Recent Rainmaking

Rainmaking Recommendation #266: There’s No Such Thing as a Former Client

In the last Rainmaking Recommendation, I discussed seven reliable ways to build your book of business. One of the ways was to contact your former clients. But, what I didn’t say is that there really is no such thing as former clients – only former matters.  A true rainmaker keeps in touch with everyone regularly […]

Rainmaking Recommendation #265: The 7 Reliable Sources of Potential Clients

You can find clients almost anywhere.  You can meet them standing in line. You can meet them via articles and blogs. You can meet them at conferences and educational webinars/seminars. The point is that your clients are right outside your door – whether it’s the door to your office or the door to your house. […]

Rainmaking Recommendation #264: “If Opportunity Doesn’t Knock, Build a Door”

The title of this Rainmaking Recommendation is a quote attributed to comedian Milton Berle. And it stems from the idea most people believe that opportunity is a matter of luck or talent. But that simply isn’t so. I’m sure you know several people whom you view, scratching your head thinking, “I am smarter/more talented/etc. then […]

Rainmaking Recommendation #263: F*CK CANCER or Rainmaking Lessons Learned During a Health Crisis

This Rainmaking Recommendation may be a bit lengthy. Still, I need to tell you why you haven’t heard from me that often in about eight months and how that ties into the actual Rainmaking Recommendation for today and the lessons learned. At the end of October 2021, I began experiencing dizziness, nausea, and headaches. Having […]

Rainmaking Recommendation # 262: Happy New Year, Once more!

It’s been a while since I sent you a Rainmaking Recommendation. Without getting into the nitty gritty, I have been dealing with some health issues that were finally diagnosed and with which I am tackling and getting better.  But, this means that I have missed my annual Happy New Year post, which explains that you […]

Featured Posts

Rainmaking Recommendation #218: Follow the Yellow Brick Road – An Allegory for Rainmakers

In a very weird walk down the Yellow Brick Road to the Emerald City to ask the Wizard for new clients and matters,  members of the executive committee of Gale, Scarecrow, Tinman and Lion, LLP, a 100+ lawyer firm are chanting  “Pandemics, Politics, and Recessions, Oh my,” over and over again through their masks.   James […]

Rainmaking Recommendation #203: It’s ALWAYS About Communication

Business development, aka Rainmaking, has been and will always be about communication and trust. You need exceptional communication skills to build trust and confidence in your abilities to help your clients and potential clients.  And never has this been truer than at this time in history. The global pandemic has only emphasized the need for […]

Lawyers Using Referral Marketing as a Revenue Stream? Not so Fast!

Recently I read a post which suggested that attorneys should use referral marketing as a revenue stream – that attorneys should refer cases they cannot or will not take to other attorneys for fees. Not so fast! It’s not as easy as I give you a new client you pay me a referral fee because […]