Recent Rainmaking

Rainmaking Recommendation #260: The Four Ds of Rainmaking

I am a fan of Ernestine Shepherd.  Who, you ask?  Ernestine Shepherd is the World’s oldest female bodybuilder; at what she says is a young 85 years old.  She is incredible.  At the age of 56, while trying on bathing suits (which women around the World dread doing), she and her sister starting laughing at […]

Rainmaking Recommendation #259: Law Firm Brand or Lawyer Brand?

Which is more important? The law firm’s brand or the lawyer’s personal brand? The answer is not quite as simple as one or the other – particularly in midsize to large law firms.  Let’s start off with a quick explanation of what constitutes a brand.  First, a little history: in the west, cattle ranchers used […]

Rainmaking Recommendation #258: Thought Leadership is Still Important

Recently, Dan Packel published an article in The American Lawyer entitled: In a Landscape Flooded With Law Firms’ ‘Thought Leadership,’ Quantity Isn’t the Same as Quality (Subscription Required). The article discussed the fact that the quantity of legal content has exponentially increased, particularly since the start of the pandemic.  And, I agree with the premise […]

Rainmaking Recommendation #257: The 2 Most Powerful Phrases a Rainmaker Can Learn

Two phrases will take a Rainmaker further than any other.  No, it’s not “alternative billing” or “free consultation” (although those aren’t bad phrases).  The two phrases are:  “Thank You” and “I’m Sorry” For some reason, these seem to be the most challenging phrases for many humans to say.  I’ve written about this before, but it […]

Rainmaking Recommendation #256: Dealing With Rejection

You’ve spoken to a potential client, and they seem to like you. Or maybe, you’ve sent out an RFP and been chosen to discuss your proposal with the potential client(s) who sent out the offer. Or maybe you’ve gotten a tentative yes to work with someone you consider an ideal client. Or maybe, you’ve sent […]

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 […]