Rainmaking Recommendation #22: Giving Thanks

Rainmaking Recommendation #22:  Giving Thanks In one week (and one day) it will be Thanksgiving. Thanksgiving was originally a holiday to express thankfulness, gratitude, and appreciation for having been blessed with a bountiful harvest of material possessions, food and relationships. While it has morphed into a day off with tons of food and some good […]

Rainmaking Recommendation #21: Why you need to create realistic expectations

As attorneys, the most potent Rainmaking tactic is Word-of-Mouth marketing.  This is when clients tell others about the work you do and referrals are a result.  However, word-of- mouth marketing is also one of the ways that we lose clients as well. The problem is that in most legal cases, at least in the clients’ […]

Rainmaking Recommendation #14: Your Response Is Required

What to keep your clients happy?  Respond. One of the main reasons why clients state that they leave their current attorney’s can be classified as “attorney indifference”.   Attorneys do not respond to emails, voicemails, or requests for information. More often than not, it is because the attorney does not have any current news about a […]

Rainmaking Recommendation # 13: The Question You Need to Ask

“How can I help?” The interesting thing about this question is the various responses you can elicit. When asked of friends or family it may bring a closer relationship. When asked of colleagues it may bring to light issues they are having with which you have the solution.  Or it may result in you being […]

Rainmaking Recommendation #12: How to Clone Your Ideal Client

Who is your ideal client?  Do you already work with him or her? Whether you do or don’t, you can create clone after clone of your ideal client (barring conflicts of interest) by taking the following actions: 1)      Write down exactly what your ideal client looks like.  Be specific. 2)      Research where these clients hang […]

Rainmaking Recommendation #9 – Let Them Know

One of the worst phrases an attorney can hear from one of their friends, family, clients or prospective clients is:  “I didn’t know you (your firm) did that!” Usually this means that they went somewhere else for a matter they would have been more than happy to give to you – had they known your […]

Rainmaking Recommendation #7 – One More Thing

What’s the one “more” thing you can do TODAY to continue to become a Rainmaker? What’s the one phone call can you make to a current or prospective client?  What’s the one more article you can read to learn more about the area in which you practice?  What’s the one more email you can send […]

Cell Phone Etiquette for Attorneys (or anyone in fact)

In 1992, when I graduated from law school and began working in the “business world”, cell phones were not as ubiquitous as they are today.  In fact, my first cell phone was a true brick:  it was the size, shape, thickness and weight of a brick – carrying it in my pocketbook caused excruciating shoulder pain.  […]

The Client Services Myth in Law Firms

How to have above average client service standards