Making Rain

Making Rain The Secrets of Building Lifelong Client Loyalty

Hardback (18 Feb 2003)

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Publisher's Synopsis

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.

Book information

ISBN: 9780471264590
Publisher: Wiley
Imprint: John Wiley & Sons, Inc.
Pub date:
DEWEY: 658.812
DEWEY edition: 21
Language: English
Number of pages: 238
Weight: 556g
Height: 236mm
Width: 159mm
Spine width: 21mm