Rainmaking Recommendation #28: Keep Your Promises

When we are trying to woo potential new clients, we have a tendency to promise them the world. In New Jersey, The Rules of Professional Conduct 7.1(a)(1) it is unethical for attorneys to promise a certain outcome of a case (I cannot imagine that it is allowed in any state). While you may not be […]

Rainmaking Recommendation #27: You’ve Always Been My Favorite

Who’s your favorite client? Why are they your favorite? Take the time to write down all of the attributes of what your favorite client looks like (besides the fact that they pay your bills).   Are they in a particular industry?  Do they have certain personality characteristics with which you like to work?  Is there an […]

Rainmaking Recommendation #24: As the Year Comes To A Close. . .

Rainmaking Recommendation #24:  As the Year Comes To A Close. . . Yes, this Rainmaking Recommendation is a week late (usually they are sent on the 1st and 3rd Wednesday of the month) but I didn’t want 3 weeks to pass without being able to wish you all the happiest holidays and an extremely prosperous […]

Rainmaking Recommendation #23 – ‘Tis The Season

Rainmaking Recommendation #23 – ‘Tis The Season Right about now, many attorneys are thinking about their Rainmaking Planning for next year.  They are going to the internet, sitting down with their marketing departments, or hiring consultants to help them develop the magic bullet of plans which will cause clients to come flooding in the door. […]

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 #20: On My Mind

Rainmaking Recommendation #20:  On My Mind One of the challenges that attorneys face is our clients or prospects don’t always have a constant need for our services.  However, these people will often run into others that they can refer.   Since we are all busy people, they refer the person they have on their mind at […]

How Do You Spell Rainmaker? A.C.T.I.O.N.

This article, which originally appeared in the New Jersey Law Journal December 3, 2009, has been reproduced here. Although almost a year old, the article still resonates today. The recession that began in 2008 caused mass devastation in the legal field.  We watched the annihilation of venerable law firms, like Heller Ehrman, Thelen Reid and […]

Rainmaking Recommendation #19: How To “Right” A Written Correspondence

Whether it is by email or snail mail, whether it is an RFP, a thank you note, or a note to say hello, too many “I”, “Me” and “My Firm” statements in your correspondence will turn the reader off. It’s not about YOU or your firm.  It’s about what you and your firm can do […]

Rainmaking Recommendation #18: Make A List

Make a list of ALL of your clients, both current and former. Which one of these people have not heard from you in a month?  In a year?  In more than a year? You are missing valuable new business sources if you have ever lost touch with a person you have met in the past, […]