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 […]
An Unbalanced Life: How it Affects Being A Great Rainmaker (part 1)
June 4, 2010 by 8 Comments
I would like to apologize to my readers First: I had fully intended to blog more often and let you get to know me not only as a Rainmaking Trainer and Coach but as a person. As a promise to myself and to you, I will begin doing just that starting with this post. […]
Rainmaking Recommendation #11: Halfway There
June 2, 2010 by 5 Comments
Not to frighten you, but this year is officially half over. What have you done to advance your Rainmaking skills? Do you have a written Rainmaking plan? If not, why not? Do you set schedule time, every day, to do at least one Rainmaking Activity? As a Rainmaking coach and a trainer, I cannot force […]
Rainmaking Recommendation #10 – What do you do?
May 19, 2010 by 9 Comments
You are at a networking event. What is one of the first questions we are asked by strangers? “What do you do?” If you are like most lawyers, you reply: “I’m an attorney.” While this satisfies the question, it will get you nowhere. You need to tell others, in an interesting and memorable way what […]
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 #8 – GET OUT!
April 21, 2010 by 3 Comments
If you are sitting behind a desk, wallowing in briefs, documents and legal references every day, 5 (or even 7) days a week for 2000 billable hours per year, you will never become a Rainmaker. GET OUT! People do business with people they know and like. Yes, it is a statement you hear frequently but […]
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 […]
Rainmaking Recommendation #6 – It’s Not About Luck
March 17, 2010 by Leave a Comment
In deference to the fact that today is St. Patricks Day, today’s Rainmaking Recommendation is about Luck. The fact is that to be a Rainmaker it is not about being lucky, it is about doing the work necessary to become a Rainmaker. Many attorneys will never become successful Rainmakers because they are unwilling to put […]
Cell Phone Etiquette Revisited – A Rant
March 7, 2010 by 6 Comments
First, I must warn you that this is going to be a bit of a rant. In January I wrote a blog post about cell phone etiquette. It pains me to revisit this topic so soon, but I was moved by an experience I had at a networking event this week. Second, I have to […]
Rainmaking Recommendation #5 – Time IS on Your Side, Yes it is!
March 3, 2010 by 8 Comments
Time IS on your Side. How to use wasted time to create Rainmaking Opportunities