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The Maraia Minutes
Giving Away 20,000 Copies of Rainmaking Made Simple
Vol 13, Issue 6
This year marks my twentieth anniversary in the training and coaching business. To celebrate this milestone, I’ve been racking my mind for how to...
How do you learn to read financial statements?
Vol 13, Issue 5
This is the first issue of The Maraia Minutes being published and sent from our new website. Many thanks to all of you who gave us feedback on the new...
Reading Financials Gives a Supreme Edge
Volume 13, Issue 4
Written by Chris Zinski
If you want to impress CEOs and other top executives, make it your mission to read and understand a company...
Where's Your Comfort Zone?
Volume 13, Issue 3
During my career, I've trained and coached thousands of professionals. I've also done an enormous amount of introspection and work on understanding...
Turning Lawyers and Other Professionals Into Coaches
Volume 13, Issue 2
The most progressive professional service firms are starting to realize the incredible power of a relationship driven culture. They want to transform their...
Trends to Watch in 2010
January, 2010
It's pretty clear that 2010 will be another year of learning and uncertainty for many in the professional services field. Here are five trends to watch...
Finding & Closing Performance Gaps
Volume 12, Issue 9
My friend, Mark Thienes, is writing a book called Gapology: How Winning Leaders Close Performance Gaps. His basic premise is that all failures in...
The Purpose Driven Rainmaker
Volume 12, Issue 8
I've worked with thousands of professionals during my nearly two decades in this business. From this experience, I've noticed there is a huge gap...
Setting Metrics
Volume 12, Issue 7
I'm finding many more clients who want to get serious about their rainmaking and relationship building. In many cases, their firms are repeatedly urging...
Your Best Is Yet to Come
Volume 12, Issue 6
"Your best is yet to come." How many times have we heard that phrase? Probably not often enough. Have you ever internalized it? Do you really...
Should I Twitter?
Volume 12, Issue 5
I've been thinking about joining the twenty first century and start Twittering but I'd like your feedback. Through the years, I've gathered over...
Introduction to Relationships Are Everything!
Volume 12, Issue 4
I once worked with a client who was raised in a military family, an experience that greatly influenced how he interacted with people. Not surprisingly, he...
The "Cure" for Feeling Unappreciated
Volume 12, Issue 3
As the job losses pile up and the value of our retirement portfolios go down, people are being asked to work harder than ever. We are being asked to do more...
Growing Stronger When Adversity Comes
Volume 12, Issue 2
1. Avoid freezing up. Inaction and indecision are devastating to relationship building both internally and externally. Inaction also,...
Staying Up(beat) in a Down Market
Volume 12, Issue 1
It doesn't take a genius to figure out that most of the people in your network, including your most desirable clients and prospects, may be gripped with...
Twenty Workplace Habits You Need to Break
Volume 11, Issue 11
Read through this list and see if you can spot one or more behaviors that YOU frequently exhibit when interacting with peers, clients and friends. It's...
Deepening Relationships for More Effective Leadership
Volume 11, Issue 10
Recently, we have observed an increasing interest in effective law firm leadership. Nearly every firm we work with is now realizing that practice group (and...
A Tale of Two Sisters
Volume 11, Issue 9
As I've said before, your attitude is everything. It can either be your best friend or your worst enemy. I recently met a lawyer from Canada who...
Relationships Are Everything!
Volume 11, Issue 8
TABLE OF CONTENTS:
Introduction
Part I: Starting Relationships
Chapter 1 - Fourteen...
Meeting More Decision Makers
Volume 11, Issue 7
To some professionals, knowing lots of decision makers is the holy grail of marketing. They figure that knowing more decision makers will lead to more...
How Much Time Should I Spend Marketing?
Volume 11, Issue 6
From time to time we get asked how many hours per week lawyers should devote to business development at the various stages of their careers, especially as...
Ending Late Meeting Starts: A Success Story
Volume 11, Issue 5
One of the most maddening and persistent problems in law firms is that meetings start chronically late. As readers know, lawyers are among the most...
Re-ignite Your Curiosity
Volume 11, Issue 4
When we coach lawyers and other professionals we are often asked what sets great rainmakers apart from the pack. What we've found is that successful...
The Three Levels of Networking
Volume 11, Issue 3
In our work as coaches we find it crucial to assess our clients' attitudes towards networking. Everyone we work with comes to us with different...
Releasing Negative Emotions
Volume 11, Issue 2
This month's issue is on a topic about which almost everyone knows very little: Releasing negative emotions. In our coaching work, we frequently find...
Increasing the Value of Your Network
Volume 11, Issue 1
I've noticed in my work with professionals from around the globe that great rainmakers, either intentionally or unintentionally, seek to increase the...
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