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The Rainmaker's Toolkit: Power Strategies for Finding, Keeping, and Growing Profitable Clients Hardcover – March 5, 2004
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The CEO Refresher (www.refresher.com): "This is the new bible for professional service firms and is one of the best books of the year."
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.
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Some of the things won't happen overnight. Some of them might not happen at all. Example: the sections on publishing. With focus and determination, you can start your own blog, get articles published on the Web, and approach your local newspapers.
But when you get to page 48 and read about how "it's not uncommon for a busy professional to pay skilled host writers more than $100,000 to transform their ideas into readable prose" and "A successful book can turn you into a celebrity and launch a high profit speaking career. Getting a book on the New York Times bestseller list typically allows an author to charge $15,000 to $25,000 a day as a celebrity speaker," understand this:
The odds are stacked against you, especially in the modern era of publishing, that you are going to be one of those authors or that you will be pulling down $25K per day as a "celebrity speaker." If you pour 110% of your energy and focus into that goal, 24/7, you're still facing a big "maybe."
So...as with every business book that's currently available to you...the challenge with this book will be selecting the items you can turn into action today, the ones that will move you forward today, while slowly chipping away at the bigger long-term goals.
That's where a lot of people make a fatal mistake, fail, get discouraged, and quit. There's more information in this book than most people would conceivably turn into action items. There's a winning mix for you, but you must read the book, pick the items you are willing to commit yourself to, form a plan, work the plan, and stay focused.
Otherwise you'll join the ranks of people who bought a book, read it, put it back on the shelf, and returned to all of the things they were doing before they read the book.
The book reminds me of the style of Dale Carnegie's books in that being participatory is required to make the book beneficial; you will only get out of it the effort place into it. Merely reading is not enough, ACTION IS REQUIRED.
Like Carnegie, Mills breaks down ideas too its smallest denomination, provides great examples and exercises, and allows each principle to build upon one another to get to the overall goal: developing strategies for finding, keeping, and growing profitable clients. Both Carnegie and Mills are affective in writing a book that is more like a guide, workbook, and manual in dealing with their respective topics.
Anyone in the professional services industry will benefit from this tenfold. The principles are just as applicable in 2004 and even more-so in 2010. I certainly look to provide a more thorough update once I complete the book and use the principles in action.
It is, however, not just for people new to this sort of thing. It is an excellent manual for those who have been in business a long time.
Some of the material may be old hat. But there are gems in the book which make it worth the price and worth your time. It is written in a similar vain of Harry Beckworth books, which are very popular.
The book is a fast-read and well laid out.
Susanna K. Hutcheson
Executive Copy Director/Owner
This is a good book with many practical examples of developing simple frameworks. There is an emphasis on developing 'quality' over 'quantity' initiatives, something that all professionals should revisit from time to time.
Well done to the author. A solid book.
If you ever thought you could benefit from the services of marketing consultant, stop and read this book first.
MIlls' 8 R's model for Client Relationship Marketing is a thoughtful and systematic approach that can be applied by individual consultants or service firms as a whole. The model is practical, proven and easy to apply. You just add the effort.
The book is well laid out, with plenty of practical tools you can put to use immediately. This book won't stay on your shelf for long. It'll be on your desk ready for repeated use.
Michael McLaughlin, coauthor with Jay Conrad Levinson of Guerrilla Marketing for Consultants.