Content is Still King

In a great article on Forbes entitled Content Marketing is The New PR, Nancy Marshall of Marshall Communications, wrote why content marketing is now becoming the best way to get your name and brand out in the world. The one thing that stood out most in this article for me is a quote she cited […]

The Rainmaker Crisis in Law Firms

I have been talking with a managing partner of a midsize firm lately who admits that there are only a few attorneys in the firm who know how to bring in new clients and that the bulk of the work that is introduced to the firm is originated by him.  As he is beginning to […]

An Experiment You Get to Observe: 20 Blogs in 20 Business Days

For almost 10 years, I have been blogging on and off.  Well, mostly off if I am to be brutally honest. And while I have been (fairly) consistent over the years in producing my Rainmaking Recommendations for my email list (tips, tricks, tactics, and thoughts designed to be implemented immediately or reflected upon so that […]

Rainmaking Recommendation #167: Networking Everywhere

Monday, February 4th was my birthday.  (Yes, this is a shameless plug for you to send me belated birthday wishes.) After a long day at the office, I went to see my favorite musician play at a wonderful location in New York City.  The interesting thing about his location is that it is sort of […]

Rainmaking Recommendation #166: It’s Mind over Matter

Those who know me know that I am obsessed with personal & business development.  Since I was 18 years old I have been reading books by Napoleon Hill, Norman Vincent Peal, Dale Carnegie, Tony Robbins, Brian Tracy, Florence Scovill Shinn, and so many others.  I have a library of thousands of books and recorded programs […]

Rainmaking Recommendation #128: The Top 5 Excuses for Not Becoming a Rainmaker

A deadly disease is plaguing your legal practice.  It’s called “Excusitis”. Excusitis occurs when you come up with the various reasons why you cannot do something.  Here’s the rub – no matter what excuse you may have, someone has already debunked it. For example, the “I’m too old to ___________ (insert activity here)” excuse.   Age […]

Rainmaking Recommendation #123: Fish Where the Fish You Want to Catch Are

I know the title seems obvious; however, you’d be surprised at how many attorneys are casting their lines (i.e. marketing and rainmaking) in locations where they will never find clients for their practice.  They are practicing random acts of networking, writing articles which don’t create authority, wasting time on social media marketing without a plan, […]

Should Law Firms Require All Attorneys To Become Marketers?

Last week, Above the Law, published a post entitled:  “Top Law Firm Withholding Bonuses Unless Associates Do a ‘Marketing Project’”.  The post explained that Quinn Emmanuel, one of the top law firms in the United States, sent an email to all of its attorneys stating that it is going to require its associates to complete […]

Rainmaking Recommendation #112: Why Can’t They Sleep?

Sometimes it’s tough to walk a mile in their shoes – we are so busy taking care of our own lives that it is difficult to think about what worries your clients most. As attorneys, we are tasked with trying to help people with their legal woes.  Whether it is about their business or whether […]

Rainmaking Recommendation # 111:  Your “Red Velvet Rope Policy”

In the late 1970s, two men, Ian Schrager and  Steve Rubell, opened a now famous club called Studio 54. Then they did something incredibly amazing!  They set up a Red Velvet Rope at the entrance to the Disco and then created a policy in which they determined who would, and would not get into this remarkable place. People […]