What’s Your Personal Legal Brand?

There is something you truly need to know – you already have a brand, whether you like it or not. Your brand is how others perceive you and what you do. Before the internet, it was simply called your reputation and it was localized to your network or friends, colleagues, bosses and clients.  Now, with […]

Out of Sight, Out of Mind

Many years ago, one of my colleagues (and friend), Cordell Parvin, provided me the slides to one of his seminars.  And while the topic is not important, what is notable is that one of the slides contained the following truism: “It’s not what you know.  It’s not who you know. It’s not even who knows […]

Rainmaking Recommendation #122:  Networking Not Working?

  “I go to networking events all of the time and I have never gotten a client from it.” “I gave them my business card and they never called.” “I don’t have time to network.” “I hate going to networking events because I don’t like crowds.” “Networking is a waste of time.”   If you […]

Rainmaking Recommendation #121: The Dead Days of Summer Don’t Have to Be Dead

It’s the last few weeks of summer It’s hot . . . Everyone is on vacation . . . For many attorneys this is one of the quietest times of the year (second only to the time between Thanksgiving and New Year’s Day).  For others, they are going on vacations themselves. But this is one […]

Rainmaking Recommendation #120: Put the Phone Away

A few weeks ago, I was meeting with a few members of an executive committee of a law firm about doing Rainmaking Training for their partners and associates.  During the meeting, two of the lawyers were busy looking at their phones.  Whether they were reading emails, on social media or surfing the internet, I am […]

Rainmaking Recommendation # 119: Halfway There or Halfway Gone? (And an Offer)

Look at the calendar!  Are you as shocked as I that half a year is already in the history books? Today officially begins the last six months of the year.  To be brutally honest, particularly with myself, I haven’t accomplished all of the goals I have set out to achieve up to this point this […]

Rainmaking Recommendation #118: Think You Don’t Have The Time To Tweet?

While I am loathe to have people compare themselves to others, I have often written about the fact that the phrase “I don’t have the time” is one of the worst excuses for not marketing your legal services or becoming a rainmaker. Are you busier than the Chairman of an AMLAW 100 firm?  Do you […]

Rainmaking Recommendation #117: How to Destroy Your Reputation This Summer

Can you believe that we are almost at the unofficial start of the summer?  Memorial Day is coming up and with it, lots of summertime parties, industry conventions and business events. However, it is also a great time to destroy your reputation with “just one more”.   Yes, I am talking about alcohol.  Like the holiday […]

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 […]

Rainmaking Recommendation # 115: Be Amazing!

Being a good lawyer is not enough. Being a great lawyer is not enough. Be an amazing lawyer! According to Google the definition of “Amazing” is “causing great surprise or wonder; astonishing.” So, when was the last time you created great surprise or wonder when it comes to your clients?  Your referral sources?  Your prospective […]