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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.
From the Back Cover:
Praise for Making Rain
"An entertaining and practical guide to building lifelong client loyalty, Making Rain is profoundly insightful as well as motivating. A must-read for all professionals who aspire to distance themselves from their competitors by growing client relationships that are stronger, deeper, and more valuable-for them and for their clients."
-Dale Gifford, Chief Executive, Hewitt Associates
"Few understand the advice business like Andrew Sobel, and his well-written book, Making Rain, is overflowing with insight and sage advice on how to create value for clients and earn their enduring loyalty."
-Jim Robbins, Chief Executive, Cox Communications
"This is a book that is both fascinating and fun. Brilliantly written, meticulous in detail, and penetrating in analysis-anyone who wants to master the art of being a professional advisor will benefit from it."
-Sir Brian Pitman, Senior Advisor to Morgan Stanley and former chairman, Lloyds TSB Group
"In a world where managers seem to churn over more frequently than inventories, Andrew Sobel's new book, Making Rain, is a welcome respite, a savvy guide to lasting client and customer relationships."
-Stan Davis, author, It's Alive and Blur
"Making Rain appeals to everyone in business, not just in professional services. Andrew Sobel highlights how the interaction of relationships, longevity of trust, innovative ideas, and expertise combine to produce results and long-term loyalty. An excellent read that is full of insights."
-Sir Win Bischoff, Chairman, Citigroup Europe
"In Making Rain, Andrew Sobel demonstrates a deep understanding of how resilient client relationships are formed and why some professionals are pulled in closer and closer by their clients while others, just as skilled technically, do not establish such relationships. His description of the attributes of extraordinary advisors is a must-read for leaders of professional services firms."
-Steven B. Pfeiffer, Chairman, Fulbright & Jaworski LLP
Title: Making Rain: The Secrets of Building ...
Publication Date: 2003
Book Condition: Used: Good
Book Description Wiley. Hardcover. Book Condition: GOOD. Gently used may contain ex-library markings, possibly has some minor highlighting, textual notations, and or underlining. Text is still easily readable. Bookseller Inventory # 2766224373
Book Description Wiley. Hardcover. Book Condition: Good. Book shows a small amount of wear to cover and binding. Some pages show signs of use. Bookseller Inventory # G0471264598I3N00
Book Description Wiley. Hardcover. Book Condition: Good. Dust Cover Missing. This book has a light amount of wear to the pages, cover and binding. Bookseller Inventory # G0471264598I3N01
Book Description Wiley. Hardcover. Book Condition: Good. Book shows minor use. Cover and Binding have minimal wear, and the pages have only minimal creases. Bookseller Inventory # G0471264598I3N00
Book Description Wiley & Sons, Incorporated, John. Hardcover. Book Condition: Fair. Bookseller Inventory # G0471264598I5N00
Book Description Wiley. Hardcover. Book Condition: Good. Book shows minor use. Cover and Binding have minimal wear and the pages have only minimal creases. Bookseller Inventory # G0471264598I3N00
Book Description Wiley & Sons, Incorporated, John. Hardcover. Book Condition: Very Good. Very good condition - book only shows a small amount of wear. Bookseller Inventory # G0471264598I4N00
Book Description Book Condition: Good. This item is in good condition. All pages and covers are readable. There are no stains or tears. Dust jacket is present if applicable. May contain small amounts of writing and/or highlighting. Spine and cover may show signs of wear. May not contain supplementary items such as CD's or DVD's. We ship within 1 business day. Bookseller Inventory # 34FG1P000N4G_ns
Book Description Wiley, 2003. Hardcover. Book Condition: Good. Great reading/study copy. May have highlights and/or notes. Ships Fast! Satisfaction Guaranteed!. Bookseller Inventory # mon0000566566
Book Description Book Condition: Acceptable. Cover has some rubbing and edge wear. Access codes, CDs, and other accessories may not be included. All items ship Mon-Fri. Bookseller Inventory # 2Y68H10044PS