1. www.clientfocus.netholtz@clientfocus.net Bringin’ in the Rain: Seven Habits of Successful Women Rainmakers Coalition of Women’s Initiatives in Law Firms

2. www.clientfocus.netholtz@clientfocus.net There is no “right way” to market Effective marketing produces results; ineffective marketing doesn’t. Coalition of Women’s Initiatives in Law Firms

3. www.clientfocus.netholtz@clientfocus.net 1.Make business development a priority Treat it as seriously as a client commitment Get clear on motivation Successful rainmakers: Coalition of Women’s Initiatives in Law Firms

4. www.clientfocus.netholtz@clientfocus.net 2. Focus their marketing efforts Don’t commit “random acts of lunch” Use the “pebble in the pond” approach Nurture existing client relationships Stay in touch Help them Successful rainmakers: Coalition of Women’s Initiatives in Law Firms

5. www.clientfocus.netholtz@clientfocus.net Past Referral Sources Internal Referrals Clients “Strangers” Prospects Referral Sources “Strangers” Prospects Referral Sources Coalition of Women’s Initiatives in Law Firms

6. www.clientfocus.netholtz@clientfocus.net 3. Engage in high-payoff activities Analyze what’s worked Leverage their strengths Focus on relationship-building Successful rainmakers: Coalition of Women’s Initiatives in Law Firms

7. www.clientfocus.netholtz@clientfocus.net 4. Follow up consistently #1 mistake is failing to do so Fewer than 3% hired after only one contact Takes 7 - 9 contacts Successful rainmakers: Coalition of Women’s Initiatives in Law Firms

8. www.clientfocus.netholtz@clientfocus.net 5. Have good marketing habits Develop a marketing mindset Adopt a schedule Have a written plan Successful rainmakers: Coalition of Women’s Initiatives in Law Firms

9. www.clientfocus.netholtz@clientfocus.net Motivation is what gets you started; habits are what keep you going. Coalition of Women’s Initiatives in Law Firms

10. www.clientfocus.netholtz@clientfocus.net 6. Build strong relationships Understand clients’ needs Understand clients’ businesses Listen more than talk Cultivate personal relationships Successful rainmakers: Coalition of Women’s Initiatives in Law Firms

11. www.clientfocus.netholtz@clientfocus.net 7. Ask For marketing opportunities For cross-selling opportunities For referrals For business Successful rainmakers: Coalition of Women’s Initiatives in Law Firms

12. www.clientfocus.netholtz@clientfocus.net Seven Key Strategies 1.Make business development a priority 2.Focus your marketing efforts 3.Engage in high-payoff activities 4.Follow up consistently 5.Have good marketing habits 6.Build strong relationships 7.Ask Summary Coalition of Women’s Initiatives in Law Firms

13. www.clientfocus.netholtz@clientfocus.net To contact Sara Holtz: holtz@clientfocus.net www.clientfocus.net 916-797-1525 Coalition of Women’s Initiatives in Law Firms