How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services
by Doug Fletcher
View on GoodreadsFletcher's companion to How Clients Buy (his co-authored book with McMakin), aimed specifically at consultants who deliver well but don't know how to sell — a practical guide built from research into how rainmakers actually win work.
Core ideas
- Visibility, credibility, capability, ability to sell — the four practices of high-performing rainmakers, treated as learnable skills rather than personality traits.
- The biggest blocker for technical experts isn't competence but framing — they sell their methodology when they should be solving the buyer's problem.
- Rainmaking is a long game built on small, consistent acts of value, not on closing techniques.
Published2021
Pages240
ISBN9781119676904
ReadJan 2023
