| FORD HARDING is the founder and President of Harding & Company, a firm that helps management consultants, public relations specialists, accountants, architects, attorneys, executive recruiters, and engineers win new clients. Prior to starting his own firm, he spent fifteen years with a consulting firm where he served on the executive committee and ran their Eastern Regional Office. Mr. Harding is the author of three books and often writes for such publications as the Harvard Business Review, The Wall Street Journal, and Consulting to Management.
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| Acknowledgments Introduction Part Ⅰ：The Rainmaker Model 1.What Is a Rainmaker? 2.What Rainmakers Know or the Mathematics of Selling 3.How Rainmakers Think or the Skill of Optimism 4.What Rainmakers Do or the Power of Systems 5.Limits to the Rainmaker Model Part Ⅱ：The Elements of Rainmaking 6.Targeting and Positioning 7.Creating Value with Ideas 8.Finding a Lead Generation Approach That Works 9.Building Relationships That Produce Business 10.Questioning and Synthesizing Methods 11.Anecdotal Selling 12.Finessing a Sale 13.After You Are Hired 14.Creating Rainmakers Conclusion Introduction to Appendices Appendix A：Recruiting Rainmakers by Terence Gallagher Appendix B：Compensating Professionals for Making Rain：A Tale of Two Law Firms by J.Mark antiago Appendix C：Three Legs of a Stool：The Decisions That Shape the Marketing Function by Abigail J.Gouverneur and John Bliss Appendix D：Creating Presenters by Sims Wyeth Endnotes Index |
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