Maraia's Rainmaking Blog

Use Team Meetings to Deliver Greater Value

Posted Jul 21 2011

Does every meeting of the team which serves your best clients always deliver a tangible benefit to the client?  If not, I'd suggest you view the next team meeting that way.

...
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Why Use LinkedIn?

Posted May 26 2011

I get a lot of feedback from readers who want to know why they should use LinkedIn.  So, let’s address why LinkedIn makes sense.

Think of it this way.  We’ve gone from the telegraph to the telephone to the fax machine to the cell phone to email and now to LinkedIn....

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Word-of-Blog Communication by Tom Schwing

Posted May 3 2011

I’ve been doing a deep dive into Social Media as a method of communicating with my audiences.  For almost a year now, I’ve experimented with Facebook, LinkedIn, YouTube...

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Excerpt #236 from Mark Maraia's book Rainmaking Made Simple:

Posted Jan 20 2011

Bibliography (4)

Client Service
 
Albrecht, Karl. (1988). At America’s service: How corporations can revolutionize the way they treat their customers. Homewood, IL: Dow Jones-Irwin.
 
Albrecht, Karl. (1992). The only...
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Excerpt #235 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 20 2011

Bibliography (3)

Leadership & Management
 
Abramson, Mark A. & Lawrence, Paul A. [ed.]. (2001). Transforming organizations. Lanham, MD: Rowman & Littlefield Publishers.
 
Ailes, Roger. & Kraushar, Jon....
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Excerpt #234 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 20 2011

Bibliography (2)

Coaching
 
Dotlich, David L. & Cairo, Peter C. (1999). Action coaching: How to leverage individual performance for company success. San Francisco: Jossey-Bass.
 
Dennis, Gregory. (1993). Mentoring....
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Excerpt #233 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 20 2011

Bibliography

There are many books and articles in the areas of marketing, sales, business development, business leadership, personal growth, skills training and coaching for the professional services provider.  This bibliography lists those that resonate most with my own attitudes and...
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Excerpt #232 from Mark Maraia's book Rainmaking Made Simple:

Posted Jan 18 2011

Chapter 48 – The Maraia Marketing Challenge (Part 2)

Wednesday, January 16:
Called favorite client Elliot Goldratt @ eWorks, Inc. and offered to tour
their plant while I’m out visiting next week. Scheduled tour for January
23rd. (4 min)
 ...
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Excerpt #231 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 18 2011

Chapter 48 – The Maraia Marketing Challenge (Part 1)

At the end of my workshops I issue “the Maraia Marketing Challenge,” so it’s
only fitting that I do the same thing at the end of this book.  I ask each participant to take one (1) marketing action per day for the next...
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Excerpt #230 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 17 2011

Chapter 47 – Annual Planning Guide For Professionals (Part 2)

What Are the Elements of a Personal Marketing Plan? (continued)
 
I will meet with ___ prospective clients this quarter.  These are people I know for whom I’m not doing any...
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Excerpt #229 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 17 2011

Chapter 47 – Annual Planning Guide For Professionals (Part 1)

What Are the Elements of a Personal Marketing Plan? 
 
We all know that people who set goals vastly outperform those who don’t.  Yet, most people don’t set goals.  Have...
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Excerpt #228 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 14 2011

Chapter 46 – Increase Your Credibility Through Coaching (Part 4)

Lessons to Increase Your Credibility (2)
 
5.   Find A Humorous Way To Hold People Accountable.
 ...
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Excerpt #227 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 14 2011

Chapter 46 – Increase Your Credibility Through Coaching (Part 3) 

Lessons to Increase Your Credibility

Some of you probably feel as if your credibility is on the line every day.  I've coached thousands of professionals who have widely...
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Excerpt #226 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 14 2011

Chapter 46 – Increase Your Credibility Through Coaching (Part 2)

Skills To Increase Your Credibility
 
1. Have More "Conversations For Action."  (See chapter entitled “Jump Starting...
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Excerpt #225 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 14 2011

Chapter 46 – Increase Your CredibilityThrough Coaching (Part 1)

How Can I Increase My Credibility Through Coaching?
 
One of the fastest means of earning respect in professional firms is to help professionals achieve success.  In my work...
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Excerpt #224 from Mark Maraia's book Rainmaking Made Simple:

Posted Jan 13 2011

Chapter 45 – Giving Effective Feedback (Part 3)

How Do I Give Others in My Firm Feedback? (3)
 
4. Focus On One Or Two Key Behaviors – Don't Overload The Person.
 ...
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Excerpt #223 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 13 2011

Chapter 45 – Giving Effective Feedback (Part 2)

How Do I Give Others in My Firm Feedback? (2)
 
Failure to give feedback does untold damage to the human spirit.  I have worked with many professionals who, in private, lavish praise on their...
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Excerpt #223 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 13 2011

Chapter 45 – Giving Effective Feedback (Part 2)

How Do I Give Others in My Firm Feedback? (2)
 
Failure to give feedback does untold damage to the human spirit.  I have worked with many professionals who, in private, lavish praise on their...
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Excerpt #222 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 13 2011

Chapter 45 – Giving Effective Feedback (Part 1)

How Do I Give Others in My Firm Feedback?
 
According to the November 2000 issue of Fast Company magazine a study was done which found that the single most important variable in employee...
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Excerpt #221 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 12 2011

Chapter 44 – How Coaching Can Contribute To Your Success (Part 4)

How Are Training and Coaching Different from One Another? (4)
 
8. Prepare for speaking engagements.  Your coach...
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Excerpt #220 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 12 2011

Chapter 44 – How Coaching Can Contribute To Your Success (Part 3)

How Are Training and Coaching Different from One Another? (3)
 
4. Think of advances before you have a client meeting....
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Excerpt #219 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 12 2011

Chapter 44 – How Coaching Can Contribute To Your Success (Part 2)

How Are Training and Coaching Different from One Another? (2)
 
There are dozens of ways an effective coach can help your marketing effort.  Here are ten:
 ...
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Excerpt #218 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 12 2011

Chapter 44 – How Coaching Can Contribute To Your Success (Part 1)

How Are Training and Coaching Different from One Another?
 
