Harry Mills

The Rainmaker's Toolkit

Power Strategies for Finding, Keeping, and Growing Profitable Clients

• Gebundenes Buch

Produktbeschreibung

Few professional firms are able to consistently grow their fees and profits. Based on the concept of relationship marketing, The Rainmaker's Toolkit gives readers the tools, techniques, and strategies to help win and close bigger deals, helping them dramatically increase the odds of success...and sustain that level of accomplishment from year to year. The Rainmaker's Toolkit helps readers identify and maximize the potential growth opportunities in their companies and gives them a step-by-step system for building a high-profit practice. The book shows readers how to: Identify high-profit customers and build lifelong relationships with them Stand out from competitors by differentiating their firm, services, and people Build a million dollar referral network. Packed with more than 80 reproducable tools and templates, The Rainmaker's Toolkit shows how to find the gold hidden within every company.

Produktdetails

• Verlag: AMACOM / McGraw-Hill Professional
• SPE
• Seitenzahl: 304
• Englisch
• Abmessung: 241mm
• Gewicht: 620g
• ISBN-13: 9780814472163
• ISBN-10: 0814472168
• Artikelnr.: 12339283

Autorenporträt

Mills, Harry
HARRY MILLS is founder and CEO of Aha! Advantage, an international consulting and training firm whose clients include Unilever, IBM, Toyota, Oracle, and Astra Zeneca. An in-demand speaker, he is the persuasion expert at Harvard Business Review's Manage/Mentor program and author of Artful Persuasion, The Rainmaker's Toolkit, and other notable books.

Inhaltsangabe

"Part One: The Marketing Challenge 1. Profits Under Siege Growing your practice in tough times Part Two: Breakthrough Marketing Solutions: The 8 R's of Client Relationship Management 2. Revitalization and Renewal How to revitalize your value proposition with new services, sharper differentiation, and premium pricing 3. Retention How to hold on to your high-profit clients for life 4. Reacquisition How to win back your inactive and lost clients 5. Referrals How to build your client base by networking with the right people 6. Regeneration How to attract and woo profitable prospects 7. Rainmaking How to sell and close new high-margin deals 8. Related Sales How to grow your revenues and margins by up-selling and cross-selling 9. Reputation Building How to brand your practice to attract premium business 10. Countdown to Success How to transform your marketing plans into profits Appendix: Exploiting the Internet How to integrate the web into your marketing mix"