Making Rain
Publisher: John Wiley & Sons
Published: 2003
Place of publication: New Jersey
Language: eng
Format: [electronic resource]
Number of pages: 258
ISBN-13: 9780471406167
Subjects: Customer loyalty; Business consultants
Description: Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes.
Notes: Description based on print version record.
Table of contents: title: MAKING RAIN The Secrets of Building Lifelong Client Loyalty; Acknowledgments; Contents; Introduction: Learning to Make Rain All of the Time; PART ONE Breaking Through as an Expert; PART TWO Moving into the Inner Circle; PART THREE Sustaining Relationships Year after Year; PART FOUR Getting Started: A Self-Assessment; A Pantheon of Client Advisors; Notes; Index; About the Author.