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 […]
Rainmaking Recommendation #30: There Are No Small Cases
March 16, 2011 by 2 Comments
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 […]
Rainmaking Recommendation #28: Keep Your Promises
February 16, 2011 by 3 Comments
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 #22: Giving Thanks
November 17, 2010 by Leave a Comment
Rainmaking Recommendation #22: Giving Thanks In one week (and one day) it will be Thanksgiving. Thanksgiving was originally a holiday to express thankfulness, gratitude, and appreciation for having been blessed with a bountiful harvest of material possessions, food and relationships. While it has morphed into a day off with tons of food and some good […]
Rainmaking Recommendation #21: Why you need to create realistic expectations
November 4, 2010 by 2 Comments
As attorneys, the most potent Rainmaking tactic is Word-of-Mouth marketing. This is when clients tell others about the work you do and referrals are a result. However, word-of- mouth marketing is also one of the ways that we lose clients as well. The problem is that in most legal cases, at least in the clients’ […]
Rainmaking Recommendation #14: Your Response Is Required
July 21, 2010 by 10 Comments
What to keep your clients happy? Respond. One of the main reasons why clients state that they leave their current attorney’s can be classified as “attorney indifference”. Attorneys do not respond to emails, voicemails, or requests for information. More often than not, it is because the attorney does not have any current news about a […]
Rainmaking Recommendation # 13: The Question You Need to Ask
July 7, 2010 by Leave a Comment
“How can I help?” The interesting thing about this question is the various responses you can elicit. When asked of friends or family it may bring a closer relationship. When asked of colleagues it may bring to light issues they are having with which you have the solution. Or it may result in you being […]
Rainmaking Recommendation #12: How to Clone Your Ideal Client
June 16, 2010 by 5 Comments
Who is your ideal client? Do you already work with him or her? Whether you do or don’t, you can create clone after clone of your ideal client (barring conflicts of interest) by taking the following actions: 1) Write down exactly what your ideal client looks like. Be specific. 2) Research where these clients hang […]
Rainmaking Recommendation #9 – Let Them Know
May 5, 2010 by 5 Comments
One of the worst phrases an attorney can hear from one of their friends, family, clients or prospective clients is: “I didn’t know you (your firm) did that!” Usually this means that they went somewhere else for a matter they would have been more than happy to give to you – had they known your […]
Rainmaking Recommendation #7 – One More Thing
April 7, 2010 by 2 Comments
What’s the one “more” thing you can do TODAY to continue to become a Rainmaker? What’s the one phone call can you make to a current or prospective client? What’s the one more article you can read to learn more about the area in which you practice? What’s the one more email you can send […]