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 #21: Why you need to create realistic expectations
November 4, 2010 by 2 Comments
Rainmaking Recommendation #20: On My Mind
October 20, 2010 by 2 Comments
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.
October 12, 2010 by 1 Comment
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
October 6, 2010 by 4 Comments
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
September 15, 2010 by Leave a Comment
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, […]
Rainmaking Recommendation #17: The Event
September 1, 2010 by 1 Comment
As the summer comes to a close and vacations come to an end, more and more networking events are scheduled during the fall. Get out of your office and begin networking. This is one of the best rainmaking activities in which you can take part. Remember to bring your business cards! But more importantly, remember […]
Rainmaking Recommendation #16: What Do You Do For Fun?
August 18, 2010 by Leave a Comment
What’s do you do for fun? What’s your favorite hobby? Did you know that every hobby, activity, passion that you have can be turned into a Rainmaking opportunity? Join a group that caters to that hobby. One of the best places to find a group in a nearby location which caters to what you like […]
Rainmaking Recommendation #15: Listen to This
August 4, 2010 by Leave a Comment
Listening is one of the most important skills you can master if you want to be a great Rainmaker. Most people use their ears to hear. Hearing is a bio-mechanical attribute that most people with two ears can do. However, usually, when the other person is speaking, we are often just waiting for our chance […]
Rainmaking Recommendation #14: Your Response Is Required
July 21, 2010 by 10 Comments
What to keep your clients happy? Respond. One of the main reasons why clients state that they leave their current attorney’s can be classified as “attorney indifference”. Attorneys do not respond to emails, voicemails, or requests for information. More often than not, it is because the attorney does not have any current news about a […]
The Use of Sarcasm and How it Backfired on Me
July 14, 2010 by 7 Comments
Recently I wrote a sarcastic and smarmy blog post: A Thank you to all of the Unethical Attorneys Out There . The point of the blog post was, in terms of Rainmaking, you cannot create relationships built on lies and unethical behavior. While there were a number of attorneys who were able to read my […]