How to Win Client Business When You Don't Know Where to Start

Acknowledgments

Every book is a team effort. It takes the talents of so many to see a book through to publication. I am deeply grateful for the caring support and guidance that many have provided me in this book's journey.

I'll start with my agent, Sheree Bykofsky. She believed in this book's potential before anyone else, and helped shape the original concept into what it has become. Thank you, Sheree, for your faith in me. And to my wonderful team at John Wiley & Sons, specifically Richard Narramore, Mike Campbell and Dawn Kilgore. Your early advice in the conceptual phase was filled with wisdom from many years in the book business. Mike, you were much more than an editor to me – you were a coach and mentor. Thank you also to Kelly Talbot and Amy Handy for polishing my work into a book ready for a public audience.

I am deeply indebted to Tom McMakin and his team at Profitable Ideas Exchange (PIE). Tom's support during all phases of this book was more than I deserved. Thank you to PIE's Jacob Parks and Carlie Auger for assistance with the rainmaker interviews that help bring these pages to life.

Thank you to the successful rainmakers whose personal stories are sprinkled throughout the book. Your advice is worth more than gold: Frank Bush, Graham Anthony, Judy Selby, Chuck McDonald, Eugene Buff, John Zombro, Eric Gregg, Murray Joslin, Charles Moren, Terry Pappy, Noel Sobelman, Michael Kelly, Mike McCracken, Scott Pollan, Cliff Farrah, Bill Stoddart, Doug Hall, Pete Sackleh, ...