There is a saying among architects that the design of a building is done when the project manager pulls drawings from under the designer’s pen. So it is with books. They are never really done. Rather, they represent the author’s thinking at the time the manuscript was shipped off to the editor.
My first book, Rain Making: the Professionals Guide to Attracting New Clients first appeared in 1994, and a lot has changed since then. It doesn’t even mention the Internet. An acceptable gap just fourteen years ago, it is a gaping hole today.
Also, I have had fourteen more years of helping professionals learn to sell. That gives me the benefit of working with hundreds of people in an array of professions* and also the chance to learn from my colleagues, Mimi Spangler and Gary Pines.
The new edition covers subjects I could not have touched fourteen years ago, such as:
- how to network with senior executives,
- how to network with the connectors who everyone else wants to network with,
- how networks change depending on the markets they service, such as distressed companies, the wealthy who have estate, investment and tax issues, corporations planning to move, pension and benefits providers, municipal water-and-sewage-treatment departments and others,
- how to generate more leads from your networks,
- how to shorten a sales cycle,
- how to turn away unwanted clients,
- what a sales strategy does,
and many others.
* The professions include actuaries, architects, auditors, chemical engineers, civil engineers, construction managers, corporate lawyers, economists, electrical engineers, executive recruiters (retained), human resource consultants, industrial engineers, intellectual property attorneys, interior designers, investment bankers, labor attorneys, litigation support consultants, litigators, mechanical engineers, psychologists, publicists, recruiters (contingency), strategy consultants, structural engineers, technology consultants, valuation consultants, and workout specialists. During the past fourteen years we have consulted to professionals in almost twenty different countries.