I posted recently about Chapter 3 of the book Rain Making by Ford Harding. It was great to hear directly from Ford (see the comments to that blog) about the second edition of Rain Making. After a thorough read let me first emphasize that the revised chapter on networking (now chapter 8 ) is in-and-of itself worth the purchase of the book. Below is a review of Rain Making – 2nd Edition I wrote for the SMPS DC book club:
Attract New Clients No Matter What Your Field – 2nd Edition
Rain Making is a book for professionals who are interested in learning how to develop their career. Its easy to understand focus on marketing tactics and strategies makes it an excellent tool for developing successful marketing strategies for an individual or company.
The term “Rain Maker” has been around for years. It is often used, rarely understood, and almost never implemented properly. Rain Making addresses the fundamentals of what makes a rain maker, from building business and developing relationships, to creating new jobs. The focus is not simply on understanding how to become a rain maker, but how to clearly identify a path for implementation.
The 2nd edition of Rain Making is divided into four sections: Marketing Tactics: How Professionals Build Reputations and Generate Leads; Building a Network: How Professionals Develop a Sustainable Source of Leads; Sales Tactics: How Professionals Advance and Close a Sale; and From Tactics to Strategy: What Works and What Doesn’t.
The first section on Marketing Tactics is a ‘must read’ for individuals looking for a fresh and relevant perspective on building business. It clearly articulates the various types of marketing tactics, their purpose, and their proper use.
The second section on Building a Network contains simply the best chapter I have read on Networking. If you have time to read only one chapter in a book this next year, this is the chapter I would recommend. It provides an easy-to-use approach to networking that is worth the purchase of the book in and of itself.
The third section on Sales Tactics gives a great review of the basics of sealing the deal, including presentations, writing a proposal, and quoting a fee.
The final section, Strategy: What Works and What Doesn’t, carefully articulates plans for both individuals and corporations that are intertwined with a sense of purpose and strategy. The section is written towards what can be done today, not simply lofty plans for the future that will be forgotten in a week.
So, if you are looking for a book that will motivate and educate you on the tactics and strategy for becoming a Rain Maker, and provide you with useful tidbits that you can start the day you finish reading, I highly recommend Rain Making by Ford Harding.