Rainmaking Recommendation #237: When Is It Too Much Information?

This Rainmaking Recommendation is a result of a Facebook posting in which someone I know said it was no one’s business whether or not they were going to receive, or had received, Covid Vaccines.  And while I agreed, it is no one’s business unless you make it their business, I also said that I was […]

Rainmaking Recommendation #236: How to Spend Your time on Rainmaking (the Pandemic Edition)

Way back in 2013, I wrote a blog entitled: The Mathematics of Time for Rainmaking.  In it, I dispelled the myth that I hear from my clients who are in Mid-market and Big Law firms: “I don’t have the time to do Rainmaking.” So, I showed you how much time you really did have. Let’s […]

Rainmaking Recommendation #235: The Art Of Your Introduction (Your Audio Business Card)

Since the pandemic started, I have been doing a tremendous amount of virtual networking with a plethora of people. I am speaking specifically of group networking, not just virtual one-on-ones. And I have noticed something very interesting:  many have trouble describing what they do for a living in a few short, memorable sentences.   This is […]

Rainmaking Recommendation #234: 10 Reasons You Aren’t Getting Referrals

Referrals can be one of the best Rainmaking tactics you can use to grow your book of business.  But, many lawyers aren’t getting the quality or quantity of referrals that they would like.  Here are 10 reasons you’re not getting referrals: You aren’t top of mind I’ve often said that people do not wake up […]

Rainmaking Recommendation #231: How to Become an Authority: Expertise

In Rainmaking Recommendation #230, I discussed why you need to become an authority in your practice area and niche.  As mentioned in the last post, I really like Ian Brodie’s definition of authority: Authority = Expertise* + Influence Expertise*: If you have been reading these Rainmaking Recommendations for any length of time, you know that […]

Rainmaking Recommendation #228: Should You Air Your Opinions On Social Media? For Rainmaking and Ethics purposes – NO!

I am a true proponent of being authentic on social media, including blog posts, videos, and all other social media. Social media is about connection.  It was originally designed so that you can keep in touch with friends and family, see what they were up to, and keep in contact with them.  Then the marketers […]

What Santa Claus Can Teach You About Being A Rainmaker (Revised for 2020)

We interrupt the usual Rainmaking Recommendation to present you with a blog post that was originally written in 2009.  It is still apropos today but has been updated just a little bit.  That jolly ol’ white-bearded, portly guy in the red velvet suit with the (faux) fur trim is a better Rainmaker than you.  While his clients, […]

Rainmaking Recommendation #227: Permission Marketing

In this very brief Rainmaking Recommendation, I would like to both vent my annoyance as well as tell you how to avoid ticking off your clients and prospects. In the past 9 months of the pandemic, I have met or reconnected with hundreds of people during virtual networking events.  As a result, I have been […]

Rainmaking Recommendation #226: Using the Rainmaking Cycle to Become a Rainmaker (Part 3 – Creating Relationships)

For the past 4 Rainmaking Recommendations, we have been discussing the Rainmaking Cycle.  Today, we discuss the last part, creating relationships. And while to some attorneys this may sound a bit woo-woo or spiritual, the truth is that people do business with people they know, like, and trust. I’ve written this in the past, I’ve […]

Rainmaking Recommendation #224: Using the Rainmaking Cycle to Become a Rainmaker (Part 2(b)– Networking Continued)

I’ll begin this Rainmaking Recommendation as I have the last two:  The Rainmaking Cycle is a continuous circuit that 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 (see Rainmaking Recommendation # 222);  Meeting people – whether […]