Many people confuse training with coaching.  They are not synonymous terms.  Training usually occurs in...
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Excerpt #217 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 11 2011

Chapter 43 – Jump Starting Others’ Marketing Efforts (Conversations for Action Part 2)

How Do I Motivate Others to Get Into the Marketing Game? (2)
 
4. Only agree to something that has...
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Excerpt #216 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 11 2011

Chapter 43 – Jump Starting Others’ Marketing Efforts (Conversations for Action Part 1)

How Do I Motivate Others to Get Into the Marketing Game?
 
A firm whose leader can get everyone in his firm moving in the direction of...
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Excerpt #215 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 10 2011

Chapter 42 – Developing Associates (Part 3)

30-Day Plan for Developing Associates’ Marketing Talents (2)
 
3. Give your associate a role to play.  This can be as simple as asking...
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Excerpt #214 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 10 2011

Chapter 42 – Developing Associates (Part 2)

30-Day Plan for Developing Associates’ Marketing Talents (1)
 
1. Set up at least two marketing meetings and clear those meeting times with...
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Excerpt #213 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 10 2011

Chapter 42 – Developing Associates (Part 1)

How Do I Develop Associates’ Marketing Skills?
 
Until firms start making the development of associates a top priority most will fail miserably at developing the next generation of professionals.  ...
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Excerpt #212 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 7 2011

Chapter 41 – Finding and Keeping Great Associates (Part 6)

Four Tactics to Maintain an Integrated Organization (5)
 
4. Treat every associate as if he were an unpaid volunteer.  ...
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Excerpt #211 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 7 2011

Chapter 41 – Finding and Keeping Great Associates (Part 5)

Four Tactics to Maintain an Integrated Organization (4)
 
3. Delegate work to the associate who would most benefit from doing...
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Excerpt #210 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 7 2011

Chapter 41– Finding and Keeping Great Associates (Part 4)

Four Tactics to Maintain an Integrated Organization (3)
 
3. Delegate work to the associate who would most...
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Excerpt #209 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 7 2011

Chapter 41 – Finding and Keeping Great Associates (Part 3)

Four Tactics to Maintain an Integrated Organization (2)
 
2. Express daily thanks to associates for something they did well....
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Excerpt #208 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 7 2011

Chapter 41 – Finding and Keeping Great Associates (Part 2)

Four Tactics to Maintain an Integrated Organization (1)
 
1. Treat recruitment as a year round endeavor
 ...
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Excerpt #207 from Mark Maraia's book Rainmaking Made Simple

Posted Jan 7 2011

Chapter 41 – Finding and Keeping Great Associates (Part 1) 

How Do I Keep Great Associates?
 
Firms around the world constantly struggle to find and keep great associates.  The shortage is particularly acute in hot practice areas such...
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Excerpt #206 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 6 2011

Chapter 40 – Marketing by Project-Based Professionals (Part 5)

Seven Marketing Methods (4)
 
6. Devise Topics For Your Speeches That Your Target Audience Craves.  Then Invite Them...
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Excerpt #205 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 6 2011

Chapter 40 – Marketing by Project-Based Professionals (Part 4)

Seven Marketing Methods (3)
 
3. Become A Member Of An Electronic Discussion List.  
 
...
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Excerpt #204 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 6 2011

Chapter 40 – Marketing by Project-Based Professionals (Part 3)

Seven Marketing Methods (2)
 
2. Think of Yourself as a Businessman First and a Professional Second.  
...
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Excerpt #203 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 6 2011

Chapter 40 – Marketing by Project-Based Professionals (Part 2)

Seven Marketing Methods (1)
 
Develop and use these skills of investigation, questioning, and listening in connection with the following seven things and you project-based...
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Excerpt #202 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 6 2011

Chapter 40 – Marketing by Project-Based Professionals (Part 1)

Can Project-Based Professionals Really Market?
 
Most members of firm management throw their hands up in disgust when they contemplate teaching their project-based professionals how...
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Excerpt #201 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 5 2011

Chapter 39 – Random Acts of Golf, Theater, and Other Recreational Activities (Part 5)

Playing Golf Reveals Your Character
 
You can learn a great deal about a person’s character by playing a single round of golf with him. Does he cheat and throw...
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Excerpt #200 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 5 2011

Chapter 39 – Random Acts of Golf, Theater, and Other Recreational Activities (Part 4)

Making Great Use of your Private Club Membership
 
Your membership in exclusive private clubs can be a huge magnet for meeting “unreachable” prospective clients...
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Excerpt #199 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 5 2011

Chapter 39 – Random Acts of Golf, Theater, and Other Recreational Activities (Part 3)

Getting paired with strangers
 
There is vast difference between playing a round with a prospective client you invite and getting paired with strangers at a...
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Excerpt #198 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 5 2011

Chapter 39 – Random Acts of Golf, Theater, and Other Recreational Activities (Part 2)

How to Avoid Random Acts of Golf
 
If you want to avoid random acts of golf there are several things you can do before playing your next round with a...
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Excerpt #197 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 5 2011

Chapter 39 – Random Acts of Golf, Theater, and Other Recreational Activities (Part 1)

Is Golf or Another Recreational Activity a Poor Use of My Scarce Marketing Time?
 
I’d predict that professionals squander more valuable marketing time on the...
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Excerpt #196 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 4 2011

Chapter 38 – Differentiating Yourself (Part 2)

Demonstrate What Sets You Apart
 
You should also be prepared to back up any statements with as many examples (preferably striking ones) as you can recall during your career which highlight your...
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Excerpt #195 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 4 2011

Chapter 38 – Differentiating Yourself (Part 1)

How Do I Differentiate Myself from My Competitors?
 
Every prospective client you have ever met has, at the very least, wondered to himself “What makes you different from other professionals who do...
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Excerpt #194 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 3 2011

Chapter 37: – Turning Professionals Into Entrepreneurs (Part 3)

3. Become Obsessed With Waste
 
The internet phenomenon is so attractive because it will squeeze enormous amounts of waste...
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Excerpt #193 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 3 2011

Chapter 37 – Turning Professionals Into Entrepreneurs (Part 2)

2. Become Obsessed With Speed
 
A Business Week article reported that Richard Anderson, Vice President of Internet Sales...
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Excerpt #192 from Mark Maraia’s book Rainmaking Made Simple

Posted Jan 3 2011

Chapter 37: – Turning Professionals Into Entrepreneurs (Part 1)

How Do I Get Professionals to Think As Entrepreneurs?
 
