Hey Lawyers: Is a 78% Chance of Rainmaking Success Worth It?

In 2007, Dr. Gail Matthews, a psychology professor at Dominican University of California, conducted a study on goal achievement. The impetus for Matthews’ study was an oft reported treatise which never existed, but to this day is still repeated and used by personal development gurus around the world. The study which I reference is sometimes […]

Rainmaking Recommendation #114: 5 Reasons to Care About Your Online Presence

Recently, I have spoken with a few attorneys who have said that they have no interest in promoting themselves online. These were a few of their reasons: They wanted to have privacy; They didn’t want to have to do the work necessary to keep their online presence up-to-date; They didn’t have the time; and They […]

Rainmaking Recommendation #113: Get Over It!

I recently wrote a blog post asking whether every law firm should require their attorneys to become marketers and Rainmakers. This was based on a new mandate by one of the largest law firms in the United States, Quinn Emmanuel, now requiring their associates to do a ‘marketing project’ in order to become eligible for […]

Should Law Firms Require All Attorneys To Become Marketers?

Last week, Above the Law, published a post entitled:  “Top Law Firm Withholding Bonuses Unless Associates Do a ‘Marketing Project’”.  The post explained that Quinn Emmanuel, one of the top law firms in the United States, sent an email to all of its attorneys stating that it is going to require its associates to complete […]

Rainmaking Recommendation #110 – The Super (Bowl) Card

Today is my birthday – yes, this IS a blatant way to get you to send an email or make a comment wishing me a wonderful day.  And no, I am not telling you how old I am. I was thinking about days we celebrate, particularly because of what occurred the other day. Last Saturday, I […]

Rainmaking Recommendation #97: You’re So Vain . . .

The other night I was watching the Morgan Spurlock show “Inside Man”.  This episode discussed “Big Data” and how everything (and I mean EVERYTHING) is collected whenever you log onto the internet.  Most often it is used for marketing purposes, but Mr. Spurlock does talk about the dark side of all of this data collection […]

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 […]

Rainmaking Recommednation #52: Acknowledge Me!

Reason #2 Why Client’s Don’t Come Back: You’re Unresponsive In a continuation of the series on “Why Client’s don’t come back”, this Rainmaking Recommendation will address the number one reason why clients’ don’t come back – because you don’t respond to them. In this day and age of immediate communication – Wi-Fi, 24 hour internet […]

Rainmaking Recommendation # 51: “I didn’t know you did that”

“Why don’t clients come back?” Recently, I received an email from a litigation attorney from Connecticut who asked the question above and about following up with clients following the conclusion of representation.   It seems that some clients of the firm who seemed happy with the work the attorneys were doing were going elsewhere for subsequent […]