Rain Making

by Ford Harding

Offers practical advice on marketing professional services, discusses strategies, cold calling, and direct mail, and includes information on creating promotional materials.

Genres: Business, Nonfiction

287 pages, Paperback

First published September 1, 1994

Reviews

[John Nelson]

This book is rather dated, though it is not that old chronologically. It does not even consider how a professional can use the internet to promote one's practice, much less newer media, because, of course, none of that existed in 1994. It never hurts to be reminded of the need to market a practice, and ways to do it, but there are much better, more timely resources out there.

[Stephen Shu]

This was not the first sales book I ever read, but it is the first book that I read that got it right about sales for fields like management consulting and professional services. Sales for these professions is a different animal, and this book will show you why and how to address it.

[Daniel]

This is a "how to" book and not a theory book. I prefer the theory style as it allows the reader to adopt and stops the "Me Tu" mentality too common in business, especially with the professional service firms. The chapter on networking though is quite good and worth reading again and again.

[Stephen]

Read JUL 2003