This year is flying by so quickly – we are more than halfway through this year! It’s time to review what you have (and have not) done to build your books of business. For those who have been reading the Rainmaking Recommendations since its inception will recognize that this is very similar to Rainmaking Recommendation […]
Rainmaking Recommendation # 35: Take a good look back, “SMARTY” people!
July 10, 2011 by Leave a Comment
Rainmaking Recommendation #34 : Do You Really Want It?
June 1, 2011 by Leave a Comment
This is an extremely important question to ask yourself. Recently, a couple of my clients have been giving me excuse after excuse after excuse (and that’s all they are – excuses) as to why they have not been doing the tasks they need to do to become the Rainmakers THEY have said they want to […]
Celebrating Spring with a Complimentary Rainmaking Training Session
April 13, 2011 by 4 Comments
Call it Spring Fever but I am offering ladies & gentlemen who practice law in the USA the following offer (part of this is very selfish – I had a great time doing this in June of last year): Would you like a free, no obligation, and most importantly no sales pitch 45 minute Telephone* […]
Rainmaking Recommendation #31: Don’t Stop Thinking About Tomorrow*
April 6, 2011 by Leave a Comment
The economy seems to be turning around, albeit slowly; still many attorneys are finding themselves with more and more work on their desks. Unfortunately, this is when many attorneys put their rainmaking activities on the back burner. “I’m too busy right now,” is the reason they give. They discontinue networking activities, they stop following up […]
There Is No One Way To Rainmaking Success
March 23, 2011 by Leave a Comment
Cordell Parvin, an amazing Rainmaking Coach and Trainer, (who is a brand new friend and whom I have sought to emulate as a role model – although he didn’t know that but now will), recently wrote an fantastic blog post, Client Development Coaching: You will learn what will work for you He wrote: “One of […]
Rainmaking Recommendation #30: There Are No Small Cases
March 16, 2011 by 2 Comments
Here is the scenario: A prospective client just came to your office. They only need a small matter resolved which you could easily handle. This case will only take you a short amount of time which really doesn’t create much income for you or your firm. Do you take the matter? The answer is always […]
Dead Fish & Vice Grips
March 6, 2011 by 5 Comments
Recently at a networking event, I had the distinct displeasure of shaking hands with a dead fish and a pair of vice grips. As a quick aside: When you are at a networking event, first impressions count. From how you are dressed, to how you carry yourself, to the pitch of your voice, all of […]
Rainmaking Recommendation #29: The Power of the Handwritten Note
March 4, 2011 by 4 Comments
Do you want to set yourself apart from every other attorney out there? Never underestimate the power of the handwritten note. In an age when most communication is taking place electronically – texts, emails, social media, Skype, phones – rarely do we receive a good old-fashioned handwritten note saying “Thanks for taking the time to […]
Rainmaking Recommendation #28: Keep Your Promises
February 16, 2011 by 3 Comments
When we are trying to woo potential new clients, we have a tendency to promise them the world. In New Jersey, The Rules of Professional Conduct 7.1(a)(1) it is unethical for attorneys to promise a certain outcome of a case (I cannot imagine that it is allowed in any state). While you may not be […]
Rainmaking Recommendation #27: You’ve Always Been My Favorite
February 2, 2011 by Leave a Comment
Who’s your favorite client? Why are they your favorite? Take the time to write down all of the attributes of what your favorite client looks like (besides the fact that they pay your bills). Are they in a particular industry? Do they have certain personality characteristics with which you like to work? Is there an […]