Rainmaking Made Simple
By Mark M. Maraia
Professional Services Publishing, Littleton, Colorado, 2003
Hardcover, 296 pages, $29.95
Reviewed by David M. Freedman

Of the eight parts (A through H) into which this book is divided, two parts are quite valuable: 

Part D: Networking Skills (comprising chapters 24 through 32)

Part E: Public Speaking, Presentations, and Publications (comprising chapters 33 through 36)

The really good stuff begins in Chapter 26, "Working For [sic] the Room: Networking During Social Events." Maraia offers good tips for "engaging in 'high-energy' conversations," as opposed to superficial ones, so you can "take the relationship to a deeper level."

Chapter 27, "Networking One-on-One," focuses on techniques of preparing for, listening, asking questions, and talking to a client or prospect at breakfast, lunch, dinner, sporting events, etc. -- and then measuring your progress at the end of the meeting.

There follows a useful, three-page chapter on "Your Elevator Speech," or how to answer the question, "What do you do?"

Other good chapters in Part D include: 

29. Developing Your Network
30. Staying in Touch with Clients
31. Building Relationships with Board Members
32. Conferencing With a Purpose

Part E is very strong on speaking engagements, beginning with Chapter 33, "Getting in Front of the Right Audience." If you're not yet a polished speaker, for example, start out speaking on a topic you feel passionately about. To get speaking engagements, approach organizations to which your clients belong, submit a good proposal to the appropriate person in charge, and follow up. The author provides tips on doing those things well. Chapter 34, "Using Speaking to Win New Clients," is really a continuation of 33.

Distortion
Even though Maraia's strongest chapters are the ones on referral networking, he repeatedly distorts the morality of it. He says:

Most professionals make the fundamental error of thinking that networking is about what you can get from someone, when it's the exact opposite. Great networkers have the mindset of what they can give to someone else.

It's a lovely thought, but unrealistic. Unless you also ask for what you need, and keep a balance between give and take, the network collapses.

I believe a good editor would have deleted Parts A through C and Parts F through H, and instructed the author to elaborate further on the good parts, D and E. Much of what's in those first few parts has been said more effectively by other authors, especially David Maister.

Still, for the reasonable price of $30, this book delivers good advice on networking and public speaking.

NAVIGATION

Return to LMB home page
About the author
About the reviewer

CONTACT INFORMATION

Law Marketing Bibliography
David M. Freedman & Associates
390 Flora Place
Highland Park, Illinois 60035
Phone 847-204-6848
Contact by e-mail

© 2005 David M. Freedman