Recent Rainmaking
Rainmaking Recommendation #324: The Rainmaking Schedule
Three weeks ago, you brain-dumped. Then you culled. Last week, you narrowed your list to your top three rainmaking moves for the next 90 days, each with a specific definition of what success looks like. Now we put them on the calendar. Because here’s the truth nobody wants to hear: a priority without a date […]
Rainmaking Recommendation #323: Rainmaking Priorities
Two weeks ago, you did your brain dump. Last week, you culled your list down to the items that have your name on them — the W’s, the things you genuinely want to do and are willing to commit to for the next ninety days. If you’ve made it this far, your list is shorter […]
Rainmaking Recommendation #322: The Cull (part 2 of Creating To-Do Lists for Legal Business Development)
Last week, you did your brain dump. You grabbed a pen and paper, set a timer for twenty minutes, and got every rainmaking task rattling around in your head onto the page. Then you asked yourself three hard questions about each item. If you did that work, you’re already ahead of most lawyers. Now comes […]
Rainmaking Recommendation # 321: The Rainmaking Brain Dump
There are some people, like me, who make lists upon lists upon lists for everything – grocery lists, cleaning chores lists, work lists, and business development lists, to name a few. I even have lists of blog posts and articles I want to write about. But this topic was not on the discussion list, which […]
Death to the Finder/Minder/Grinder Mentality – 13 Years Later
Thirteen Years Later In 2013, wrote an article calling for the end of the “Finder, Minder, Grinder” mentality in law firms. At the time, it felt provocative – almost like I was calling out the industry (but with good reason). Today, it feels inevitable. Not because the idea was bold, but because the profession has […]
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 […]