Making Rain
The Secrets of Building Lifelong Client Loyalty| By: | Andrew Sobel |
| Publisher: | Wiley Professional Development (P&T) |
| Print ISBN: | 9780471264590 |
| eText ISBN: | 9780471406167 |
| Edition: | 1 |
| Copyright: | 2003 |
| Format: | Page Fidelity |
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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.