Recent Rainmaking

Rainmaking Recommendation #236: How to Spend Your time on Rainmaking (the Pandemic Edition)

Way back in 2013, I wrote a blog entitled: The Mathematics of Time for Rainmaking.  In it, I dispelled the myth that I hear from my clients who are in Mid-market and Big Law firms: “I don’t have the time to do Rainmaking.” So, I showed you how much time you really did have. Let’s […]

Rainmaking Recommendation #235: The Art Of Your Introduction (Your Audio Business Card)

Since the pandemic started, I have been doing a tremendous amount of virtual networking with a plethora of people. I am speaking specifically of group networking, not just virtual one-on-ones. And I have noticed something very interesting:  many have trouble describing what they do for a living in a few short, memorable sentences.   This is […]

Rainmaking Recommendation #234: 10 Reasons You Aren’t Getting Referrals

Referrals can be one of the best Rainmaking tactics you can use to grow your book of business.  But, many lawyers aren’t getting the quality or quantity of referrals that they would like.  Here are 10 reasons you’re not getting referrals: You aren’t top of mind I’ve often said that people do not wake up […]

Rainmaking Recommendation 232: How to Become an Authority: Influence

In this last part of the series about how to become an authority, I reiterate the definition that I have come to love: Authority = Expertise* + Influence We deconstructed this definition and discussed why you need to become an authority and how to develop expertise*. You must understand that there are hundreds of thousands of experts* in […]

Rainmaking Recommendation #231: How to Become an Authority: Expertise

In Rainmaking Recommendation #230, I discussed why you need to become an authority in your practice area and niche.  As mentioned in the last post, I really like Ian Brodie’s definition of authority: Authority = Expertise* + Influence Expertise*: If you have been reading these Rainmaking Recommendations for any length of time, you know that […]

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 […]