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The program consists of
Together with your firm's marketing director, we will conduct the one on one coaching sessions with your lawyers. Click here to see a sample agenda.
It varies. The ideal workshop has between 12 and 16 lawyers. Anything larger diminishes learning and the interactive dynamics built into the program. Ideally, the same participants will attend both workshops, but if that becomes impractical any other person in the firm may attend as a replacement. All workshops run three hours. The reason for shorter sessions is simple: too much billable time is wasted on multi-day programs. Rather than overloading your lawyers with dozens of selling and marketing concepts which will be forgotten immediately, they will learn just enough to be well prepared for their next business development meeting with their target clients. Unlike most trainers we do a considerable amount of work on behalf of the seminar participants even before the program takes place. Many trainers do little if any preparation, and rarely does the preparation include learning more intimate details of their audience. It ends up being a one-size-fits-all approach. These are some of the ways we ensure that the program is tailored to the participating attorneys.
All our programs are designed from day one with implementation in mind. What does that mean? Rather than overloading your lawyers with dozens of selling and marketing concepts which will promptly be forgotten when they return to the pressures of their practice, they learn how to be well prepared for their next business development meetings with their target clients. That means your lawyers must pick target clients and complete "needs assessments" before they come to the workshop. During the workshop your lawyers practice the skills for their next meetings with these target clients. We also discuss the best strategies on how to approach these clients. The role plays may be videotaped during the workshop. The tape is played back and critiqued during individual coaching sessions. During the individual coaching session right after the workshop these strategies are refined, and depending on the lawyer, XXX skills are further developed. A time-specific action plan is agreed upon with the understanding that participants may make unlimited calls to us for assistance during the 90 days following the workshop. The coach will initiate proactive coaching with participants for 30 days after the workshop. A Coaching Activity Report is generated at the end of the coaching period which documents whom we contacted and what we discussed. We will initiate contact with your lawyers within rigorously prescribed times. For example, those participants who commit to doing something "tomorrow" receive a call from us less than 24 hours after the workshop to see how things went. Or, if Joe Litigator says on October 24th he will call his friend Bill Wilson by October 29th to set up a lunch, we will call Joe on the 29th or 30th to see how the call went. When your lawyers have not taken the actions they promised, the call serves as a reminder. When they have taken action, our follow-up calls are designed to promote their learning from the experience and to get them thinking about how to move things forward. Click on the following graphic for an illustration of how the first 30 days of our program works.  For comparison purposes, click on the following graphic to see how a more traditional training program is structured. 
Pricing for the program is $3000 U.S. per lawyer with a minimum of 12 and no more than 16 lawyers participating in the coaching. We ask each lawyer to identify a target client before we arrive. Next, you get a highly focused THREE HOUR workshop on courting new clients. The lawyers we work with tell us this provides them with a structure that is easy to understand and apply to their marketing activities. After the workshops, we meet with each lawyer and help them formulate a clear cut action plan which includes dates by which they will do things pursuant to their plan. Then we proactively follow up with every lawyer to see how they do at executing their plan. During the individual meetings each lawyer is launched on a highly individualized learning path.
Our work is guaranteed to the complete satisfaction of the client. If you are not completely satisfied with our services, we will, at the client's option, either waive professional fees, or accept that portion of the fees which reflects the client's level of satisfaction. Maraia
& Associates, Inc. * Phone
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