The Rainmaker's Toolkit by Harry Mills
An easy-to-follow road map for building a high-profit practice.
The Rainmaker's Toolkit
Summary
Rainmaker's Toolkit.
The Rainmaker's Toolkit Summary
About Harry Mills
Harry Mills (Lower Hutt, NZ, and New York, NY) is the CEO of The Mills Group, an international consulting firm. His clients include PriceWaterhouseCoopers, KPMG, Ernst & Young, IBM, and Oracle. A regular keynote speaker, he is the author of 23 books on sales, negotiation, and influence, including Artful Persuasion.
Table of Contents
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
Additional information
GOR002280958
9780814472163
0814472168
The Rainmaker's Toolkit by Harry Mills
Used - Very Good
Hardback
Amacom
2004-02-16
285
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us