Rainmaking Recommendation #198: Not Business As Usual

As you know, we are in a period of history where it is anything but “business as usual.”  And while I am not burying my head in the sand, I am trying to stay as optimistic as possible during a global pandemic and stock market glitch.  I prefer to call it a glitch because I truly believe that once the world is free to roam the streets again after this self-quarantine period, the market will rebound.    

As I have been saying to friends and family, I am taking precautions but I am not panicking.

We have been through these periods before in our world (maybe not in the same way) and we have always come out of it on the other end. 

And while this is a bit of a different Rainmaking Recommendation this week, there are things you can be doing to ensure that you continue to have a practice and clients. 

Most attorneys are working from home.  Hopefully, this means that you still have internet access and a telephone.  Because, one of the most important things you can do is contact your clients – past, present and prospective and just find out how they are.  If you are worried, imagine how they are feeling.

There are things you can do to help them. 

Become a resource.  Stop looking at yourself as “just an attorney” and start defining yourself as a trusted advisor.  An attorney looks at each client as just a matter that they bring in, be it transactional or litigation.  But a trusted advisor creates nonpareil relationships with every person with whom they work or network including referral sources and co-workers.

By resource I mean, contact every single one of your clients and ask them what they need.  Not from a legal standpoint, but what they truly need.  Some may just need an ear (without being billed in six-minute increments), or some may need a referral or recommendation to a person or business with which you can help.  Even if you cannot recommend them to someone directly, there is probably someone in your current network that would be able to help you find an appropriate solution for your client.  

The most important activity right now is communication.  You need to communicate with your clients and your network that you are available and ready to help. 

 This is not a time for business as usual, but there is still business on a day to day basis.  Your clients are looking for leaders.  Step up and be that leader and trusted advisor they want and need.

As for the rest of your business development activities during this time, join me for a Facebook live session on Friday, March 20 at Noon ET/9 AM PT to discuss Attorney Business Development In Times of Crisis.  Please tune in – if for no other reason than this is my first Facebook Live and I may fall flat on my face – and since we all need a laugh, you have my permission to laugh at me if I do.  Join the Facebook group here:  https://www.facebook.com/Marketing.Field.LLC/

  • If you are a mid-level associate who would like to become a partner or a partner looking to become a Rainmaker and are interested in individual coaching but would like to take it for a test drive, schedule your FREE Rainmaking Coaching Session
  • If you are a law firm leader and would like to discuss bringing a training program or a Rainmaking Seminar (with Ethics CLEs) in-house please email me. 

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