650 |
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7 |
|a Personal
|x Administración.
|2 UDESA
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| 650 |
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7 |
|a Empleados profesionales
|x Adiestramiento.
|2 UDESA
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