Making Rain
Author | : Andrew Sobel |
Publisher | : John Wiley & Sons |
Total Pages | : 258 |
Release | : 2003-08-08 |
ISBN-10 | : 9780471406167 |
ISBN-13 | : 0471406163 |
Rating | : 4/5 (67 Downloads) |
Book excerpt: 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, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.