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The rainmaker's toolkit : power strategies for finding, keeping, and growing profitable clients

Author: Harry Mills
Publisher: New York : AMACOM, ©2004.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"The Rainmaker's Toolkit presents the most effective way to generate and sustain profits and growth in any industry, even in the face of stiff competition and tough market conditions. Through his years of experience in consulting for the world's largest professional service firms and dozens of high-profile corporations, Harry Mills has distilled the essence of business growth into a practical, step-by-step system  Read more...
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Harry Mills
ISBN: 0814472168 9780814472163
OCLC Number: 884515408
Notes: New Zealand author.
Description: xv, 285 pages : illustrations ; 24 cm
Contents: pt. 1. The Marketing Challenge --
Ch. 1. Profits Under Siege: Growing your practice in tough times --
pt. 2. Breakthrough Marketing Solutions: The 8Rs of Client Relationship Marketing --
Ch. 2. Revitalization: How to revitalize and renew your value proposition with new services, sharper differentiation, and premium pricing --
Ch. 3. Retention: How to hold onto your high-profit clients for life --
Ch. 4. Reacquisition: How to recapture your inactive and lost clients --
Ch. 5. Referrals: How to woo low cost prospects by networking with the right people --
Ch. 6. Regeneration: How to rebuild and grow your client base by targeting the right markets --
Ch. 7. Rainmaking: How to sell and close new high-margin deals --
Ch. 8. Related Sales: How to grow your revenues and margins by up-selling and cross-selling --
Ch. 9. Reputation Building: How to brand your practice to attract premium business --
Ch. 10. Countdown to Success: How to transform your marketing plans into profits --
App. 1. Exploiting the Internet: How to integrate the Web into your marketing mix.
Other Titles: Power strategies for finding, keeping, and growing profitable clients
Responsibility: Harry Mills.
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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."

 
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    schema:reviewBody ""The Rainmaker's Toolkit presents the most effective way to generate and sustain profits and growth in any industry, even in the face of stiff competition and tough market conditions. Through his years of experience in consulting for the world's largest professional service firms and dozens of high-profile corporations, Harry Mills has distilled the essence of business growth into a practical, step-by-step system for building a high-profit practice, based on the "Eight R's of Client Relationship Marketing": Revitalization, Retention, Reacquisition, Referrals, Regeneration, Rainmaking, Related sales, and Reputation making." "The Rainmaker's Toolkit features more than 80 reproducible templates and tools, including an invaluable matrix that shows you exactly what you need to do during each stage of your campaign. There's also a five-step roadmap for implementing the Eight R's, from identifying and prioritizing key marketing challenges to achieving the buy-in, commitment, and accountability of everyone on your staff."--Jacket." ;
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