By Ford Harding
RainToday Note: The following article is part one of two, excerpted from Ford Harding's book Creating Rainmakers, which has recently been reissued by Wiley. Here, Harding will demonstrate how telling an anecdote can be much more powerful than stating facts or statistics. In part two, he will discuss what makes a good anecdote.
"I've had some bad experiences with architects. How can I be sure you're going to bring this project in on budget?" asked the prospective client.
Everyone in the room knew that the engagement hung on the answer to this question. I looked at Bob Hillier, the founder of the firm and one of the best rainmakers I know. He responded with the following story:
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