Most professionals are inadequately informed about how businesses operate.  Business ignorance is increasingly...
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Excerpt #191 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 31 2010

 

Chapter 36: – Making Publications Pay Off (Part 5)
 
4. What Can You Do When The Phone Rings?
 
Most professionals don't know what to do when the phone...
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Excerpt #190 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 31 2010

Chapter 36: – Making Publications Pay Off (Part 4)

3. When You're Quoted As An Expert In An Article
 
If you've recently received some good publicity and are wondering how to gain...
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Excerpt #189 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 31 2010

Chapter 36: – Making Publications Pay Off (Part 3)

2. After You've Written An Article
 
After it's written or published, seek feedback or "critiques" of the article.  Become a...
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Excerpt #188 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 31 2010

Chapter 36: – Making Publications Pay Off (Part 2)

1. Before You Write An Article
 
Use the article to invite a dialogue with people before it's written.  You can call clients,...
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Excerpt #187 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 31 2010

Chapter 36: – Making Publications Pay Off (Part 1)

How Do I Make Publications Pay Off?
 
Professionals frequently want to know how they can make the articles they write or the articles they are quoted in "pay off."  My answer is very simple...
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Excerpt #186 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 30 2010

Chapter 35: – The Secrets of a Winning Presentation (Part 6)

What Should You Do After The Presentation?
 
Always follow up within a short period of time after the presentation. Write down when you will follow up into your calendar or PDA.  ...
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Excerpt #185 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 30 2010

Chapter 35: – The Secrets of a Winning Presentation (Part 5)

What Should You Do During The Presentation? (2)
 
2. Give each person involved in the presentation a role and have him...
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Excerpt #184 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 30 2010

Chapter 35: – The Secrets of a Winning Presentation (Part 4)

What Should You Do During The Presentation? (1)
 
1. “What do I say or do once I’m there making the pitch?”  I am asked...
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Excerpt #183 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 30 2010

Chapter 35: – The Secrets of a Winning Presentation (Part 3)

What Can You Do Before The Presentation? (2)
 
.Do a needs analysis on each member of the panel. If you know the General Counsel, Assistant General Counsel, Vice President of Human...
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Excerpt #182 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 30 2010

Chapter 35: – The Secrets of a Winning Presentation (Part 2)

What Can You Do Before The Presentation? (1)
 
1. Notify the marketing department or marketing partner in your firm...
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Excerpt #181 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 30 2010

Chapter 35: – The Secrets of a Winning Presentation (Part 1)

How Do I Win More Beauty Contests?
 
These days doing presentations, sometimes called “beauty contests” or “beauty parades,” as part of a formal buying process is a fact of life. I...
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Excerpt #180 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 29 2010

Chapter 34: – Using Speaking To Win New Clients (Part 8)

After the Talk (2)
 
2. Meet with three to five people from the audience and continue the dialogue started on the day of your...
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Excerpt #179 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 29 2010

Chapter 34: – Using Speaking To Win New Clients (Part 7)

After the Talk (1)
 
1. Make all follow up phone calls within 72 hours of your presentation.
 
If you’...
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Excerpt #178 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 29 2010

Chapter 34: – Using Speaking To Win New Clients (Part 6)

How Do I Get Clients from My Public Speaking? (6)
 
3. Give advice. 
 
Look for opportunities to...
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Excerpt #177 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 29 2010

Chapter 34: – Using Speaking To Win New Clients (Part 5)

How Do I Get Clients from My Public Speaking? (5)
 
3. Give advice. 
 
Look for opportunities to...
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Excerpt #176 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 29 2010

Chapter 34: – Using Speaking To Win New Clients (Part 4)

How Do I Get Clients from My Public Speaking? (4)
 
5. Make your presentation a call to action.
 
I...
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Excerpt #175 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 29 2010

Chapter 34: – Using Speaking To Win New Clients (Part 3)

How Do I Get Clients from My Public Speaking? (3)
 
4. Invite a dialogue with the audience. Putting people to sleep is not a good...
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Excerpt #174 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 29 2010

Chapter 34: – Using Speaking To Win New Clients (Part 2)

How Do I Get Clients from My Public Speaking? (2)
 
2. Speak on a topic you are passionate about.
 
...
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Excerpt #173 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 29 2010

Chapter 34: – Using Speaking To Win New Clients (Part 1)

How Do I Get Clients from My Public Speaking? (1)
 
There are many effective tools in your marketing repertoire. One I see being used, and frequently misused, is speaking. I have met...
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Excerpt #172 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 28 2010

Chapter 33: – Getting in Front of the Right Audience (Part 2)

How Do I Find Choice Speaking Engagements? (2)
 
5. See if your client knows the chairman of the speakers’ committee....
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Excerpt #171 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 28 2010

Chapter 33: – Getting in Front of the Right Audience (Part 1)

How Do I Find Choice Speaking Engagements? (1)
 
Many professionals who enjoy public speaking have asked me how to line up quality speaking engagements.  In coaching countless...
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Excerpt #170 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 27 2010

Chapter 32: – Conferencing with a Purpose (Part 8)

After the Conference
 
1. Always implement AT LEAST one idea you learned about during the conference which pays for the trip. This idea...
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Excerpt #169 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 27 2010

Chapter 32: – Conferencing with a Purpose (Part 7)

During the Conference (2)
 
3. Sponsor a dinner. Host a dinner at THE restaurant where everyone loves to dine. Make the reservation...
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Excerpt #168 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 27 2010

Chapter 32: – Conferencing with a Purpose (Part 6)

During The Conference (1)
 
1. Seek out the people you called in advance of the conference. Track down clients (and others) whom you...
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Excerpt #167 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 27 2010

Chapter 32: – Conferencing with a Purpose (Part 5)

Before The Conference (2)
 
