Rainmaking Recommendation #222: Using the Rainmaking Cycle to Become a Rainmaker (Part1 – Marketing)

In many different blogs and Rainmaking Recommendations, I have said – repeatedly, that Rainmaking is about 3 things: Creating visibility and becoming known as an authority in the field of law that you practice – this is known as Marketing yourself and your services; Meeting people – whether in person or virtually – who want or need […]

Rainmaking Recommendation #221: The Myth of the Overnight Success

In the almost 20 years I have been a Rainmaking Trainer and Coach, I have worked personally, one-on-one, with hundreds of attorneys.  And there have only been a few with whom I have not been as successful a coach as I would have liked to have been. There are usually two reasons for this: Sometimes […]

Rainmaking Recommendation #206: Happy New Year . . .Again!

This will be a very short Rainmaking Recommendation and I hope you will join me in celebrating a new, New Year.  I’ve made a decision.  I’ve decided that my 2020 will only have 7 months and not the 12 we were promised because the corona virus screwed up our first five months of this year.  […]

Rainmaking Recommendation #205: WFH or WFO – It Doesn’t Matter for Rainmaking Purposes

For most of us, we are nine weeks into working from home (WFH).  (Well, not me.  I am 11 years into working from home.)  And once the initial shock and confusion about how to practice law from your basement, dining table, or if lucky, an actual room that you were able to turn into an […]

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 […]

Rainmaking Recommendation #201: How Should Lawyers Adapt to This Crisis?

Adapt.   A word that is fraught with so much meaning these days.  One of the definitions of adapt is: “Become adjusted to new conditions.” And boy, have we ever been adapting to new conditions.  It’s been almost a month since most of the United States went into self-quarantine.  Since that time, we have had […]

DON’T PANIC!!

In the novel, The Hitchhikers Guide to the Galaxy, Douglas Adams says of the eponymous book that this novel is partially written about: “The Hitchhiker’s Guide has already supplanted the great Encyclopedia Galactica as the standard repository of all knowledge and wisdom, for though it has many omissions and contains much that is apocryphal, or […]

Rainmaking Recommendation #197: Conversational Narcissism

Are you a conversational narcissist?  The other day, I came across a post entitled, You May Be a Conversational Narcissist and Not Even Know It (Here’s How to Tell).  It was a fascinating piece that described the term “Conversational Narcissist” which was created by Charles Derber, a sociologist, and describes the trait of constantly turning […]

Rainmaking Recommendation #193: It’s About Them!

For almost 20 years as a Rainmaking Trainer and Coach, I have been saying the same thing:  It’s not about you.  It’s about them.  “Them” being the prospective, current and former clients. It’s always been about them, but every year there is a proclamation about the fact that lawyers and law firms must become “client-centric,” […]

Rainmaking Recommendation #191: Do You “NO” Why You’re Not a Rainmaker?

For years, you’ve promised yourself that you were going to take control of your legal career.  You know that in order to do so, you need to have a book of business.  A book of business that would give you negotiating power with your current firm to become an equity partner; a book of business […]