Rainmaking Recommendation #260: The Four Ds of Rainmaking

I am a fan of Ernestine Shepherd.  Who, you ask?  Ernestine Shepherd is the World’s oldest female bodybuilder; at what she says is a young 85 years old.  She is incredible.  At the age of 56, while trying on bathing suits (which women around the World dread doing), she and her sister starting laughing at […]

Rainmaking Recommendation #259: Law Firm Brand or Lawyer Brand?

Which is more important? The law firm’s brand or the lawyer’s personal brand? The answer is not quite as simple as one or the other – particularly in midsize to large law firms.  Let’s start off with a quick explanation of what constitutes a brand.  First, a little history: in the west, cattle ranchers used […]

Rainmaking Recommendation #258: Thought Leadership is Still Important

Recently, Dan Packel published an article in The American Lawyer entitled: In a Landscape Flooded With Law Firms’ ‘Thought Leadership,’ Quantity Isn’t the Same as Quality (Subscription Required). The article discussed the fact that the quantity of legal content has exponentially increased, particularly since the start of the pandemic.  And, I agree with the premise […]

Rainmaking Recommendation #257: The 2 Most Powerful Phrases a Rainmaker Can Learn

Two phrases will take a Rainmaker further than any other.  No, it’s not “alternative billing” or “free consultation” (although those aren’t bad phrases).  The two phrases are:  “Thank You” and “I’m Sorry” For some reason, these seem to be the most challenging phrases for many humans to say.  I’ve written about this before, but it […]

Rainmaking Recommendation #256: Dealing With Rejection

You’ve spoken to a potential client, and they seem to like you. Or maybe, you’ve sent out an RFP and been chosen to discuss your proposal with the potential client(s) who sent out the offer. Or maybe you’ve gotten a tentative yes to work with someone you consider an ideal client. Or maybe, you’ve sent […]

Rainmaking Recommendation #255: You Still Have Time!

It’s the first day of September.  Let me repeat that in case you missed it –  IT. IS. THE. FIRST. DAY. OF. SEPTEMBER! I don’t know about you, but this year seems to be flying by faster than most.  I am not sure if it is the fact that we are still dealing with a […]

Rainmaking Recommendation #254: One Small Thing

This is a very short Rainmaking Recommendation, but it is there to remind you to start now! I know you are busy, but you can find 15 minutes in your day to do one small thing in terms of business development.  That one small thing starts to add up; like compound interest.  This reminds me […]

Rainmaking Recommendation #253: Stop, Collaborate and Listen

For those young ’uns who don’t know, the title of this Rainmaking Recommendation is the first line from the song, Ice, Ice Baby (1990) by Vanilla Ice*.  No, I am not a fan, but while trying to think of a Rainmaking Recommendation for this week, this became an earworm.  An earworm is the slang term […]

Rainmaking Recommendation #252: Don’t Look to Your Marketing Department, Look to Yourself

Your marketing department is not responsible for bringing you new business.  They are there to assist you. If you are in a firm with a marketing person or even a department, you must understand what they do.  When a law firm hires legal marketers, particularly a mid-size firm or large firm, those people are there […]

Rainmaking Recommendation #251: Follow the G.O.A.T.

Have you been watching the Olympics?  I’ve been watching, but maybe not as avidly as I have done in the past.  The one event that I and millions of others have been watching since the games began is women’s gymnastics.  I can safely say that everyone who was going to watch was there to see […]