Making It Rain: A Study of High Performing Sales People in Law, Accountancy and Financial Services (Business Networking Masters)

ISBN-13: 9781490498768 / Angielski / Miękka / 2013 / 114 str.

Simon Bozeat

Opis

Making it rain is the result of A 6 month study in the legal, accounting and financial services sector revealing answers to the question: 'What are the factors that both contribute to and inhibit sales success in professional services firms?'

The world has changed and the most successful firms are changing with it. It is talking longer from contact to contract to secure sales. Everyone is looking to find ways to secure the next selling opportunity and fend off poachers of the existing customer base.

These 'Rainmaker conversations' form the basis of the research

The book reveals 30 factors that professional services firms have to contend with, the reasons why they are issues and what they can do to address them. It addresses head on why you could be struggling with growing your business and paradoxically confirmation of why you might be doing so well.

Who Should Read This Book? Managing partners, Senior partners, Company Directors, Sales and marketing Executives HR executives Financial services executives Accountants Rainmakers

Why should you read it?

For many years many people in professional services have relied on talent and reputation alone - now it simply is not enough - agility, speed, creativity are the watch words. This report says it as it is and provides some simple strategies to help your rainmakers to make it rain

You Will Discover:

A method of rapid analysis showing where your primary blockages to progress and what to do about it including: Management The structure of the business Marketing efforts Personell and partner mindset Exposing redundant beliefs about how professional services should be sold The role of HR and marketing support Ways of increasing influence and power Business networking - how to do it well and not waste time

Reviews:

""I think the report is an excellent platform for change. I look forward to using it as benchmarking tool to help engage in a quality debate on what we do well and what we have to do to improve our marketing and business development performance.""

Carley Ferguson Marketing Manager Harvey Ingram LLP *****

""Making it Rain identifies succinctly the critical success factors that differentiate the great professional service firms from the good. It proves in no uncertain terms why solicitors, accountants and others in professional service firms must adopt a commercial focus first and a process focus second.""

Tim Moore Financial Director Vision Express ***** ""10/10 It is scarily accurate. A broad and incisive reflection of the challenges facing my profession.""

Chris Britton-Powell Principal Lawyers4IT *****

About The Author

A graduate from Nottingham University Simon first worked for The Ford Motor Company and later found himself in training and personal development subsequently holding senior positions in Lloyds, Siemens and GEC. Simon became an expert in Behaviour Analysis. he learned the behaviours that distinguish the top performers from the average, He also learned NLP via Tony Robbins.

In 1997 Simon launched his own business and his first major client was Rolls-Royce Aerospace based in Derby UK.

Simon took advantage of 2012, the incredible year of sport in the UK, to become a triathlete. He is currently writing a book about the experience called 'Tri'ing to get in shape, one lamppost at a time' He is raising considerable funds for his nominated charities whilst training to increase his distances with an ambition to complete an Ironman triathlon.