2. Make a handful of phone calls.
 
If our goal is to start a relationship with...
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Excerpt #166 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 27 2010

Chapter 32: – Conferencing with a Purpose (Part 4)

Before the Conference
 
Now that we have a goal let’s outline how to achieve it. Think of a conference in much the same way as we approach other marketing activities: what to do before, during...
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Excerpt #165 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 27 2010

Chapter 32: – Conferencing with a Purpose (Part 3)

No Firm Funding Without a Plan
 
Lacking a clear goal or purpose is one common reason why firms will refuse to pay for your attendance at conferences. One of my clients requested permission from...
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Excerpt #164 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 27 2010

Chapter 32: – Conferencing with a Purpose (Part 2)

Have a Game Plan 
 
What is your goal for attending the conference? In my view, the purpose of any conference is to start or deepen relationships with people who attend the conference. Pick...
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Excerpt #163 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 27 2010

Chapter 32: – Conferencing with a Purpose (Part 1)

How Do I Get the Most Marketing Mileage Out of Conferences?
 
Many professionals attend one or more conferences each year, but rarely do you hear anyone raving about them being marketing bonanzas...
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Excerpt #162 from Mark Maraia’s book Rainmaking Made Simple:

Posted Dec 24 2010

Chapter 31: – Building Relationships with Board Members (Part 3)

Making the Most of High Level Contacts (2)
 
4. Follow up on your commitment to call the very next day. These kinds of...
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Excerpt #161 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 24 2010

Chapter 31: – Building Relationships with Board Members (Part 2)

Making the Most of High Level Contacts (1)
 
What follows is a proven and simple method for making the most of these kinds of high level contacts. Follow this method and you will...
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Excerpt #160 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 24 2010

Chapter 31: – Building Relationships with Board Members (Part 1)

How Do I Develop Business Relationships with Board Members?
 
Many senior professionals are drowning in high level contacts through their service on not-for-profit and other...
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Excerpt #159 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 23 2010

Chapter 30: – Staying in Touch With Friends and Clients (Part 5)

Make Two Calls
 
When professionals are hesitant about calling someone they haven’t spoken with in a long time, have them make two calls.  The first can be solely to re-...
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Excerpt #158 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 23 2010

Chapter 30: – Staying in Touch With Friends and Clients (Part 4)

Seven Ways to Reconnect (3)
 
5. In lieu of a phone call, tour a client's operation or visit as often as you can.  ...
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Excerpt #157 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 23 2010

Chapter 30: – Staying in Touch With Friends and Clients (Part 3)

Seven Ways to Reconnect (2)
 
2. Another way to reconnect is to look for articles on the company your friend or client...
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Excerpt #156 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 23 2010

Chapter 30: – Staying in Touch With Friends and Clients (Part 2)

Seven Ways to Reconnect (1)
 
If you are looking for ways to reconnect with someone after a long hiatus, here are seven ideas which are time tested and have proven to be effective...
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Excerpt #155 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 23 2010

Chapter 30: – Staying in Touch With Friends and Clients (Part 1)

How Do I Get Back in Touch with Someone I Haven’t Spoken to in a Long Time?
 
Voice mail, e-mail, and other forms of technology can actually reduce our in-person connections with...
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Excerpt #154 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 21 2010

Chapter 29: – Developing Your Network (Part 5)

Other Ways To Develop Your Network

ENROLL YOUR SPOUSE IN THE EFFORT. You don’t even have to join a group. Sometimes these opportunities appear right in your living room. The spouse of an advertising specialist...

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Excerpt #153 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 21 2010

Chapter 29: – Developing Your Network (Part 4)

Meeting More People
 
Once you join a group, how do you make the most of it?  Regardless of the group you join, here are three proven ways to meet more people:
 
1....
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Excerpt #152 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 21 2010

Chapter 29: – Developing Your Network (Part 3)

How Well Developed is Your Network?
 
To test how well developed your network is, let’s assume you are an employee benefits consultant who wants to step out from under the shadows of your more famous...
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Excerpt #151 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 21 2010

Chapter 29: – Developing Your Network (Part 2)

Which Group(s) Should You Join?
 
I am frequently asked which groups professionals should join for networking and marketing purposes. That's akin to asking me whom you should marry. That choice is a...
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Excerpt #150 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 21 2010

Chapter 29: – Developing Your Network (Part 1)

How Do I Develop My Network?
 
There is a myth circulating among professionals that “if I join the right groups I’ll magically generate a ton of business.”  For most of us, that’s not true....
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Excerpt #149 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 20 2010

Chapter 28: – Your Elevator Speech (Part 2)

How Do I Respond When Asked “What Do You Do?”
 
It’s really simple when you do the math. If only five people know that you love forensic accounting you won’t see much of that kind of work. If you tell...
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Excerpt #148 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 20 2010

Chapter 28: – Your Elevator Speech (Part 1)

How Do I Respond When Asked “What Do You Do?”
 
Regardless of whether you find yourself in group settings or one to one meetings, you will always want to have your elevator speech ready to go. One of my...
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Excerpt #147 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 17 2010

Chapter 27: – Networking One on One (Part 9)

Before you go to your meeting (6):
 
More clients are demanding that their professionals take an active role in helping their businesses succeed.  Heller Financial pays its outside law firms two...
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Excerpt #146 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 17 2010

Chapter 27: – Networking One on One (Part 8)

Before you go to your meeting (5):
 
5. Ask transition questions.
 
Transition questions allow you to bridge from...
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Excerpt #146 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 17 2010

Chapter 27: – Networking One on One (Part 8)

Before you go to your meeting (5):
 
5. Ask transition questions.
 
Transition questions allow you to bridge from...
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Excerpt #145 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 17 2010

Chapter 27: – Networking One on One (Part 7)

Before you go to your meeting (4):
 
4. Ask high energy questions.  (See the chapter entitled Working For the Room for such a list of...
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Excerpt #144 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 17 2010

Chapter 27: – Networking One on One (Part 6)

Before you go to your meeting (3):
 
3. Ask for your friend’s opinion or advice.
 
Take whatever is on your worry...
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Excerpt #143 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 17 2010

Chapter 27: – Networking One on One (Part 5)

Before you go to your meeting (2):
 
