Hardingco Blog
This blawg is about successful networking and rainmaking.
Author: Ford Harding is the founder and president of Maplewood, N.J.-based Harding & Co., which "helps professionals learn to sell and market."
Blawg Related Categories: Legal Marketing & Consulting • Consultant
Recent Posts from Hardingco Blog
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Rainmaking Problem #5: How Big Should Your Network Be?
Here is another of the rainmaking problems that I offer as topics for discussion. It’s one that I hate! I hope you will leave a comment with your thoughts on a solution to this problem.…
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Getting Help from Executives’ Assistants
In an earlier post I listed seven things to remember when dealing with executives’ secretaries. Here are some things you can do to put that knowledge to use: Keep your goal aligned with hers and…
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Ten Ways to Help Your Client’s Child Find a Job, Part 2
Networking is helping people, as Oscar Megerdichian told me long ago. A network contact will see few things as helpful as assisting her child in a job search. A previous post listed five ways to…
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Rainmaking Problem #4: A Tough Presentation Setup
(This is part of my series on Rainmaking Problems. I hope you will leave a comment with your thoughts on a solution to this problem.) Lest you think this case seem irrelevant to you, it…
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Eight Things to Remember About a Senior Executive’s Secretary
To get in front of a senior executive, you often have to go through a secretary. When working with such a person always remember: Without her help, the chances of getting a meeting are slim.…
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Ten Ways to Help Your Client’s Child Find a Job, Part 1
One way to advance a relationship with a contact is to help him, and few kinds of help are more appreciated than help to the contact’s child who is looking for a job. It may…
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Many Reasons Not to Call vs. One Reason to Call
In a post published in late October (Waiting for the Elections), Margaret Grisdela described a small law firm’s decision to put its marketing effort on hold until after the election. Grisdela, quite correctly, argues against…
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Rain Making Problem #3: Expecting Mother
Among the people I am now coaching are two expecting mothers at different firms. Both are first time mothers. One made partner last year and the other hopes to be put up for partnership within…
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Rainmaker Story #12: Knowing When to Abandon the Script
Because this blog is written for professionals, I have avoided using examples from product sales. But I like this story, and it makes a point. My friend, Dan Morley, who always has a twinkle in…
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How to Warm Up a Cold Call
(Blogger Bizze Guye has tagged me to comment on warming up cold calls as one participant in a meme. For other contributors go to his site. Cold calls, sales meetings at your request with someone…