In the past year I have bought and given away over two-dozen copies of Rain Making with one condition to the recipients: They had to agree to read chapter 3.
The term “Rain Maker” has been around for years. It is often used, rarely understood, and almost never implemented properly. Rain Making, by Ford Harding 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.
Chapter 3, devoted to networking, (a personal passion of mine) is by far the best read anywhere on the topic. To give you an idea, I have read literally hundreds of articles on the topic, I have studied the topic as a Fellow at Johns Hopkins University Carey School of Business, and I have read numerous books on building business. Ford Harding simply writes an easy to understand and implement approach to a topic that has long been misunderstood.
Beyond chapter 3, Rain Making is divided into three sections: Generating Leads, Advancing and Closing a Sale, and Strategy: What Works and What Doesn’t.
The first section on Generating Leads is a “must read” for the marketers, engineers, and architects that are looking for a fresh and relevant perspective on business development. It clearly articulates the various types of marketing tactics, their purpose, and their proper use.
Advancing and Closing a Sale
The second section on Advancing and Closing a Sale, while not as sexy as the other two sections, gives a great review of the basics of sealing the deal, including presentations, writing a proposal, and quoting a fee.
Strategy: What Works and What Doesn’t
The final section, Strategy: What Works and What Doesn’t, carefully articulates plans for both individuals and corporations that are intertwined with a since of purpose and strategy. The section is written towards what can be done today, not simply lofty plans for a future plan that will be forgotten in a week.
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.