2. Write down on a piece of paper three to five high energy questions you might ask your friend before...
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Excerpt #142 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 17 2010

Chapter 27: – Networking One on One (Part 4)

Before you go to your meeting (1):
 
1. Many professionals find it helpful to ask themselves this question before they pick up the phone to...
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Excerpt #141 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 17 2010

Chapter 27: – Networking One on One (Part 3)

From Social Discussion to Business Discussion
 
The real challenge when networking with friends is to convert a social discussion into a business discussion.  Avoiding business discussions or...
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Excerpt #140 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 17 2010

Chapter 27: – Networking One on One (Part 2)

Making Meeting Professional
 
In one year, the typical professional might spend hundreds of hours in meetings with friends.  When I use the term “friends” this includes clients, dormant clients,...
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Excerpt #139 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 17 2010

Chapter 27: – Networking One on One (Part 1)

How Do I Conduct an Effective Networking Meeting?
 
More by default than intention, the most favored marketing activity of many professionals is the networking meeting.  Most professionals...
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Excerpt #138 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 16 2010

Chapter 26: – Working For the Room: Networking During Social Events (Part 6)

The Four Purposes (4)
 
4. Go into the meeting with the mission of finding a specific person.
...
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Excerpt #137 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 16 2010

Chapter 26: – Working For the Room: Networking During Social Events (Part 5)

The Four Purposes (3)
 
3. Go into these settings with the mindset that you will act as a host rather than as...
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Excerpt #136 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 16 2010

Chapter 26: – Working For the Room: Networking During Social Events (Part 4)

The Four Purposes (2)
 
2. Engage in a “high energy” conversation.
 
Most of us...
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Excerpt #135 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 16 2010

Chapter 26: – Working For the Room: Networking During Social Events (Part 3)

The Four Purposes
 
Entering a room full of people with any one of these four purposes should increase your comfort level:
 
1....
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Excerpt #134 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 16 2010

Chapter 26: – Working For the Room: Networking During Social Events (Part 2)

Go Into Meetings With a Purpose
 
Networking can be done in group settings and one-on-one meetings.  In this chapter, we’ll cover the dreaded exercise of working...
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Excerpt #133 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 16 2010

Chapter 26: – Working For the Room: Networking During Social Events (Part 1)

How Can I Work the Room in a Way that Leaves Me Feeling Comfortable?
 
 Networking is a well visited topic about which scores of books have been written, but very...
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Excerpt #132-C from Mark Maraia's book Rainmaking Made Simple:

Posted Dec 11 2010

Chapter 25: Networking Isn’t Selling (Part 3)  

Understanding the Difference Between Networking and Selling (2)
 
The third ring includes referral sources and ideal client contacts.  A referral source is someone who has sent you work or...
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Excerpt #132-B from Mark Maraia's book Rainmaking Made Simple

Posted Dec 11 2010

Chapter 25: Networking Isn’t Selling (Part 2)  

Understanding the Difference Between Networking and Selling
 
Selling and networking are not synonymous terms. It’s easy to see the difference at the preparation level. (Yes, I’d argue a...
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Excerpt #132-A from Mark Maraia's book Rainmaking Made Simple

Posted Dec 11 2010

Chapter 25: Networking Isn’t Selling (Part 1)  

How is Networking Different from Selling?
 
 Networking is a well visited topic about which scores of books have been written, but very few are geared toward professionals.  ...
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Excerpt #132 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 10 2010

Chapter 24: – The Ten Most Common Networking Mistakes (Part 2)

Where Do Most People Go Wrong with Marketing? (2)
 
6. Not taking initiative to help promote other people’s services. Have...
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Excerpt #131 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 10 2010

Chapter 24: – The Ten Most Common Networking Mistakes (Part 1)

Where Do Most People Go Wrong with Marketing?
 
I have observed and coached many professionals in social situations and I see them making the same mistakes repeatedly while networking...
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Excerpt #130 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 9 2010

Chapter 23: – Marketing In Slow Times (Part 4)

10 Things To Do To Jumpstart Your Practice (3)
 
7. Dust off your Rolodex.  Pull out your Rolodex and comb through it to see if there...
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Excerpt #129 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 9 2010

Chapter 23: – Marketing In Slow Times (Part 3)

10 Things To Do To Jumpstart Your Practice (2)
 
  2. Reconnect with...
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Excerpt #128 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 9 2010

Chapter 23: – Marketing In Slow Times (Part 2)

10 Things To Do To Jumpstart Your Practice (1)
 
Slow times can arise because you are changing your practice area, or because of an economic downturn, or you could be starting a new office in another...
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Excerpt #127 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 9 2010

Chapter 23: – Marketing In Slow Times (Part 1)

What Do I Do When Things Slow Down?
 
Many professionals consider it a badge of shame when their practices slow down.  The thinking goes something like this: “If I were really that good, things...
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Excerpt #126 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 8 2010

Chapter 22: – Measuring Return on Investment in Marketing Training (Part 5)

Measurements to Gauge Your Cross Selling:
 
21. More lunches with different partners each month. (I know of...
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Excerpt #125 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 8 2010

Chapter 22: – Measuring Return on Investment in Marketing Training (Part 4)

Measurements to Gauge the Effectiveness of Speaking Engagements:
 
17. More speaking engagements per year to...
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Excerpt #124 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 8 2010

Chapter 22: – Measuring Return on Investment in Marketing Training (Part 3)

Measurements for Marketing to Prospective Clients:
 
10. More phone calls to arrange marketing meetings....
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Excerpt #123 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 8 2010

Chapter 22: – Measuring Return on Investment in Marketing Training (Part 2)

Measurements for Marketing to Existing Clients
 
If you're a solo practitioner, a practice group leader or a professional service firm leader who wants to get more...
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Excerpt #122 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 8 2010

Chapter 22: – Measuring Return on Investment in Marketing Training (Part 1)

How Do I Measure Return on My Investment in Marketing Training?
 
