Recent Rainmaking

Rainmaking Recommendation # 262: Happy New Year, Once more!

It’s been a while since I sent you a Rainmaking Recommendation. Without getting into the nitty gritty, I have been dealing with some health issues that were finally diagnosed and with which I am tackling and getting better.  But, this means that I have missed my annual Happy New Year post, which explains that you […]

Rainmaking Recommendation #261 – May I have your permission?

It’s 2021, and I cannot believe that this has to be said – AGAIN!  Get permission to market yourself and your services to others.  In 1999, more than two decades ago, Seth Godin wrote a book entitled Permission Marketing.  He details that advertisements, telemarketing, and traditional advertising are really “interruption marketing” designed to take our […]

Rainmaking Recommendation #260: The Four Ds of Rainmaking

I am a fan of Ernestine Shepherd.  Who, you ask?  Ernestine Shepherd is the World’s oldest female bodybuilder; at what she says is a young 85 years old.  She is incredible.  At the age of 56, while trying on bathing suits (which women around the World dread doing), she and her sister starting laughing at […]

Rainmaking Recommendation #259: Law Firm Brand or Lawyer Brand?

Which is more important? The law firm’s brand or the lawyer’s personal brand? The answer is not quite as simple as one or the other – particularly in midsize to large law firms.  Let’s start off with a quick explanation of what constitutes a brand.  First, a little history: in the west, cattle ranchers used […]

Rainmaking Recommendation #258: Thought Leadership is Still Important

Recently, Dan Packel published an article in The American Lawyer entitled: In a Landscape Flooded With Law Firms’ ‘Thought Leadership,’ Quantity Isn’t the Same as Quality (Subscription Required). The article discussed the fact that the quantity of legal content has exponentially increased, particularly since the start of the pandemic.  And, I agree with the premise […]

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 […]