The Business Card Hoarder

I have a confession. I found a 3” three ring binder on my shelf in my office with about 2,500 business cards in it.  The business cards dated back 15 to 20 years.  Additionally, I have two other binders of business cards on my shelf and a Redweld® expandable file stuffed with business cards.  I have […]

Rainmaking Recommendation #94: Breaking the Ice

The title does not refer to the non-stop snow we have been bombarded with during the winter of 2014 in the northeast.   Rather, it refers to finding a way to start a conversation during a networking event even if you are the self-proclaimed shyest person in the world. The best way to break the ice […]

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 #91: The Mathematics of Time for Rainmaking

Over the next few Rainmaking Recommendations and blogs on JaimieField.com, we will be talking about time – your time and your clients’ time.   These posts will be about client service & productivity management, rainmaking and legal marketing. However, all will deal with a theme of time.   One of the biggest excuses I hear about […]

Rainmaking Recommendation #87: Pick a Niche to Scratch their Legal Itch (Part 2 – What Is A Niche)

The last rainmaking recommendation told you “why” you needed to start creating a niche law practice; however, just to reiterate: You widen your visibility within a specific group, It’s cost effective, It levels the playing field, You can get more referrals, and You can position yourself as an expert.   Today we will discuss “what” […]

Rainmaking Recommendation # 86: Pick A Niche to Scratch Their (Legal) Itch (Part 1)

You cannot be all things to all people. I’m sure you have heard the phrase:  “Jack of all trades, master of none.” This applies to the legal industry as well.  The day of the general practitioner is dead.  The law has become much too complicated to try to keep up with all of the changes […]

Rainmaking Recommendation #85: Stop Networking with People You Know at the Networking Event

It’s Networking Season again. Did you ever notice how many invites for various networking events you receive for September and October?  People are ramping up for business after a taking the summer off. When you enter a networking event, what’s the first thing you do?  If you are like most people, you go directly to […]

Rainmaking Recommendation # 84: Why You?

You may have heard of something called a USP.  This is the “Unique Selling Proposition” and in marketing this means the reasons presented by someone as to why their product or service is different or better than another.   It answers the question:  Why you? You are an attorney.  Sorry to say, you are also one […]

Rainmaking Recommendation #82: Building Visibility v. Building Relationships

  I had an interesting conversation with an attorney who doesn’t believe that blogs, answering legal questions online ala AVVO, websites, social media or online marketing at all brings clients to the door.  Instead, he believes in networking:  meeting people everywhere and telling them what he does for a living and creating real life relationships […]

Rainmaking Recommendation # 80: They Think I’m a Pest

The part of Rainmaking that I try to pound into my client’s heads is “follow up, follow up, follow up”. But how many times should you try to get in touch with someone before you become a pest? There is no magic number.  While some may say 3 times, others say 6 times and some […]