Rain Making : Attract New Clients No Matter What Your Field - Ford Harding

Rain Making

Attract New Clients No Matter What Your Field

By: Ford Harding

Paperback | 1 March 2008 | Edition Number 2

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Rainmaking: The Professional?s Guide to Attracting New Clients has become the classic book on sales for non-sales professionals. In today?s knowledge-worker economy, people may be hired for their technical or creative abilities. However, their promotion track still depends on their ability to sell themselves, their organizations, and develop new business. Many of the tactics around ?rainmaking? have changed or evolved in the last decade and the new edition will cover these in-depth?backed up by fresh anecdotes and case studies. The new edition will be organized into three major parts: 1)How to generate leads 2)How to convert leads into new business 3)How to assemble tactics into strategies AUTHOR: Ford Harding is the president of Harding & Company, a consulting firm which trains and develops professionals to win new clients. He has more than 30 years experience in business development and selling professional services. In his consulting practice and senior management positions, he has worked with a veritable who?s who of corporations including: Aetna, American Express, Citigroup, Ford Motor Company, GE, IBM, McGraw-Hill, Raytheon, Zerox, and many others. His articles have been published in periodicals such as Harvard Business Review, The Wall Street Journal, CIO, and Industry Week, among many others.

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