In the almost 20 years I have been a Rainmaking Trainer and Coach, I have worked personally, one-on-one, with hundreds of attorneys. And there have only been a few with whom I have not been as successful a coach as I would have liked to have been. There are usually two reasons for this: Sometimes […]
Rainmaking Recommendation #221: The Myth of the Overnight Success
October 8, 2020 by Leave a Comment
Rainmaking Recommendation #219: One Hundred (100)
September 24, 2020 by Leave a Comment
The number 100 has been coming up for me a lot today. Today, Time Magazine released its Time100 Most Influential People 2020 and I am not sure why I am not on it. (That’s a joke – for now, but I’m working on it.) As of today, September 23, 2020, we have exactly 100 days left of […]
Rainmaking Recommendation #218: Follow the Yellow Brick Road – An Allegory for Rainmakers
September 16, 2020 by Leave a Comment
In a very weird walk down the Yellow Brick Road to the Emerald City to ask the Wizard for new clients and matters, members of the executive committee of Gale, Scarecrow, Tinman and Lion, LLP, a 100+ lawyer firm are chanting “Pandemics, Politics, and Recessions, Oh my,” over and over again through their masks. James […]
Rainmaking Recommendation #217: What Fears are Keeping You from Becoming a Rainmaker?
September 9, 2020 by Leave a Comment
Fear. We all have fears. In fact, I am a trypanophobe and an arachnophobe – which sounds a hell of a lot more impressive than saying I am terrified of hypodermic needles and spiders. Both phobias have very weird roots in how they started. It has to do with a nightmare as a child (spiders) […]
Rainmaking Recommendation #216: What Rainmakers Do Differently Than Other Attorneys
September 2, 2020 by Leave a Comment
The things that Rainmakers do differently from other attorneys are very simple (but not necessarily easy): Rainmakers have a plan: If you have spent any time following me, you know I am a rabid believer in planning. You wouldn’t take a road trip to a place you have never been without GPS, so why should […]
Rainmaking Recommendation #215: Build your Network Now! (7 Steps for Building a Network During a Pandemic)
August 26, 2020 by Leave a Comment
An old Chinese proverb says: “The best time to plant a tree was 20 years ago. The second best time is now.” The reason that I use this to begin my Rainmaking Recommendation this week is that many people, at the beginning of the lockdown, were told that they should use the time at home […]
Rainmaking Recommendation #214: Someone Doesn’t Like You!
August 19, 2020 by Leave a Comment
A number of years ago, in Rainmaking Recommendation #97: You’re So Vain, I wrote about doing vanity searches (ego surfing) to find out what is being said about you on the internet. Six years later it still holds true. You should see what is on the internet about you because you are trying to build […]
Rainmaking Recommendation #213: Are You Content With Your Content Marketing?
August 11, 2020 by 1 Comment
Content Marketing has been around for quite a while now. For those lawyers who are confused as to what content marketing is I love this definition by Joe Pulizzi, the creator of the Content Marketing Institute:“Content marketing is a strategic marketing approach focused on creating and distributing valuable, relevant, and consistent content to attract and […]
Rainmaking Recommendation #212: The Most Important Secret to Rainmaking Success
July 29, 2020 by Leave a Comment
Shhh… I’m going to tell you a secret. Lean in a bit closer so I can YELL this in your ear! The most important secret to success is . . . . GOOD HEALTH!!! (Sorry for screaming and it’s also the secret for all success.) And if the current state of the world, a pandemic, […]
Rainmaking Recommendation #211: Do You Know Your Colleagues?
July 22, 2020 by Leave a Comment
It doesn’t seem like we are going to go back to the office anytime soon. And, as a result, you have been isolated from the other attorneys in your respective firms. Oh, I’m sure there may have been emails back and forth with various partners on case matters you may be working on; but one […]