Lawyers Need to Ask the Burning Questions!

For years, Thomson Reuters Legal Executive Institute has held the Marketing Partner Forum bringing together thought leaders in the industry to help law firms learn the benefits of, and techniques for, marketing their services.  Okay, that explains it in the simplest of measures, but it is a very high level conference. I have never actually […]

Rainmaking Recommendation #138: The Robots are Coming! The Robots are Coming!

There is a lot of chatter lately about whether the legal industry is going to be taken over by technology.  Are lawyers in danger of becoming obsolete? In 2016, the answer is no.  However, that doesn’t mean that certain tasks in which attorneys are currently engaged won’t be taken over by the rise of the machines. In […]

Rainmaking Recommendation #131: The Psychology of Referrals

In the last Rainmaking Recommendation, I mentioned that there is one sure fire, free way to grow your book of business – referrals.  I also said that I would continue this conversation so that you create a systematized way to get the best referrals from clients, prospects and referral sources. However, in order to move […]

Rainmaking Recommendation # 115: Be Amazing!

Being a good lawyer is not enough. Being a great lawyer is not enough. Be an amazing lawyer! According to Google the definition of “Amazing” is “causing great surprise or wonder; astonishing.” So, when was the last time you created great surprise or wonder when it comes to your clients?  Your referral sources?  Your prospective […]

Rainmaking Recommendation #112: Why Can’t They Sleep?

Sometimes it’s tough to walk a mile in their shoes – we are so busy taking care of our own lives that it is difficult to think about what worries your clients most. As attorneys, we are tasked with trying to help people with their legal woes.  Whether it is about their business or whether […]

Rainmaking Recommendation # 111:  Your “Red Velvet Rope Policy”

In the late 1970s, two men, Ian Schrager and  Steve Rubell, opened a now famous club called Studio 54. Then they did something incredibly amazing!  They set up a Red Velvet Rope at the entrance to the Disco and then created a policy in which they determined who would, and would not get into this remarkable place. People […]

Rainmaking Recommendation #108: What Do They Want?

You want more clients, right? What do clients want? They want to know that you understand their problems, They want to know that you know how to solve those issues, They want to know that you are listening to them, They want you to be responsive, They want you to communicate with them clearly, They […]

“Isn’t every year supposed to be the year of the client?”

The first and third Wednesdays of the month, I send out a Rainmaking Recommendation to my email list.  This past Rainmaking Recommendation, I declared that 2015 was going to be the Year of The Client. I suggested that in light of the fact that one of the largest law firms in the U.S. is going […]

Rainmaking Recommendation #106: 2015 – The Year of the Client

I am officially declaring 2015 –  The Year of The Client. 2015 is going to be the year that client service is going to become one of the most important business development tactics you can improve for your law practice and firm. Why?  Yesterday, November 18, 2014, Jackson Lewis, a 780 attorney law firm with […]

What Attorneys Can Learn From the Pregnant Restaurateur about Client Service

Despite all of the cracks around the country about New Jersey, it is called the Garden State for a reason.  We have some of the most amazing fresh fruits and vegetables in the United States.   A bounty of harvested produce makes it way, each year, from June to November, to various farmers markets across the […]