Maraia's Rainmaking Blog

How to Use Speaking to Win New Clients
Posted Apr 29 2010

There are many effective tools in your marketing repertoire. One I see being used, and frequently misused, is speaking. There are several things to keep in mind about speaking. First choose your audience wisely. If you are an employment lawyer with a large firm don't speak to groups of private practitioners....

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Making Cross-Selling Work in Your Firm
Posted Apr 22 2010

Leaders from nearly every firm I work with express a strong desire to improve their firm's cross-selling. Yet, most firms and lawyers do very poorly at this vital firm function. Why the dissonance? Some of it may be due to poorly designed compensation systems, but too often that's used as a scapegoat. I...

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Differentiating Yourself
Posted Apr 15 2010

Every prospective client you have ever met has, at the very least, wondered to themselves "What makes you different from other lawyers who do the same thing?" More and more clients aren't just quietly wondering this question to themselves. Instead more clients are bluntly asking lawyers this question...

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The Myth of Asking for the Business
Posted Apr 8 2010

Many lawyers privately confess that they don't know how to ask for the business. This is a constant complaint of many law firm leaders too. Yet, there are very few marketing skills as misunderstood as knowing how to ask for the business. Some lawyers are better at it than they realize, while others are much...

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Living Your Priorities
Posted Apr 1 2010

It is so easy for a busy person like yourself to put off priorities that are near and dear to your heart. When you do, you aren't living your priorities you're "lipping" them. We've all done it. This newsletter is a classic case in point. One of my top goals for 1997 was to send a content-rich...

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