Rainmaking Recommendation #135: Create a “Breakfast Club” for Referrals

Last year, the movie “The Breakfast Club” celebrated its 30th anniversary. For those who haven’t seen it (and I cannot image that is a lot of people), it is about 5 high school students from different walks of life who get sentenced to a Saturday detention where they find they have a lot more in common than […]

Rainmaking Recommendation # 116: Is Networking For Business Obsolete?

Many attorneys, with whom I work, have told me that networking is not working for them.  To which I say:  “You are doing it wrong.” Most attorneys, and actually most people, attend networking events and collect business cards. Then, they expect their phones to ring with new business pouring in.  That’s not the way it […]

The Business Card Hoarder

I have a confession. I found a 3” three ring binder on my shelf in my office with about 2,500 business cards in it.  The business cards dated back 15 to 20 years.  Additionally, I have two other binders of business cards on my shelf and a Redweld® expandable file stuffed with business cards.  I have […]

Rainmaking Recommendation #94: Breaking the Ice

The title does not refer to the non-stop snow we have been bombarded with during the winter of 2014 in the northeast.   Rather, it refers to finding a way to start a conversation during a networking event even if you are the self-proclaimed shyest person in the world. The best way to break the ice […]

Rainmaking Recommendation # 86: Pick A Niche to Scratch Their (Legal) Itch (Part 1)

You cannot be all things to all people. I’m sure you have heard the phrase:  “Jack of all trades, master of none.” This applies to the legal industry as well.  The day of the general practitioner is dead.  The law has become much too complicated to try to keep up with all of the changes […]

Rainmaking Recommendation #85: Stop Networking with People You Know at the Networking Event

It’s Networking Season again. Did you ever notice how many invites for various networking events you receive for September and October?  People are ramping up for business after a taking the summer off. When you enter a networking event, what’s the first thing you do?  If you are like most people, you go directly to […]

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 # 80: They Think I’m a Pest

The part of Rainmaking that I try to pound into my client’s heads is “follow up, follow up, follow up”. But how many times should you try to get in touch with someone before you become a pest? There is no magic number.  While some may say 3 times, others say 6 times and some […]

Rainmaking Recommendation # 65: “Who are you?” Rather than “What do you do?”

When you go to a networking event, what’s the inevitable first question that you get asked or that you ask another? “What do you do?” The fact is that this question implies that you are only interested in what they do for business and what they can do for you, not who they are as […]

Rainmaking Recommendation #64: You Never Know Where You Will Meet Your Next Client

Rainmaking Recommendation #64:  You Never Know Where You Will Meet Your Next Client (There will be a reader who will see themselves in this Rainmaking Recommendation because he was one of its stars.)  Last week I was working at a client’s law office.  I went outside on this absolutely gorgeous day to take a break […]