Jaimie Field – Enlightened Rainmaking

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 firm could handle the matter.

Let them know.

Make sure all of the people you know or meet know what you and your firm can do. This way they can either use your firm or refer new legal matters to you.

How do you let them know? Simple. Tell them, and tell them often. Not only can this be done verbally, but with newsletters, the backs of business cards, sending them articles by other members of the firm, and by introducing them to other attorneys who may not be in your practice area.

Most of all this can be accomplished by listening. If you know your clients, really know everything about them and their business,  you will also be aware of what else they may need. Then you can offer your firm’s assistance with other matters that may occur in their lives and businesses.

What ways can you think of to tell your clients and contacts all of the areas in which your firm practices? Please comment below.

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that, when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

If you are sitting behind a desk, wallowing in briefs, documents and legal references every day, 5 (or even 7) days a week for 2000 billable hours per year, you will never become a Rainmaker.

GET OUT!   

People do business with people they know and like.  Yes, it is a statement you hear frequently but that’s only because it is true.  They will never know you if you stay in an office buried behind an avalanche of papers, books, evidence, and a computer screen.  You must get out of the office and meet with people.

The biggest misconception that Attorneys have is the belief that Rainmaking can only take place in formal settings – business card exchanges, association events, etc.  Actually, Rainmaking can occur anytime you have the opportunity to meet with others and get to know them and they have the chance to get to know you.

While networking at association events within the area you practice will lead you to meet potential new clients, grabbing a cup of coffee with a current client, calling a former client to meet you for lunch, or even going out for a drink with a friend after hours could lead to new business matters or referrals.

Turn off the computer, close the brief, put the documents away and meet with someone in person. Not only will you have an enjoyable time, you may also obtain new business as well.

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that, when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

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 to create a closer relationship with your clients?

What’s the one more thing you can do which may have a profound effect on your career?

Now that you have that in mind – to quote the Nike ads – “Just Do It”.

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that, when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

What is your practice area?  Are you a member of the National and Local Associations which is related to this practice area? 

Most attorneys think that joining their state bar association’s (or the ABA’s) practice committee is going to bring them new clients.  While you may get a referral once in a blue moon from another attorney who might have a conflict of interest, you will get the most business by consistently networking, conversing and developing relationships with the business people who are directly involved in the industry.  

Take a minute; Search the practice area you are in adding the word “association” to the search and you will find the various associations which are related to that industry.  Then join. 

Most importantly join in – make sure you attend their local and state events, write articles for their newsletters, give seminars on your expertise, and create relationships. This will create new business.

 Rainmaking Recommendations are sent via email the first and third Wednesdays of the month.  They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. http://www.marketingfield.com/

This may come across as one big sales pitch for my business, but it truly isn’t.  I may not be the right Rainmaking Coach for you but with the many thousands of people who hold themselves out at Business Development coaches in the legal industry you can certainly find one who is.   

While I would love to see every Attorney out there successfully bringing in new business on a regular basis, I have no desire to work with those who aren’t interested in truly working to become thriving Rainmakers.  Neither I, nor any Rainmaking or Business Development Coach, can do the work for you.  We can only be someone who can help move you towards the success you are destined to be.

I will keep saying it over and over again until you believe it:  becoming a rainmaker isn’t difficult.  In fact, I truly believe “Rainmakers are not born, they are Taught. ©” (Yes, there are natural born rainmakers, but most attorneys did not go to law school to become rainmakers.)  Yet, today, if you are not a rainmaker, you either don’t have a job or you don’t have a practice. 

One of the questions I am constantly asked by prospective clients is:  “Why should I hire a Rainmaking Coach?”

I can give you at least 6 reasons to hire a Rainmaking Coach:

1)      Every superstar who has made it to the big leagues has a coach:  Regardless of the sport or even business, most people have had someone in their lives who has helped coach them to the top and continue to help them stay at the top. 

 2)       A Rainmaking Coach can provide unbiased feedback:   A coach should have no hidden agendas.  They can tell you when and where you are veering off course and try to steer you on the right path.

  3)      A Rainmaking Coach can help you define your vision:   Many Attorneys do not know how to plan their Rainmaking Strategies to obtain the clients they are seeking.  As a result, they perform marketing and business development activities in a haphazard fashion, on an intermittent basis,  and wonder why it isn’t working.  Your coach should be able to help you develop a plan which works for you and which you can do consistently.

 4)      A Rainmaking Coach can keep you on track:  Life has a tendency to get in the way.  With all of the distractions that can come with being an Attorney (and being a human being), sometimes business development gets put on the back burner.  A good coach will be able to help you separate the “have-to’s” from the “want to’s”, freeing up your time to do more Rainmaking activities leading to new business.

 5)      A Rainmaking Coach can keep you accountable:  Attorneys are at their best when they have someone they must answer to, whether it is a client, a judge, an opposing council, a board of directors.  The work gets done.   A Rainmaking Coach keeps you accountable for your activities, monitoring your progress and making sure you’re taking the actions necessary to become a great Rainmaker

 6)      A Rainmaking Coach can celebrate your successes and pick you up when you fail:  We all need someone to pat us on the back when we do well; conversely, we all need someone who will lift us up when we are feeling down.  Yet, in the business world we rarely get the accolades we deserve (even for the little wins) or have someone who can give us encouragement when things aren’t going as smoothly as we would like.  Your coach should function as someone who can do both. 

There are a plethora of reasons why you should think about hiring a Rainmaking Trainer/Coach – can you think of other reasons why having someone in your corner helping you grow your business would be worthwhile?   Do you currently have a Rainmaking or Business Development coach who helps you? Are you happy with the work they are doing?  Why or why not?  Please comment below.

A future post will show you how to find the right Rainmaking Coach/Trainer for you.

(In the interest of full disclosure, I have a coach with whom I work, Jana Groscost-Matthews who functions for me in two ways:  She is my both my business coach and spiritual coach.  Jana has a background in business development, accounting and spiritual development and she is helping me find a new way to approach my life and my business.)