56 articles by Ford Harding

• Welcome to Blogger Mimi Spangler

  March 2, 2010

• Why Key Account Programs Don't Work

  Feb. 8, 2010

• Barriers to Talking about Sales Ethics

  Jan. 25, 2010

• Rainmaker Story #15: Turning an Anti-Sponsor into a Sponsor

  Jan. 18, 2010

• How to Ask for a Referral

  Jan. 11, 2010

• Five Ways to Avoid Making Phone Calls

  Jan. 6, 2010

• Customer Relations...The Cost of Slippage

  Jan. 4, 2010

• Passing on Relationships #2: The Classic Transition

  Dec. 16, 2009

• How Big Should a Network Be? Part 2: Thoughts on Dunbar Numbers

  Dec. 9, 2009

• Rainmaking Problem #25: Selling a Service that May Embarrass an Entrenched Competitor.

  Dec. 2, 2009

• Rain Making by Deduction

  Nov. 30, 2009

• Two Simple Ways to Foster Cross Selling

  Nov. 16, 2009

• To Social Network or Not To Social Network ... Is That the Question?

  Nov. 4, 2009

• Revenue Implosion through Channel Failure

  Nov. 2, 2009

• How Can David Beat Goliath? Part B: Delivering a Powerful Message

  Oct. 26, 2009

• The Power of Negative Thinking

  Oct. 19, 2009

• Rainmaker Wisdom: Helping or Selling?

  Oct. 14, 2009

• Avoiding the Hard Work of Generating Leads #1: Never Say No and Never Delegate

  Sept. 15, 2009

• Rainmaking Slumps

  Aug. 31, 2009

• Rainmaking Problem #21: When a Client Wants a Job with Your Firm

  Aug. 10, 2009

• Keep them Coming #3: Ideas for Posts from Other People's Blogs

  July 20, 2009

• Flavor of the Month

  July 6, 2009

• How do your clients spend their time?

  June 29, 2009

• The Seductive Power of Institutional Lead Flow

  June 17, 2009

• Are Rainmakers Born or Made?

  June 15, 2009

• Rainmaking Problem #18: Brand the Person or the Firm?

  June 10, 2009

• Rain Making Problem #17: From Buyers' Market to Sellers' Market

  May 27, 2009

• Interesting People 1: A LinkedIn Heavy User, Part B

  May 26, 2009

• Interesting People 1: A LinkedIn Heavy User, Part A

  May 21, 2009

• Bah to Too Much Targeting! Try Lumping Instead

  May 11, 2009

• Rain Making Problem #15: How to Prove Your Worth

  April 29, 2009

• John's Story: How One Professional Became a Trusted Advisor

  April 23, 2009

• Bah to Brochures!

  April 20, 2009

• How Much Detail Should You Give When Answering Questions?

  April 6, 2009

• Rainmaker Problem #13: Courting Distant Clients

  April 1, 2009

• Ten Found Minutes

  March 23, 2009

• Rain Making Problem #12: Curing Bad Sales Habits

  March 18, 2009

• For the Want of a Contact List

  March 9, 2009

• Keep Them Coming #1: Ideas for Blog Posts

  March 3, 2009

• If at First It Succeeded, Why Not Try Again?

  Feb. 20, 2009

• Up-or-Out or Up-or-Out?

  Feb. 10, 2009

• Rainmaking Problem #9: Lead Generation When Your Back is to the Wall

  Feb. 4, 2009

• Learning from Loss

  Feb. 3, 2009

• Rain Making Problem # 8: When Does Mutual Help Cross the Line to Corruption?

  Jan. 22, 2009

• Rainmaking Problem # 7: Innovation or Overreach

  Jan. 8, 2009

• Using Your Professional Bio as a Career Planner and Monitor

  Jan. 5, 2009

• Holiday Party

  Dec. 15, 2008

• Getting Local Business

  Dec. 9, 2008

• Rainmaking Problem #5: How Big Should Your Network Be?

  Dec. 4, 2008

• Getting Help from Executives' Assistants

  Dec. 2, 2008

• Ten Ways to Help Your Client's Child Find a Job, Part 2

  Nov. 25, 2008

• Rainmaking Problem #4: A Tough Presentation Setup

  Nov. 20, 2008

• Rain Making Problem #3: Expecting Mother

  Nov. 6, 2008

• Words You Can Use

  Oct. 28, 2008

• Rainmaking Problem # 2: The Next Level of Blogging

  Oct. 23, 2008

• Trying Times and a Rainmaker's Soul (and also his Soles)

  Oct. 15, 2008