C. Ford Harding was one of the original founders of Harding & Company. His early research and interviews with more than 300 rainmakers and observers pulled back the veil of business development. Ford's research findings identified behavioral correlation for Rainmaking success, now referred to as best practices in Rainmaking. Our research discredited market assumptions that successful rainmakers must fit specific personality types. While many successful rainmakers are extroverted we interviewed many others who consider themselves as introverts. Because Harding & Company's training and coaching programs share real examples to market development by real professionals the approaches resonate strongly with technical leaders and staff . The firm's methodology to teach these concepts combines skills training, coaching for behavioral change and setting expectations with clear metrics. Harding & Company Rainmaking Programs are now recognized in the professional service industry as "Best in Class" for their ability to deliver sustainable results.
Review from Amazon.com: Excellent guide on networking and client lead generation
If you're someone to whom networking comes easily or have extensive experience in attracting new clients, some of this material may not be new to you. However, if you're not that comfortable with finding new clients and you're looking for a system flexible enough to accommodate different approaches, this is an extremely useful book. Harding is obviously an intelligent guy. The book is full of concrete, understated advice that you can actually put into practice---not hyped-up sales talk. He does make one or two points that may be impossible to implement, such as "Specialize in something early in your career." Obviously you can't do this if you're well into your career. But he gives a lot of practical advice anyone can heed, for example, to update your bio after every major project.
He gives good advice about how to deal with journalists and get publicity, i.e., become a source. Don't promote yourself, just provide information reporters need to write their stories. Once you become a regular source, your name will be mentioned often enough. (He also has a good section on how to be quotable). The single most trenchant observation is stated early in the book: networking is, first and foremost, about finding ways to help other people. It sounds a bit pollyanna-ish, but it's true, and if you keep this in mind, the whole networking process becomes much less distasteful and "slimy" to those inclined to view it as such. An excellent business book, whether one is an independent consultant or working in a large firm.
Review from Amazon.com: The ONE Guide to Read
Of all the books available on business development in the professions, this is the best of the best. Concise, practical yet never simplistic, Ford Harding hits the strategic issues of business development, then ties the issues to solid implementable actions. As an advisor to CPA and law firms, I consider this book to be the "course textbook" for learning the subject matter quickly. Professionals don't have time for volumes of thick how-to manuals. Give it to them straight and quickly. This book does that. Every page unlocks another important concept in business development. When finished the reader not only knows the subject, but knows what to do next. Instead of throwing the book in a cabinet, it should be kept in a handy place, and as the professional becomes more experienced, it can take him/her to the next level of understanding, and to the highest reaches of successful rainmaking. A must read for any professional who wants to grow their practice.
Review from Amazon.com: A great practical guide
After more than 15 years experience in business and in companies large and small, I've seen plenty of cross-selling initiatives fall short of expectations. When I saw this book, I was hopeful though somewhat skeptical. But this book really delivers. It's a great practical guide to actually getting things done. The author uses real-life examples and stories to help illustrate points and this takes things from the realm of theory and makes them understandable and actionable. I don't usually write reviews but it is not often that you find a business book that actually deals with a topic in a clear and effective way. Good stuff.