Recent Rainmaking
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 […]
Rainmaking Recommendations # 292: Atomic Rainmaking: The Power of Micro-Habits
“We do not rise to the level of our goals, we fall to the level of our systems.” — James Clear, Atomic Habits Let’s be honest — most lawyers know what they should be doing to build their books of business.They’ve read the articles, attended the CLEs, maybe even hired a coach (hi ?). But […]
Rainmaking Recommendation #291: Why Your Marketing Isn’t Making It Rain
Let’s get something straight: marketing and rainmaking are not the same thing. This is where a lot of attorneys — especially at midmarket and larger firms — go wrong. They think if they publish a few articles, post on LinkedIn now and then, and maybe sit on a panel or two, clients will magically appear. […]
Rainmaking Recommendation #290 What Type of Law Do You Practice?
Who are your ideal clients? Now here’s the real question: Do your colleagues even know that? In mid-market and large firms, I can’t tell you how many times I’ve heard an attorney sigh and say, “My client just hired another firm for something we do here.” That’s not because the client didn’t need you. It’s […]
Rainmaking Recommendation #289 – Wellness as Your Secret Weapon for Rainmaking
Every May for the past few years, there has been an annual Well-Being in Law Week. But wellness for lawyers – mental and physical health – should not be reduced to one week a year. As we approach one of the most stressful times of the year, the holidays and end-of-year chaos, it’s essential to […]
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 […]