OUR STORY: Cultivating Relationships
Maraia & Associates is an elite professional coaching firm providing business development training for accountants and attorneys. Our method is based on the value of building client relationships. Our extensive experience in relationship management enables our specialists predict how professionals think about business development and understand how clients make buying decisions.
The Maraia Method® applied to every phone call and meeting, offers a fresh outlook and new practices resulting in strong client relationships, improved client retention, increased growth and revenue and a satisfying collaborative work environment for your professionals.
OUR MISSION : Coaching you to success
It is our mission to help you transform your practice into one that attracts more clients, generates more revenue and ultimately gives you more satisfaction from your daily client interactions.
Working from the rainmaking mindset, your professionals will create new work habits that translate into revenue growth, more clients and deepened relationships with existing clients. Your team will benefit by working together as part of the relationship based practice, increasing collaborative cross-selling and improving client service.
Whether you practice in the AM Law 100 or a boutique firm, Maraia & Associates can craft a customized program to embed the Rainmaking Mindset in your firm’s culture.
What Is The Rainmaking Mindset?
Transforming your firm’s culture into one where every professional knows how to build relationships with prospective clients.
Keeping your partners engaged, energized and motivated to build relationships.
Working just beyond your comfort zone without fear, uncertainty and doubt.
The Maraia Method
The Maraia Method® is a both a process for improving selling and networking behaviors via the deepening of relationships and a coaching process designed to ensure those behaviors last.
Rainmaker Toolbox Workshops
When You Have the Right Tools! Our Rainmaker’s Toolbox will give you an indispensable set of tools you can use to build a successful practice.
Call To Action Workshop
We provide specific, detailed steps your professionals can use to create and deepen relationships within their existing and expanding networks.
At Maraia & Associates
We believe that Relationships Are Everything
In fact we even wrote a book about it. For over 20 years, we’ve been helping attorneys and other professionals improve their selling and networking behaviors by learning how to deepen relationships. And our coaching process is designed to ensure those behaviors take root and flourish.
Why is client feedback important for business development?
Why is it better to listen than talk?
Why is it important to sometimes say no?
Why is client feedback important for business development?One of the most important skills in a rainmaking toolbox is getting client feedback. If you\'re not constantly asking feedback from almost all of your clients, then there\'s no way that you can develop a strategy that has any meaning. What we suggest is that there\'s two questions that you can ask, when you\'re asking a client for feedback.
Why is it better to listen than talk?When you\'re listening you\'re learning. To be a great rainmaker, it\'s absolutely essential that you listen to your clients. When you\'re listening you can gain information about their business needs and their personal needs. You can gain information about their professional needs, and then you can determine how to meet those needs. When you\'re meeting a client\'s needs because you\'ve listened and learned what those needs are, then you are effective as a professional, and you will become a great rainmaker.
Why is it important to sometimes say no?If you don\'t say no to certain opportunities that pass by then you really don\'t have a strategy and what we find is that those rain makers who have a very clear idea of who their ideal client is and where they want to go with their business or their practice are much more likely to be effective in generating the business they want and they get a lot of yeses of the kind that they want rather than trying to take the kind of business that they really don\'t have their heart in.
A Random Act of Lunch is an oft-committed offense, engaged in by both seasoned and amateur Rainmakers who have been led to think that taking a prospective client to lunch is a win in the business development column. Learn how to convert Random Act of Lunch into a Successful Act of Lunch by taking the time to prepare for your lunch meeting (or any marketing meeting) and being clear on why you’re meeting with the client, knowing what their needs are and how you’ll proceed after the meeting to win the business.
Imagine going to a networking event where you know everyone there and you’re totally comfortable and at ease. It’s local and at a convenient time that doesn’t interfere with getting work done. Even better, everyone there is a potential referral source and no one is...
“Many men go fishing all of their lives without knowing that it is not fish they are after.” Henry David Thoreau Believe it or not, most lawyers, when left to their own devices, tend to practice law. In fact, many lawyers spend their entire careers practicing law....
The author of two acclaimed business development books, Rainmaking Made Simple and Relationships Are Everything, Mark is an accomplished relationship development coach with two decades of experience and a global following among the world’s leading professional service firms. “I believe that if you want to change the world, the only way to do that is ONE RELATIONSHIP AT A TIME.I founded my own training and coaching firm two decades ago with the fervent belief that every relationship in your life is a classroom. If you pay attention to those relationships and view them as learning opportunities, you can learn enormous amounts about yourself and how to grow your business. And you can even derive fun and enjoyment from the process! Relationships are everything to me and that’s why I operate with the belief that “everyone loves relationships – they just don’t know it yet!” Indeed rainmakers enjoy high levels of relationship literacy while the average professional does not.”