Any time your firm undertakes marketing training it is investing two key resources: professional time...
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Excerpt #121 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 7 2010

Chapter 21: – Making Cross-Selling Work In Your Firm (Part 6)

How to Increase the Cross-Selling Culture (6)
 
6. Become compulsive about follow through.  
 
...
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Excerpt #120 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 7 2010

Chapter 21: – Making Cross-Selling Work In Your Firm (Part 5)

How to Increase the Cross-Selling Culture (5)
 
5. It’s your relationship with individual partners that matters.  ...
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Excerpt #119 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 7 2010

Chapter 21: – Making Cross-Selling Work In Your Firm (Part 4)

How to Increase the Cross-Selling Culture (4)
 
4. Make your partners look good.  
 
One way...
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Excerpt #118 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 7 2010

Chapter 21: – Making Cross-Selling Work In Your Firm (Part 3)

How to Increase the Cross-Selling Culture (3)
 
3. Always prepare.  
 
Approach the meeting...
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Excerpt #117 from Mark Maraia’s book Rainmaking Made Simple:

Posted Dec 7 2010

Chapter 21: – Making Cross-Selling Work In Your Firm (Part 2)

How to Increase the Cross-Selling Culture (2)
 
2. Eliminate your entitlement mindset.  
 
A...
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Excerpt #116 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 7 2010

Chapter 21: – Making Cross-Selling Work In Your Firm (Part 1)

How Do I Approach My Partner About a Cross-Selling Opportunity?
 
Leaders from nearly every firm I work with express a strong desire to improve their firm’s cross-selling. Think of...
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Excerpt #115 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 6 2010

Chapter 20: – Why Clients Hire You (Part 10)

What Do Clients Need (Part 9)
 
12. Technical Skills
 
Sometimes technical skills are cited as a personal need,...
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Excerpt #114 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 6 2010

Chapter 20: – Why Clients Hire You (Part 9)

What Do Clients Need (Part 8)
 
11. “Avoid surprises”
 
Treat surprises the same way as you’d treat dead fish. Don’...
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Excerpt #113 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 6 2010

Chapter 20: – Why Clients Hire You (Part 8)

What Do Clients Need (Part 7)
 
10. “Help My Business Succeed”
 
It helps to realize that what you’re selling to...
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Excerpt #112 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 6 2010

Chapter 20: – Why Clients Hire You (Part 7)

What Do Clients Need (Part 6)
 
9. "Don't Sell Me Anything, Help Me Solve My Problems"
 
A senior executive at...
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Excerpt #111 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 6 2010

Chapter 20: – Why Clients Hire You (Part 6)

What Do Clients Need (Part 5)

     8.   "Deliver Far More Value than Your Competitors"

Client representatives will spend no time reviewing bills received from trusted outside advisers. In...

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Excerpt #110 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 3 2010

Chapter 20: – Why Clients Hire You (Part 5)

What Do Clients Need (Part 4)
 
7. "Become Intimately Familiar With My Business"
 
Clients want you to learn about...
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Excerpt #109 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 3 2010

Chapter 20: – Why Clients Hire You (Part 4)

What Do Clients Need (Part 3)
 
6. "Make My Life Easier"
 
Most professionals are oblivious to the fact that their...
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Excerpt #108 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 3 2010

Chapter 20: – Why Clients Hire You (Part 3)

What Do Clients Need (Part 2)
 
3. “Help me get a promotion”
 
Power is another universal human need. It can...
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Excerpt #107 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 3 2010

Chapter 20: – Why Clients Hire You (Part 2)

What Do Clients Need (Part 1)
 
Most personal needs are left unspoken and unwritten. I contend that this list is mostly common sense, but given the number of professionals I coach who ignore these needs...
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Excerpt #106 from Mark Maraia’s book Rainmaking Made Simple:

Posted Dec 3 2010

Chapter 20: – Why Clients Hire You (Part 1)

What Are the Deciding Factors Which Cause Clients to Hire Me?
 
In the first chapter, I laid out a three step process you can use to prepare for your marketing meetings. In this chapter, I will...
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Excerpt #105 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 2 2010

Chapter 19: - Dealing with Objections (Part 4)

Reframe Any Objections
 
There is another technique for dealing with objections. When you hear one, reframe it in your mind into the form of a question. A shift in your attitude is required in order...
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Excerpt #104 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 2 2010

Chapter 19: - Dealing with Objections (Part 3)

Three Step Method for Handling Objections
 
Sometimes, no matter how well you do at listening, objections will surface. When they do, follow this three step method for handling them effectively. I...
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Excerpt #103 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 2 2010

Chapter 19: - Dealing with Objections (Part 1)

How Do I Handle a Client’s Objectives?
 
Many sales training courses promote the belief that handling objections is a valuable skill. I disagree. In my opinion, the more valuable skill is preventing...
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Excerpt #102 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 1 2010

Chapter 18: – The Myth of Asking for the Business (Part 4)

Get the Client to Suggest the Next Step
 
The best rainmakers, without even knowing it, get the client to suggest the next step.  In other words, the client asks for the business...
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Excerpt #101 from Mark Maraia’s book Rainmaking Made Simple:

Posted Dec 1 2010

Chapter 18: – The Myth of Asking for the Business (Part 3)

Never Ask For the Business without Trust
 
Statements such as “send us a file,” “send us a project,” or “give us a chance” are often tried.  Most of the time they fail.  These...
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Excerpt #100 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 1 2010

Chapter 18: – The Myth of Asking for the Business (Part 2)

Common Sense and Decency
 
Suppose you’re meeting with the CFO of a large company and she says she’s “not happy with” her banker.  What should you do?  The really audacious...
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Excerpt #99 from Mark Maraia’s book Rainmaking Made Simple

Posted Dec 1 2010

Chapter 18: – The Myth of Asking for the Business (Part 1)

Do I Have to Ask for the Client’s Business Right Away?
 
Many professionals privately confess that they don’t know how to ask for the business. This is a constant complaint of many...
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Excerpt #98 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 30 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 16)

Responding to Client Comments (5)
 
"We will send you the next matter we get."
 
Work to find out how many of...
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Excerpt #97 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 30 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 15)

Responding to Client Comments (4)
 
"I look forward to working with you."
 
A response used frequently is, “I look...
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Excerpt #96 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 30 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 14)

Responding to Client Comments (3)
 
"Let me talk with the president [or some other decision maker]."
 
