Death to the Finder/Minder/Grinder Mentality: Why you MUST become a Rainmaker

Originally Posted on LawMarketing.com August 2013   The days of the “finder”, “minder”, “grinder” mentality in law firms needs to be eradicated. Immediately! These oft used terms are used to describe the typical roles inhabited by an attorney in a law firm setting. The Finder – The finder is the Rainmaker of the law firm.  […]

The Shoemaker’s Kids have No Shoes

You have heard the old saying, “the shoe maker’s son has no shoes?” What this generally means is that the that the cobbler spends so much time repairing the shoes of his customers that he doesn’t have the time to repair his children’s shoes. Well, that’s been me.  While helping my clients with their Rainmaking […]

Rainmaking Recommendation #87: Pick a Niche to Scratch their Legal Itch (Part 2 – What Is A Niche)

The last rainmaking recommendation told you “why” you needed to start creating a niche law practice; however, just to reiterate: You widen your visibility within a specific group, It’s cost effective, It levels the playing field, You can get more referrals, and You can position yourself as an expert.   Today we will discuss “what” […]

Rainmaking Recommendation # 84: Why You?

You may have heard of something called a USP.  This is the “Unique Selling Proposition” and in marketing this means the reasons presented by someone as to why their product or service is different or better than another.   It answers the question:  Why you? You are an attorney.  Sorry to say, you are also one […]

Rainmaking Recommendation #81: Random Acts of Golf

Let me start by saying, I am not a golfer.  I don’t particularly have the patience for the short game, but I do like going to a driving range and beating the _____ (fill in the blank) out of a ball.   However, on a daily basis I get invited to play golf for outings, fundraisers […]

Rainmaking Recommendation #79: Manners Matter

Lately, I have noticed a horrific lack of manners (even more so than usual): Not saying “excuse me” when you have to interrupt someone; Not saying:  “thank you” for being helped; Not apologizing for making a mistake or offending someone inadvertently; Looking at your smart phone at inappropriate times (like when you have a client […]

Rainmaking Recommendation #78: One Small Step

In order to get into the habit of Rainmaking on a regular basis, I have been asking my clients to send me an email at the end of each week to let me know what Rainmaking activities they have performed during the week.  They are to write down, each day, the step they have taken […]

Rainmaking Recommendation #68: Thanks Giving

Think about the holiday that is tomorrow in the United States:  Thanksgiving. Now look at the words that make up this term:   Thanks and Giving.  When was the last time you gave a “thank you” to the people who are in your life?  Your clients, your referral sources, your family?  “Thank You” is one of […]

Rainmaking Recommendation # 59: “If you always do what you’ve always done. . .”

“If you always do what you’ve always done, you’ll always get what you’ve always got.” Henry Ford (1863-1947), American founder of the Ford Motor Company The above quote is in response to a question I received from a new client who has been practicing law for more than 15 years who, in our first coaching […]

Stick With What You Know!

Recently, on many of the social networks which I frequent, I have noticed attorneys asking questions about practice areas in which they obviously do not practice.  Usually this is from a solo practitioner or small firm attorney.  The post inevitably starts with: “I have potential clients who needs . . .” and continues to ask […]