Archives for 2011

Rainmaking Recommendation #33: Your Past Could Be Your Future

(Starting in April 2011, the attorneys who signed up to receive the Rainmaking Recommendation in their email will receive the current tip two weeks earlier than it is posted on this blog.  This is my way of thanking them for being a part of the group.  If you would like to see the current Rainmaking […]

Rainmaking Recommendation #32: No Excuses!

If you want to be a rainmaker, there are no excuses to doing the work you need to do.

Celebrating Spring with a Complimentary Rainmaking Training Session

Call it Spring Fever but I am offering ladies & gentlemen who practice law in the USA the following offer (part of this is very selfish – I had a great time doing this in June of last year):  Would you like a free, no obligation, and most importantly no sales pitch 45 minute Telephone* […]

Rainmaking Recommendation #31: Don’t Stop Thinking About Tomorrow*

The economy seems to be turning around, albeit slowly; still many attorneys are finding themselves with more and more work on their desks. Unfortunately, this is when many attorneys put their rainmaking activities on the back burner.  “I’m too busy right now,” is the reason they give. They discontinue networking activities, they stop following up […]

There Is No One Way To Rainmaking Success

Cordell Parvin, an amazing Rainmaking Coach and Trainer, (who is a brand new friend and whom I have sought to emulate as a role model – although he didn’t know that but now will), recently wrote an fantastic blog post, Client Development Coaching: You will learn what will work for you He wrote: “One of […]

Rainmaking Recommendation #30: There Are No Small Cases

Here is the scenario: A prospective client just came to your office.  They only need a small matter resolved which you could easily handle.   This case will only take you a short amount of time which really doesn’t create much income for you or your firm. Do you take the matter? The answer is always […]

Dead Fish & Vice Grips

Recently at a networking event, I had the distinct displeasure of shaking hands with a dead fish and a pair of vice grips. As a quick aside: When you are at a networking event, first impressions count. From how you are dressed, to how you carry yourself, to the pitch of your voice, all of […]

Rainmaking Recommendation #29: The Power of the Handwritten Note

Do you want to set yourself apart from every other attorney out there?  Never underestimate the power of the handwritten note. In an age when most communication is taking place electronically – texts, emails, social media, Skype,  phones – rarely do we receive a good old-fashioned handwritten note saying “Thanks for taking the time to […]

Rainmaking Recommendation #28: Keep Your Promises

When we are trying to woo potential new clients, we have a tendency to promise them the world. In New Jersey, The Rules of Professional Conduct 7.1(a)(1) it is unethical for attorneys to promise a certain outcome of a case (I cannot imagine that it is allowed in any state). While you may not be […]

Rainmaking Recommendation #27: You’ve Always Been My Favorite

Who’s your favorite client? Why are they your favorite? Take the time to write down all of the attributes of what your favorite client looks like (besides the fact that they pay your bills).   Are they in a particular industry?  Do they have certain personality characteristics with which you like to work?  Is there an […]