Summary of Rain Making

Attract New Clients No Matter What Your Field

Adams Media ,
First Edition: 1994 more...

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Rain Making book summary
Even professionals must market their services. But if you know what you are doing, it doesn’t have to be painful.


8 Overall

9 Applicability

5 Innovation

8 Style


Professionals are highly educated individuals who deal with consequential matters: Attorneys present life-and-death cases in court. Architects design graceful buildings. Engineers turn designs into stone and steel realities. Accountants decipher complex tax rules. But while these and other professionals are often remarkably able in their fields, many have no idea how to market themselves or their services. This manual by professional-services marketing expert Ford Harding covers all the marketing techniques you will ever need to know. The sales tactics section alone is worth the purchase price. getAbstract considers Harding’s comprehensive book a refresher for salespeople and required reading for professionals who think sales was someone else’s job.

In this summary, you will learn

  • Why professionals often do not feel comfortable marketing their services;
  • Which techniques are the best for marketing yourself and your firm;
  • How to handle cold calls and sales calls; and
  • How to network to develop new clients.


Gaining Exposure
Professionals did not enter their fields to sell. Most have no sales or marketing training. Few want to take time from their practices for these kinds of activities. Unfortunately, clients do not fall out of the sky. Whether you work at a large firm or as a solo practitioner...
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About the Author

Ford Harding heads a firm that trains professionals to secure new engagements. His articles have been published in The Harvard Business Review, The Wall Street Journal and other magazines and newspapers.

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