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A Rainmaking Tip September 30, 2008

Posted by Bizzie Guye in Books, Rainmaking, Relationships, Resources.

"Today...Go out there and make it rain!

photo by adian morgan

I just finished Ford Harding’s book “Creating Rainmakers: The Manager’s Guide to Training Professionals to Attract New Clients”, excellent read! I really enjoyed it.  In fact, using page 97 as a reference, I emailed this statement to the VP of our firm in order to encourage him to finish reading it.

…engineers can sometimes forget there is a business side of engineering that often times the clients is more concerned about than how great of a design we can conjure up. One quote from this book says “I am a business man who happens to be an architect.” While we still need our traditional technical engineers…our project managers however need to be aware of issues (financial and otherwise) that face our clients. And our rainmakers such as you and I have to be twice as aware of these issues!”

The point I was trying to make is this… “Do not aim to give client’s what YOU think they need …but rather what THEY think they NEED”.  Trust me… if they have hired you to solve a problem – THEY know more about that problem than YOU think.



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