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BL
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| Record Number
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997275
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| Doc. No
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b751645
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| Main Entry
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Harding, Ford.
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| Title & Author
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Creating rainmakers : : the manager's guide to training professionals to attract new clients /\ Ford Harding.
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| Publication Statement
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Hoboken, N.J. :: John Wiley & Sons,, ©2006.
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| Page. NO
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1 online resource (xiv, 274 pages) :: illustrations
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| ISBN
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0470046996
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: 1119202159
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: 9780470046999
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: 9781119202158
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0471920738
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9780471920731
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| Notes
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Originally published: Holbrook, Mass : Adams Media, 1998.
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| Bibliographies/Indexes
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Includes bibliographical references (pages 259-265) and index.
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| Contents
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CREATING RAINMAKERS: The Manager's Guide to Training Professionals to Attract New Clients; Contents; Acknowledgments; Introduction; Chapter 1: What Is a Rainmaker?; Chapter 2: What Rainmakers Know or the Mathematics of Selling; Chapter 3: How Rainmakers Think or the Skill of Optimism; Chapter 4: What Rainmakers Do or the Power of Systems; Chapter 5: Limits to the Rainmaker Model; Chapter 6: Targeting and Positioning; Chapter 7: Creating Value with Ideas; Chapter 8: Finding a Lead Generation Approach That Works; Chapter 9: Building Relationships That Produce Business.
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| Abstract
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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.
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| Subject
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Personnel management.
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Professional employees-- Training of.
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Professions-- Marketing.
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BUSINESS ECONOMICS-- Distribution.
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BUSINESS ECONOMICS-- Marketing-- General.
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Personnel management.
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Professional employees-- Training of.
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Professions-- Marketing.
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| Dewey Classification
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658.8
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| LC Classification
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HD8038.A1H368 2006
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| Parallel Title
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Creating rain makers
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