Rainmaker
Autor Neil Plumridge, Robert Nasonen Limba Engleză Hardback – 22 sep 2026
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Notă biografică
NEIL PLUMRIDGE is a former senior partner at Kearney, EY, and PwC who served on both national and global leadership teams. He brings over 30 years of experience advising Fortune 500 companies, multinational corporations, and government institutions in more than 20 countries. He currently advises executives and runs professional development programs for consulting firms worldwide.
ROBERT NASON is a consulting and corporate leader whose career spans 25 years in management consulting and 16 years in senior corporate roles, including Chairman, CEO, and Board Member positions across the United States, Southeast Asia, and Australia. He held national, international, and global leadership roles at KPMG, PwC, and Kearney, and together with Neil Plumridge has reviewed the performance of more than 5,000 senior leaders.
ROBERT NASON is a consulting and corporate leader whose career spans 25 years in management consulting and 16 years in senior corporate roles, including Chairman, CEO, and Board Member positions across the United States, Southeast Asia, and Australia. He held national, international, and global leadership roles at KPMG, PwC, and Kearney, and together with Neil Plumridge has reviewed the performance of more than 5,000 senior leaders.
Cuprins
Introduction xvii
Part I The Soil: Understanding the Rainmaker's World 1
Chapter 1 The Ground We Stand On: Why Rainmakers Identify More and Larger Opportunities than Most of Their Peers 3
Chapter 2 Bedrock: Foundations of a Profession. How History Shapes Client Expectations and the Opportunities Available to You 9
Chapter 3 Shifting Subsoil: Supply-Side Shake-Up. Why Waiting for the Phone to Ring Means You Have Already Lost 18
Chapter 4 Topsoil: Demand-Side Prospects. Everyone Knows the Client Situation. But How Do You Convert That Knowledge into Programs That You Can Win? 27
Chapter 5 Surface Layer: Today's Realities, Tomorrow's Opportunities. From Unexpected Events, Great Opportunities Emerge. . .If You're Not Asleep at the Wheel 39
Part I Summary The Soil: Understanding the Rainmaker's World 53
Part II The Roots: Inner Life of a Rainmaker 57
Chapter 6 Beneath the Surface: You're Smart and Hardworking. So Is Everyone Else. Your Brand Is Built on What You Stand For 59
Chapter 7 Taproot: Self-Awareness. The Search for Success Starts with You 62
Chapter 8 Lateral Roots: Higher Purpose. No Passion, No World-Class Edge - So Why Should Clients Bother Meeting You? 70
Chapter 9 Root Hairs: Resilience. Celebrating Wins Is Easy. Showing Up When Things Don't Work Out Defines You 83
Chapter 10 Root Cap: Ethics and Responsibilities. Careers Are Built on Ethics. They Are Destroyed When Ethics Are Abandoned 95
Part II Summary The Roots: Inner Life of a Rainmaker 105
Part III The Trunk: Core Attributes of a Rainmaker 109
Chapter 11 Overview of the Core Attributes: Attributes Are Not Taught - They Are Revealed Under Pressure, When the Stakes Are High 111
Chapter 12 Heartwood: Character and Connection. Character Is Not About Being Liked. It's About Being Relied on When It Matters 121
Chapter 13 Clarity and Presence: The Most Pivotal Consulting Moments Are Quiet and Unscheduled; Rainmakers Recognize Them and Then Ask What Others Won't 131
Chapter 14 Action and Impact: Clients Remember Who Broke the Gridlock-Not the Models, Reports, or Decks 139
Chapter 15 Growth and Vision: Rainmakers Don't Wait for Growth to Occur. They Build It 147
Part III Summary The Trunk: Core Attributes of a Rainmaker 157
Part IV The Branches: Strategies Rainmakers Use to Win 163
Chapter 16 Four Strategies and Critical Links: Rainmakers Don't Work Harder; They Are Strategic, Deliberate, Focused, and Grounded in Routine 165
Chapter 17 Hunting with Precision: Knowing Where to Look, When to Step In, and How to Make Your Pitch Stick 172
