Wednesday, April 30, 2008

Shop Talk Podcast #7 - Ford Harding on Rain-making

rain-mak-er n. a person (as a partner in a law firm) who brings in new business.

On this edition, we talk to Ford Harding, author of "Rain Making: Attract New Clients No Matter What Your Field." Ford's book presents very practical and complete advice on selling professional services. He is president of Harding & Co., a consulting firm that helps companies improve their selling performance.

Among Ford's observations in the podcast is that most professional services people are hired for their native intellgence, critical thinking skills, etc., and not for their sales competence. Which results in an often painful transition when these folks are asked to start selling.

It was a fun chat. I hope you enjoy it. Click here to download.

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