Rainmaking Made Simple What Every Professional Must Know

By Mark M. Maraia

Book Overview

Rainmaking Made Simple: What Every Professional Must Know is the definitive how-to guide for professionals on growing their business. It demystifies the process of building client relationships,... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0972453202
• ISBN13: 9780972453202
• Release Date: July 2003
• Publisher: Professional Services Publishing
• Length: 296 Pages
• Weight: 1.51 lbs.
• Dimensions: 1.0" x 6.2" x 9.4"

Customer Reviews

Concrete Practical Guidance

I've read a lot of these types of books, being a reformed "I went to law school so I WOULDN'T have to do sales" type. This is one of the most useful practical books on the subject I've ever come across. In fact, I liked it so much that I'm back to buy two additional copies to use as loaners to some other folks in my firm. The Chapters are all very short, no more than 5 or 6 pages with each addressing a particular real life situation such as "Avoid Random Acts of Lunch (or How to Make Your Business Development Pay Off): How Can I Avoid Wasting My marketing Efforts in Random, Unplanned Actions?" What I liked about this book was that it acknoweldged a deepseated fear many of us have as lawyers when it comes to marketing and suggested alternative ways of looking at the task in a more positive light. Then, in addition to the attitude switch, Maraia dispenses concrete easy suggestions in every chapter that I can definitely see myself implementing immediately and getting results very quickly. This book is especially good for someone just starting out on the marketing path, but even experienced professionals will find something new they can use.

Straightforward, Practical, Useful

Can rainmaking for lawyers be simple? According to Mark Maraia, it can be--and his book tells attorneys how. This is one of the best books around on rainmaking for lawyers. It suggests many actions that lawyers can take to develop clients, and breaks down these actions into easily understood steps. As a coach to lawyers, I particularly appreciate how Maraia stresses this simple maxim: every client communication is a client development opportunity. How true! Every client communication--whether a legal bill, an email or a conversation--should be used to enhance the attorney-client relationship by building trust and communicating value. This can't be emphasized enough. Maraia also explores topics like cross selling and developing associates' marketing skills. These techniques are too often ignored by lawyers, and Maraia clearly explains why they are effective. One caveat: my lawyer clients who handle international matters and deal with foreign clients have had to modify some of these rainmaking tactics. Effective cross-cultural communication means communicating with cultural sensitivity and awareness. In a global economy this is critical. A few of Maraia's suggested techniques--while effective with American clients--can be too direct and off-putting for those foreign clients used to an "indirect" communication style. However, Maraia's basic principles are sound and can be easily tweaked for multicultural rainmaking. Maraia also emphasizes that rainmaking training (through this book or in person) is much more effective with follow-on coaching. In fact, recognizing that lawyers will become more effective rainmakers if they customize and implement the rainmaking techniques with the help of a trained lawyer coach, Maraia explains that he only offers in person training with follow-on coaching. Regardless, this book is a great, straightforward and practical resource.

The best marketing book for lawyers

There are several excellent marketing books that are specifically aimed at lawyers and professional service firms. I think this is the best. From "Twenty Ideas for Increasing Client Satisfaction" (Chapter 9) to "Using Speaking to Win New Clients" (Chapter 34), and "Avoid Random Acts of Lunch" (Chapter 16) the advice is specific, detailed, and exteremly useful. The 48 short, practical chapters are especially helpful as job aids - read only what you need, exactly when you need it. And if you have any doubts about whether it works, just read the 67 testimonials in the front of the book.

Not just a book - a reference guide...

I started reading Rainmaking Made Simple as just a book and couldn't help jumping around to different topics. It is really more like a desktop reference guide. I bet I've read different sections of it 3 or 4 times. I've found this to be a handbook that you can go back to time and again. I know that's what I've been doing.Also, I noted right away Maraia has done lots of work with professional service firms that bill themselves or their organization hourly. It took me about one minute to start translating some of his examples into what I do with my company.Did I like it? Yes! It's a great, down-to-earth reference guide that makes sense to own.

Outstanding practical advice from a recognized expert.

Maraia is a recognized expert in the field of rainmaking for professionals, and this book is a compilation of tips and advice from his years of consulting with hundreds and hundreds of attorneys and other professionals who hate the thought of asking for business. Maraia disarms the reader's objections and recharacterizes the task of rainmaking in a manner that is both fresh and appealing to professionals. Why ask for business directly when you can simply reconnect with a dormant client or an old college friend? Maraia teaches that rainmaking is all about making relationships, about connecting and reconnecting in ways that demonstrate that you truly care about and want to help others. As Zig Ziglar has said, "You can get anything you want if you just help enough other people get what they want". There are no platitudes here - only practical and immediately useable advice, organized for easy reference. I'm recommending this book to every professional that I know. Who knows? Maybe I'll get a referral.