Recent Rainmaking

Rainmaking Recommendation #256: Dealing With Rejection

You’ve spoken to a potential client, and they seem to like you. Or maybe, you’ve sent out an RFP and been chosen to discuss your proposal with the potential client(s) who sent out the offer. Or maybe you’ve gotten a tentative yes to work with someone you consider an ideal client. Or maybe, you’ve sent […]

Rainmaking Recommendation #255: You Still Have Time!

It’s the first day of September.  Let me repeat that in case you missed it –  IT. IS. THE. FIRST. DAY. OF. SEPTEMBER! I don’t know about you, but this year seems to be flying by faster than most.  I am not sure if it is the fact that we are still dealing with a […]

Rainmaking Recommendation #254: One Small Thing

This is a very short Rainmaking Recommendation, but it is there to remind you to start now! I know you are busy, but you can find 15 minutes in your day to do one small thing in terms of business development.  That one small thing starts to add up; like compound interest.  This reminds me […]

Rainmaking Recommendation #253: Stop, Collaborate and Listen

For those young ’uns who don’t know, the title of this Rainmaking Recommendation is the first line from the song, Ice, Ice Baby (1990) by Vanilla Ice*.  No, I am not a fan, but while trying to think of a Rainmaking Recommendation for this week, this became an earworm.  An earworm is the slang term […]

Rainmaking Recommendation #252: Don’t Look to Your Marketing Department, Look to Yourself

Your marketing department is not responsible for bringing you new business.  They are there to assist you. If you are in a firm with a marketing person or even a department, you must understand what they do.  When a law firm hires legal marketers, particularly a mid-size firm or large firm, those people are there […]

Featured Posts

Rainmaking Recommendation #218: Follow the Yellow Brick Road – An Allegory for Rainmakers

In a very weird walk down the Yellow Brick Road to the Emerald City to ask the Wizard for new clients and matters,  members of the executive committee of Gale, Scarecrow, Tinman and Lion, LLP, a 100+ lawyer firm are chanting  “Pandemics, Politics, and Recessions, Oh my,” over and over again through their masks.   James […]

Rainmaking Recommendation #203: It’s ALWAYS About Communication

Business development, aka Rainmaking, has been and will always be about communication and trust. You need exceptional communication skills to build trust and confidence in your abilities to help your clients and potential clients.  And never has this been truer than at this time in history. The global pandemic has only emphasized the need for […]

Lawyers Using Referral Marketing as a Revenue Stream? Not so Fast!

Recently I read a post which suggested that attorneys should use referral marketing as a revenue stream – that attorneys should refer cases they cannot or will not take to other attorneys for fees. Not so fast! It’s not as easy as I give you a new client you pay me a referral fee because […]