Some...
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Excerpt #95 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 30 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 13)

Responding to Client Comments (2)
 
"I'll call you."
 
Again many interpret this as a brush off statement but not...
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Excerpt #94 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 30 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 12)

Responding to Client Comments
 
Let’s consider several client comments you might hear and how you might respond. Even though none of these...
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Excerpt #93 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 30 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 11)

Conversation Stoppers
 
Getting an advance sounds simple, but it’s very hard to learn at a skill level. In fact, it’s far more likely that...
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Excerpt #92 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 24 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 10)

Put Several Arrows in Your Marketing Quiver Before Your Next Meeting
 
If there were a “practicality meter” that could somehow measure the...
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Excerpt #91 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 24 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 9)

What You Can Learn From Cricket
 
During my workshops, I’ll frequently ask participants if they follow the game of cricket. Not surprisingly,...
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Excerpt #90 from Mark Maraia’s Book Rainmaking Made Simple

Posted Nov 24 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 8)

Knowing When You’ve Achieved Success
 
During each and every marketing meeting with a client you want to know when you’ve achieved success....
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Excerpt #89 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 24 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 7)

Three Things to Write Before Your Next Meeting (3)
 
Here is a brief overview of the three things I want you to write out on a piece of paper...
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Excerpt #88 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 24 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 6)

Three Things to Write Before Your Next Meeting (2)
 
Here is a brief overview of the three things I want you to write out on a piece of paper...
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Excerpt #87 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 24 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 5)

Three Things to Write Before Your Next Meeting (1)
 
Here is a brief overview of the three things I want you to write out on a piece of paper...
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Excerpt #86 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 24 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 4)

First things first: Do Your Homework
 
Let's start with a blinding flash of the obvious ­ do your homework. Many professionals know they...
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Excerpt #85 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 24 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 3)

The Direct Link Between Preparation and Success
 
When I ask firm leaders how many minutes the average professional spends preparing for a...
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Excerpt #84 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 24 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 2)

Your Checklist to Prepare For a Sales Meeting
 
Every firm has professionals with varying degrees of commitment to marketing. Some are...
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Excerpt #83 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 24 2010

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 1)

How can I avoid wasting my marketing effort in random, unplanned actions?
 
Most professionals know exactly how to handle the technical...
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Excerpt #83 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 24 2010

 

Chapter 17:  Avoid Random Acts of Lunch, or How to Make Your Business Development Pay Off (Part 1)
 
How can I avoid wasting my marketing effort in random, unplanned actions?
 
Most professionals know...
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Excerpt #82 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 23 2010

Chapter 16 of 48 – Ten Fatal Selling Errors Professionals Make (Part 5)  

What Are the Most Common Mistakes Professionals Make? (5)
 
9.      Knowing...
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Excerpt #81 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 23 2010

Chapter 16 of 48 – Ten Fatal Selling Errors Professionals Make (Part 4)  

What Are the Most Common Mistakes Professionals Make? (4)
 
7.      Failing...
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Excerpt #80 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 23 2010

Chapter 16 of 48 – Ten Fatal Selling Errors Professionals Make (Part 3)  

What Are the Most Common Mistakes Professionals Make? (3)
 
5.      Not...
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Excerpt #79 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 23 2010

Chapter 16 of 48 – Ten Fatal Selling Errors Professionals Make (Part 2)  

What Are the Most Common Mistakes Professionals Make? (2)
 
3.      Failing...
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Excerpt #78 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 23 2010

Chapter 16 of 48 – Ten Fatal Selling Errors Professionals Make (Part 1)  

What Are the Most Common Mistakes Professionals Make?
 
I’ve witnessed many marketing successes and many marketing failures during my career.  The failures tend...
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Excerpt #77 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 22 2010

Chapter 15 of 48 – Raising Your Fees (Part 4)  

Avoid Making Your Client an Enemy Over Fees
 
Whatever approach you use, avoid an adversarial approach at all costs.  Too many professionals take such an approach to the whole issue of...
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Excerpt #76 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 22 2010

Chapter 15 of 48 – Raising Your Fees (Part 3)  

Negotiating Your Fee Raises
 
Here is another positive approach you might consider to raising your fees.  If you want to achieve a certain hourly rate the operative question to ask your...
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Excerpt #75 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 22 2010

Chapter 15 of 48 – Raising Your Fees (Part 2)  

Moving Beyond Commodity Status
 
Most professionals like to think it's their sheer technical brilliance which enables them to charge the rates they do.  That's rarely the case.  In...
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Excerpt #74 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 22 2010

Chapter 15 of 48 – Raising Your Fees (Part 1)  

How Do I Raise My Fees without Losing the Client?
 
The topic of raising fees always sparks great interest among my clients.  There is no one-size-fits-all approach to raising your fees....
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Excerpt #73 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 19 2010

Chapter 14 of 48 – Collecting Your Fees at Year End (Part 2) 

Some Guidelines for Successfully Collecting Fees
 
When is the best time to collect your fees?
 
That’s easy, when the receivable first becomes...
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Excerpt #72 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 19 2010

Chapter 14 of 48 – Collecting Your Fees at Year End (Part 1) 

How Do I Avoid Year End Collection Problems?
 
Many professionals get uncomfortable when they have to talk to their clients about fees.  If you’re not one of them read no...
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Excerpt #71 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 18 2010

Chapter 13 of 48 – Using Bills as Marketing Tools (Part 4)

Here are elements of an effective bill:
  1. Aggregate information on the bill in the way the client wants it.  If she wants you to group your time by matter, then do so.  Client needs in this...
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Excerpt #70 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 18 2010

Chapter 13 of 48 – Using Bills as Marketing Tools (Part 3)

Your Bills May Be a Missed Opportunity
 
Many professionals claim to be too busy to undertake marketing.  They are the same people who say doing great work is the best form of...
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Excerpt #69 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 18 2010

Chapter 13 of 48 – Using Bills as Marketing Tools (Part 2)

How Can You Get Positive Mileage from Negative Bills?
 
