DON’T PANIC!!

In the novel, The Hitchhikers Guide to the Galaxy, Douglas Adams says of the eponymous book that this novel is partially written about: “The Hitchhiker’s Guide has already supplanted the great Encyclopedia Galactica as the standard repository of all knowledge and wisdom, for though it has many omissions and contains much that is apocryphal, or […]

Rainmaking Recommendation #198: Not Business As Usual

As you know, we are in a period of history where it is anything but “business as usual.”  And while I am not burying my head in the sand, I am trying to stay as optimistic as possible during a global pandemic and stock market glitch.  I prefer to call it a glitch because I […]

Rainmaking Recommendation #196: A Social Media Rant

I actually posted a version of this blog almost 6 years ago.  And, I feel the need to repost (and revise it to reflect 6 more years of being on social media), particularly after what has happened on my various social media channels in the past two weeks. Have we met? Have we connected in […]

Rainmaking Recommendation #195: Failure to Implement Syndrome

Do you suffer from Failure to Implement Syndrome? Do you read books, listen to podcasts, even read (these) blogs and then do nothing with the information?  It’s called failure to implement and you will never build a book of business that way.  Listen, I am guilty of this “disease” as well.  With the amount of […]

Rainmaking Recommendation #194: Stop the Insanity!!

With all due respect to Susan Powter (who you ask?? keep reading), I’m asking you to “stop the insanity.” In the heyday of really annoying 1990s infomercials, a spiky-haired blonde lady would invade our t.v. sets almost hourly telling us that the diet industry is broken and selling us on her plan to lose weight.  […]

Rainmaking Recommendation #193: It’s About Them!

For almost 20 years as a Rainmaking Trainer and Coach, I have been saying the same thing:  It’s not about you.  It’s about them.  “Them” being the prospective, current and former clients. It’s always been about them, but every year there is a proclamation about the fact that lawyers and law firms must become “client-centric,” […]

Rainmaking Recommendation # 192: 10 (of Many) Best Networking Practices for Networking Events

Apparently, according to my friend and colleague, Lindsay Griffiths, the Executive Director of the International Lawyers Network, it’s International Networking Week. I had no idea that there even was such a thing until last year.  It is to celebrate how networking helps business professionals grow their businesses.  Heck, if there can be a National Weatherman’s […]

Rainmaking Recommendation #191: Do You “NO” Why You’re Not a Rainmaker?

For years, you’ve promised yourself that you were going to take control of your legal career.  You know that in order to do so, you need to have a book of business.  A book of business that would give you negotiating power with your current firm to become an equity partner; a book of business […]

Rainmaking Recommendation #190: What’s Going To Change This Year?

Don’t live the same year 75 times and call it a life. – Robin Sharma I’m going to be a bit in-your-face for this Rainmaking Recommendation and it may piss you off a bit.  But, it needs to be said (and, to be even more honest – I need to hear it myself). What’s going to change? […]

Rainmaking Recommendation #189: The Law of Seven Touches

It has been a basic principle of marketing from time immemorial that it takes seven “touches” before someone will respond to your call to action.   It was a concept began by Dr. Jeffrey Lant who is considered one of the godfathers of marketing.  “A touchpoint can be defined as any way a consumer can interact with a business, whether it […]