Rainmaking Recommendation #107: What’s Going to Be Different?

This is the last Rainmaking Recommendation of the year.  In two weeks we will start a new year.  This is when people make promises, usually called resolutions, which they will never keep. In fact, according to the University of Scranton in the Journal of Clinical Psychology, about 45% of Americans usually make resolutions, but only […]

Rainmaking Recommendation #106: 2015 – The Year of the Client

I am officially declaring 2015 –  The Year of The Client. 2015 is going to be the year that client service is going to become one of the most important business development tactics you can improve for your law practice and firm. Why?  Yesterday, November 18, 2014, Jackson Lewis, a 780 attorney law firm with […]

What Attorneys Can Learn From the Pregnant Restaurateur about Client Service

Despite all of the cracks around the country about New Jersey, it is called the Garden State for a reason.  We have some of the most amazing fresh fruits and vegetables in the United States.   A bounty of harvested produce makes it way, each year, from June to November, to various farmers markets across the […]

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 #96: YOU Are a Brand

Regardless of whether you are in a large, midsize or small firm or a solo practitioner, you have a brand. In fact, you ARE a brand.  And personal branding is becoming more and more important in the second decade of the 21st century.   What your personal brand is:  Your personal brand is what people think of […]

Rainmaking Recommendation #95: Follow Up for Success

A little while ago I came across these startling statistics that apply to sales people.  While I do not know if these statistics are truly accurate or who published the study, they have been floating around the internet for a little while. 48% of sales people never follow up with a prospect 25% of sales […]

Rainmaking Recommendation #93: You cannot do it all

There are so many marketing and rainmaking tactics which you could use to build a book of business: Networking Social Media Creating Referral Systems Entertaining for Business Joining Referral Networks Writing Articles & Blog Posts Presenting Seminars & Public Speaking Email & Email Newsletters And this is only a short list.  (Stay tuned to this […]

Rainmaking Recommendation #89: What to Expect When They’re Expecting

Great client service is about the client.   I know, how trite.  But so true! However, you need to understand that each client is truly different from each other.  There will be some clients who will want to talk to you every hour on the hour.  There will be others who don’t want to hear […]

Communicating with Clients for Rainmaking Effectiveness

  I recently came across a blog post written by John Camson, an attorney in Pennsylvania, for Lawyerist entitled:  Why Won’t Lawyers Communicate With Their Clients? A well written blog from almost a year ago, it details some of the “reasons” that attorneys do not communicate with their clients during their representation: They have nothing […]

Death to the Finder/Minder/Grinder Mentality: Why you MUST become a Rainmaker

Originally Posted on LawMarketing.com August 2013   The days of the “finder”, “minder”, “grinder” mentality in law firms needs to be eradicated. Immediately! These oft used terms are used to describe the typical roles inhabited by an attorney in a law firm setting. The Finder – The finder is the Rainmaker of the law firm.  […]