Can you think of a bill you sent out recently that was much higher than either you or the client expected it to be?  How did...
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Excerpt #68 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 18 2010

Chapter 13 of 48 – Using Bills as Marketing Tools (Part 1)  

How Do I Get Marketing Mileage from My Bills?
 
Professional services are intangible.  Given that obvious fact, how do your clients draw conclusions about the work you’ve...
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Excerpt #67 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 17 2010

Chapter 12 of 48 – Generating Endless Referrals (Part 5)

Prompting Referrals (2)
 
Another variation on this question when talking with your partner might be, “Have any of your clients shared with you their struggles with messy tax issues?”...
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Excerpt #66 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 17 2010

Chapter 12 of 48 – Generating Endless Referrals (Part 4)

Prompting Referrals
 
More and more professionals I work with want to learn how to prompt referrals from their most ardent supporters.  A prompted referral is one where you choose the...
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Excerpt #65 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 17 2010

Chapter 12 of 48 – Generating Endless Referrals (Part 3)

Unprompted Referrals (2)
 
Frequently what happens with the professionals I coach is they don’t even realize the first five options are available to them.  That means they hang up the...
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Excerpt #64 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 17 2010

Chapter 12 of 48 – Generating Endless Referrals (Part 2)

Unprompted Referrals
 
Very few professionals know how to receive an unprompted referral effectively.  An unprompted referral is client initiated, spontaneous, and unpredictable....
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Excerpt #63 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 17 2010

Chapter 12 of 48 – Generating Endless Referrals (Part 1)

How do I Generate More Referrals?
 
Ideally your work is so exceptional you are generating unprompted referrals from clients and friends.  Unprompted referrals are rare.  They are...
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Excerpt #62 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 16 2010

Chapter 11 of 48 – Follow Up on Your Professional Advice (Part 3)

Great Marketing Tool
 
In my view, the most compelling marketing reason for adopting this practice is that it demonstrates your care and concern to the client. An employment lawyer...
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Excerpt #61 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 16 2010

Chapter 11 of 48 – Follow Up on Your Professional Advice (Part 2)

Great Service Practice (2)
 
The effects on the quality of professional services provided are pretty obvious. Assume there are two equally capable professionals: one who routinely...
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Excerpt #60 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 16 2010

Chapter 11 of 48 – Follow Up on Your Professional Advice (Part 1) 

How Can I Demonstrate to My Clients that I Genuinely Care?
 
In my work with professionals I have found that following up on all the advice you give is both a great service...
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Excerpt #59 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 15 2010

Chapter 10 of 48 – The Case for Gathering Client Feedback (Part 6)

You Never Know Where You’ll Learn About Client Feedback
 
Even total strangers can help us make the case for gathering client feedback.  A personal experience I had is...
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Excerpt #58 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 15 2010

Chapter 10 of 48 – The Case for Gathering Client Feedback (Part 5)

Conduct Your Own Client Interviews
 
If you are an individual professional who can’t get your firm to sanction client interviews, start doing them with your own clients.  ...
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Excerpt #57 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 15 2010

Chapter 10 of 48 – The Case for Gathering Client Feedback (Part 4)

Always Know the Truth About Your Client Relationships
 
You can also collect war stories of the client relationships (and fees) preserved by seeking client feedback.  A...
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Excerpt #56 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 15 2010

Chapter 10 of 48 – The Case for Gathering Client Feedback (Part 3)

More Ways to Collect Client Feedback
 
Another useful way to make your case is to relate the topic to the professional’s field.  As a former trial lawyer, I ask such...
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Excerpt #55 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 15 2010

Chapter 10 of 48 – The Case for Gathering Client Feedback (Part 2)

Conduct In-person Client Interviews
 
I urge all my readers to conduct in-person client interviews with your most prized clients.  What follows are some objections I’ve heard...
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Excerpt #54 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 15 2010

Chapter 10 of 48 – The Case for Gathering Client Feedback (Part 1)

Why Bother to Get Client Feedback?
 
It is the rare firm that makes gathering client feedback a top priority.  To test where you stand answer these questions:  Does your...
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Excerpt #53 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 12 2010

Chapter 9 of 48 – Twenty Ideas For Increasing Client Satisfaction (Part 8)

Closing the Gap Between Client Expectations and What You Can Deliver (8)
 
Here are some common professional behaviors and the corresponding non-verbal message that...
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Excerpt #52 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 12 2010

Chapter 9 of 48 – Twenty Ideas For Increasing Client Satisfaction (Part 7)

Closing the Gap Between Client Expectations and What You Can Deliver (7)
 
18. Make the first agenda item at...
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Excerpt #51 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 12 2010

Chapter 9 of 48 – Twenty Ideas For Increasing Client Satisfaction (Part 6)

Closing the Gap Between Client Expectations and What You Can Deliver (6)
 
15. Contact clients owing aging...
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Excerpt #50 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 12 2010

Chapter 9 of 48 – Twenty Ideas For Increasing Client Satisfaction (Part 5)

Closing the Gap Between Client Expectations and What You Can Deliver (5)
 
12. Have all your people keep a...
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Excerpt #49 from Mark Maraia’s book Rainmaking Made Simple:

Posted Nov 12 2010

Chapter 9 of 48 – Twenty Ideas For Increasing Client Satisfaction (Part 4)

Closing the Gap Between Client Expectations and What You Can Deliver (4)
 
9. Set a goal of learning ten new...
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Excerpt #48 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 12 2010

Chapter 9 of 48 – Twenty Ideas For Increasing Client Satisfaction (Part 3)

Closing the Gap Between Client Expectations and What You Can Deliver (3)
 
6. Calculate the ten largest clients...
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Excerpt #47 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 12 2010

Chapter 9 of 48 – Twenty Ideas For Increasing Client Satisfaction (Part 2)

Closing the Gap Between Client Expectations and What You Can Deliver (2)
 
3. Call your ten best clients on a...
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Excerpt #46 from Mark Maraia’s book Rainmaking Made Simple

Posted Nov 12 2010

Chapter 9 of 48 – Twenty Ideas For Increasing Client Satisfaction (Part 1)

Closing the Gap Between Client Expectations and What You Can Deliver (1)
 
The gap between the services our clients’ expect and what we are delivering is getting wider....
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