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 […]
Rainmaking Recommendation #26: Schedule your Rainmaking
January 19, 2011 by Leave a Comment
Rainmaking Recommendation #26: Schedule your Rainmaking While you want to do the Rainmaking activities necessary to obtain new clients, do you find that by the end of the day you haven’t gotten to that particular task? Put it on your calendar. Schedule your Rainmaking Activities like they were an appointment. Whether it is writing a […]
Rainmaking Recommendation #25: “Bright Shiny Object” Syndrome
January 5, 2011 by Leave a Comment
Do you suffer from “Bright Shiny Object” Syndrome? Does the newest Rainmaking Technique or technology call your name the minute you hear about it? There is nothing wrong with trying a new technique, for example using Facebook, LinkedIn, Twitter, Blogging, newsletters, etc. to try to reach out to new clients. However, if you are constantly […]
Rainmaking Recommendation #24: As the Year Comes To A Close. . .
December 22, 2010 by Leave a Comment
Rainmaking Recommendation #24: As the Year Comes To A Close. . . Yes, this Rainmaking Recommendation is a week late (usually they are sent on the 1st and 3rd Wednesday of the month) but I didn’t want 3 weeks to pass without being able to wish you all the happiest holidays and an extremely prosperous […]
Rainmaking Recommendation #22: Giving Thanks
November 17, 2010 by Leave a Comment
Rainmaking Recommendation #22: Giving Thanks In one week (and one day) it will be Thanksgiving. Thanksgiving was originally a holiday to express thankfulness, gratitude, and appreciation for having been blessed with a bountiful harvest of material possessions, food and relationships. While it has morphed into a day off with tons of food and some good […]
Rainmaking Recommendation #21: Why you need to create realistic expectations
November 4, 2010 by 2 Comments
As attorneys, the most potent Rainmaking tactic is Word-of-Mouth marketing. This is when clients tell others about the work you do and referrals are a result. However, word-of- mouth marketing is also one of the ways that we lose clients as well. The problem is that in most legal cases, at least in the clients’ […]
Rainmaking Recommendation #20: On My Mind
October 20, 2010 by 2 Comments
Rainmaking Recommendation #20: On My Mind One of the challenges that attorneys face is our clients or prospects don’t always have a constant need for our services. However, these people will often run into others that they can refer. Since we are all busy people, they refer the person they have on their mind at […]
How Do You Spell Rainmaker? A.C.T.I.O.N.
October 12, 2010 by 1 Comment
This article, which originally appeared in the New Jersey Law Journal December 3, 2009, has been reproduced here. Although almost a year old, the article still resonates today. The recession that began in 2008 caused mass devastation in the legal field. We watched the annihilation of venerable law firms, like Heller Ehrman, Thelen Reid and […]
Rainmaking Recommendation #19: How To “Right” A Written Correspondence
October 6, 2010 by 4 Comments
Whether it is by email or snail mail, whether it is an RFP, a thank you note, or a note to say hello, too many “I”, “Me” and “My Firm” statements in your correspondence will turn the reader off. It’s not about YOU or your firm. It’s about what you and your firm can do […]