Core Rainmaker Reading

Core Rainmaker Reading

David Maister’s Managing the Professional Services Firm is foundation reading for all professional services business developers. it covers all elements of running a professional firm: from strategy to client development & marketing to people management to partner compensation to firm culture. If I was to recommend one book as a “must read” this would be it.

 

Growing Your Client Base from the UK based PACE Partnership is a fantastic look at business development for a professional services firm. It covers pipeline management, prospecting, marketing, sales meetings, cross-selling, pruning the portfolio, and the emerging business development manager role. It makes a very interesting and appropriate application of military ‘Lanchester Strategy’ to professional services business development.

Rain Making by Ford Harding is the classic, in-depth text on business development for professional servcies. It covers writing, publishing and speaking; sales calls and networking; selling techniques and closing; and sales strategy. If you’ve progressed beyond the overviews of Managing the Professional Service Firm and Growing Your Client Base – this is the place to go. The second edition, published in 2008, has been substantially updated to cover recent industry developments and, of course, the internet.

Trust-Based Selling, by Charles Green, is a thorough exploration of the role of trust in sales – from how clients buy to building trust through the sales process. The insights apply across sectors – but are particularly appropriate for sellers of complex, high value intangible products – such as professional services.

 
 

Let’s Get Real or Let’s Not Play, by Mahan Khalsa and Randy Illig, is the definitive guide to handling sales meetings in an open, consultative manner for professionals. The authors provide detailed techniques – but more importantly, the correct mindset – to get to the root of a client’s problem and design a solution that perfectly meets their needs. The recent update of the book extends its coverage beyond sales into attracting clients – with a focus on referrals.

How to Win a Pitch, by Joey Asher, is a no-nonsense guide to the key fundamentals needed to win sales pitches. It covers 5 topics – ensuring that the pitch is: focused on a business solution, simply organised, delivered with passion, Interactive, and well-rehearsed. Asher delivers rock-solid techniques and methods to excel in each area – with detailed and crystal clear explanations.