“If you always do what you’ve always done, you’ll always get what you’ve always got.” Henry Ford (1863-1947), American founder of the Ford Motor Company The above quote is in response to a question I received from a new client who has been practicing law for more than 15 years who, in our first coaching […]
Rainmaking Recommendation # 59: “If you always do what you’ve always done. . .”
June 6, 2012 by Leave a Comment
Stick With What You Know!
May 21, 2012 by 1 Comment
Recently, on many of the social networks which I frequent, I have noticed attorneys asking questions about practice areas in which they obviously do not practice. Usually this is from a solo practitioner or small firm attorney. The post inevitably starts with: “I have potential clients who needs . . .” and continues to ask […]
Rainmaking Recommendation # 57: Create your own Networking Group
May 16, 2012 by Leave a Comment
What type of law do you practice? What industry do you target? In each area of practice there is a list of people who work in the same in industry who do not practice law. People like accountants, psychologists/therapists, and other vendors who concentrate on the same group of people/businesses you are trying to reach […]
Rainmaking Recommendation #56: The Golden Rule
April 18, 2012 by Leave a Comment
Everyone knows The Golden Rule: “Do unto others as you would have done unto you.” It is oft repeated; it is said in many ways in every religious belief. It is taught to us by our parents when we are children even if we are not brought up with a religious background (“Treat others the […]
Rainmaking Recommendation # 51: “I didn’t know you did that”
February 17, 2012 by Leave a Comment
“Why don’t clients come back?” Recently, I received an email from a litigation attorney from Connecticut who asked the question above and about following up with clients following the conclusion of representation. It seems that some clients of the firm who seemed happy with the work the attorneys were doing were going elsewhere for subsequent […]
Rainmaking Recommendations #49: Who do YOU want to represent?
February 17, 2012 by Leave a Comment
All great Rainmakers know the following: You have to love what you do and who your clients are because: When you are in a practice area that you love practicing law does not feel like work; When you love working with your clients they will love working with you. You will actually return calls, and […]
Rainmaking Recommendation #44: Develop a Referral “System”
January 2, 2012 by Leave a Comment
If you are referable (Rainmaking Recommendation #41) And you know how to give referrals (Rainmaking Recommendation #42) And you know how to ask for referrals (Rainmaking Recommendation #43) Why aren’t you getting referrals on a regular basis? It’s probably because you don’t have a system for getting referrals in place. One of the definitions of […]
Rainmaking Recommendation #43: The Third Step to Obtain Referrals
January 2, 2012 by Leave a Comment
Rainmaking Recommendation #41 asked: Are you Referable? Rainmaking Recommendation #42 asked: Do you know how to give referrals? This third, but by no means final step, answers the question: Do you know how to ask for referrals? Being referable and giving referrals are wonderful ways to start the process. However, if you don’t ask, you […]
Rainmaking Recommendation #42: The Second Step to Getting Referrals
January 2, 2012 by Leave a Comment
Rainmaking Recommendation #41 began the first of three steps on how to get referrals. The first step answered the question: Are you Referable? The second step answers the question: Do you know how to give referrals? Why is giving referrals important? You’ve heard the old adage: “Give to get”. Nothing could be truer than that […]
Rainmaking Recommendation #42: The Second Step to Getting Referrals
November 16, 2011 by Leave a Comment
Rainmaking Recommendation #41 began the first of three steps on how to get referrals. The first step answered the question: Are you Referable? The second step answers the question: Do you know how to give referrals? Why is giving referrals important? You’ve heard the old adage: “Give to get”. Nothing could be truer than that […]