Title: Creating Rainmakers
Subtitle: The Manager's Guide to Training Professionals to Attract New Clients
First published: January 1998
Description: Every manager of a professional firm realizes that generating leads and landing new clients are critical components of any successful business venture. But transforming accountants, architects, attorneys, consultants, engineers, and other professionals into client-generators is not always easy to do.    Divided into two comprehensive parts-The Rainmaker Model and The Elements of Rainmaking-Creating Rainmakers outlines all the steps you should take to turn your professional staff into a powerful team of sales winners.    Filled with in-depth insight and practical advice, this book will show you how to:   Generate leads   Build a strong network of contacts   Master a variety of sales techniques   Develop capable successors to current rainmakers   And much more    Based on more than 100 interviews with the principals of professional firms, including many of today's preeminent rainmakers, this valuable guide has the information you need to help your company succeed.
Subjects: Marketing, Professions, Professional employees, Personnel management, Training of, Business, Nonfiction