Recent Rainmaking

Rainmaking Recommendation #229: You Are Already a Salesperson -Embrace It!

We all know that attorneys hate the words “sales,” “selling,” “sell,” and so forth.  To lawyers, these words are genuinely offensive.  One of the biggest excuses I get for lawyers not becoming Rainmakers is “I didn’t go to law school to become a salesperson.”  In fact, I had used this excuse when I first started […]

Rainmaking Recommendation #228: Should You Air Your Opinions On Social Media? For Rainmaking and Ethics purposes – NO!

I am a true proponent of being authentic on social media, including blog posts, videos, and all other social media. Social media is about connection.  It was originally designed so that you can keep in touch with friends and family, see what they were up to, and keep in contact with them.  Then the marketers […]

What Santa Claus Can Teach You About Being A Rainmaker (Revised for 2020)

We interrupt the usual Rainmaking Recommendation to present you with a blog post that was originally written in 2009.  It is still apropos today but has been updated just a little bit.  That jolly ol’ white-bearded, portly guy in the red velvet suit with the (faux) fur trim is a better Rainmaker than you.  While his clients, […]

Rainmaking Recommendation #227: Permission Marketing

In this very brief Rainmaking Recommendation, I would like to both vent my annoyance as well as tell you how to avoid ticking off your clients and prospects. In the past 9 months of the pandemic, I have met or reconnected with hundreds of people during virtual networking events.  As a result, I have been […]

Rainmaking Recommendation #226: Using the Rainmaking Cycle to Become a Rainmaker (Part 3 – Creating Relationships)

For the past 4 Rainmaking Recommendations, we have been discussing the Rainmaking Cycle.  Today, we discuss the last part, creating relationships. And while to some attorneys this may sound a bit woo-woo or spiritual, the truth is that people do business with people they know, like, and trust. I’ve written this in the past, I’ve […]

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 […]