Leks Library
Select Language
Simple Search
Advanced Search
Our Website
Award and Accolades
Recommendation
Contact Our Librarian
librarian@lekslawyer.com
Or
Phone: +62 21 57957550 ext.102
Follow Us on Social Media
Tweets by @leksnco
| Title | Rainmaking made simple : what every professional must know |
| Edition | |
| Call Number | 331.7 Mar r |
| ISBN/ISSN | 0972453202 |
| Author(s) | Maraia. Mark M |
| Subject(s) | Rain-Making |
| Classification | 331.7 |
| Series Title | GMD | Text |
| Language | Indonesia |
| Publisher | Profesional Services Publishing |
| Publishing Year | 2003 |
| Publishing Place | Littleton |
| Collation | xxiv, 296 hlm.; 23 cm. |
| Abstract/Notes | 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. |
| Specific Detail Info | |
| Image |  |
| File Attachment | LOADING LIST... |
| Availability | LOADING LIST... |
| Back To Previous |