Chapter 18 Creating Unmatched Value: Shifting Your Mindset from "Delivering Work" to "Creating Client Impact" 210
Chapter 19 Forging Unshakeable Trust: In Complex Engagements, Clients Choose Trust over Innovation. They Bet on Character 232
Chapter 20 Mastering the Routine of Success: Discipline and Routine Separate Occasional Wins from Sustained Success Year After Year 260
Part IV Summary The Branches 279
Part V The Canopy and Fruit: Visible Outcomes 283
Chapter 21 The Rainmaker Blueprint: Bringing It All Together. How to Build a Way of Working That Delivers Fulfillment Across Your Career 285
Conclusion: Becoming a Rainmaker: Your Journey Begins 301
Appendix: RFPs: Playing a Game Most Get Wrong 307
Acknowledgments 317
About the Authors 319
Notes 321
Index 329
Part I The Soil: Understanding the Rainmaker's World 1
Chapter 1 The Ground We Stand On: Why Rainmakers Identify More and Larger Opportunities than Most of Their Peers 3
Chapter 2 Bedrock: Foundations of a Profession. How History Shapes Client Expectations and the Opportunities Available to You 9
Chapter 3 Shifting Subsoil: Supply-Side Shake-Up. Why Waiting for the Phone to Ring Means You Have Already Lost 18
Chapter 4 Topsoil: Demand-Side Prospects. Everyone Knows the Client Situation. But How Do You Convert That Knowledge into Programs That You Can Win? 27
Chapter 5 Surface Layer: Today's Realities, Tomorrow's Opportunities. From Unexpected Events, Great Opportunities Emerge. . .If You're Not Asleep at the Wheel 39
Part I Summary The Soil: Understanding the Rainmaker's World 53
Part II The Roots: Inner Life of a Rainmaker 57
Chapter 6 Beneath the Surface: You're Smart and Hardworking. So Is Everyone Else. Your Brand Is Built on What You Stand For 59
Chapter 7 Taproot: Self-Awareness. The Search for Success Starts with You 62
Chapter 8 Lateral Roots: Higher Purpose. No Passion, No World-Class Edge - So Why Should Clients Bother Meeting You? 70
Chapter 9 Root Hairs: Resilience. Celebrating Wins Is Easy. Showing Up When Things Don't Work Out Defines You 83
Chapter 10 Root Cap: Ethics and Responsibilities. Careers Are Built on Ethics. They Are Destroyed When Ethics Are Abandoned 95
Part II Summary The Roots: Inner Life of a Rainmaker 105
Part III The Trunk: Core Attributes of a Rainmaker 109
Chapter 11 Overview of the Core Attributes: Attributes Are Not Taught - They Are Revealed Under Pressure, When the Stakes Are High 111
Chapter 12 Heartwood: Character and Connection. Character Is Not About Being Liked. It's About Being Relied on When It Matters 121
Chapter 13 Clarity and Presence: The Most Pivotal Consulting Moments Are Quiet and Unscheduled; Rainmakers Recognize Them and Then Ask What Others Won't 131
Chapter 14 Action and Impact: Clients Remember Who Broke the Gridlock-Not the Models, Reports, or Decks 139
Chapter 15 Growth and Vision: Rainmakers Don't Wait for Growth to Occur. They Build It 147
Part III Summary The Trunk: Core Attributes of a Rainmaker 157
Part IV The Branches: Strategies Rainmakers Use to Win 163
Chapter 16 Four Strategies and Critical Links: Rainmakers Don't Work Harder; They Are Strategic, Deliberate, Focused, and Grounded in Routine 165
Chapter 17 Hunting with Precision: Knowing Where to Look, When to Step In, and How to Make Your Pitch Stick 172
Chapter 18 Creating Unmatched Value: Shifting Your Mindset from "Delivering Work" to "Creating Client Impact" 210
Chapter 19 Forging Unshakeable Trust: In Complex Engagements, Clients Choose Trust over Innovation. They Bet on Character 232
Chapter 20 Mastering the Routine of Success: Discipline and Routine Separate Occasional Wins from Sustained Success Year After Year 260
Part IV Summary The Branches 279
Part V The Canopy and Fruit: Visible Outcomes 283
Chapter 21 The Rainmaker Blueprint: Bringing It All Together. How to Build a Way of Working That Delivers Fulfillment Across Your Career 285
Conclusion: Becoming a Rainmaker: Your Journey Begins 301
Appendix: RFPs: Playing a Game Most Get Wrong 307
Acknowledgments 317
About the Authors 319
Notes 321
Index 329