Last week I spoke with a client who was struggling with his business development activity. Nate (as usual, the name and identifying details have been changed to protect his privacy) had experienced great success in converting acquaintances who heard him talk about the kind of matters he handles into clients, and he decided that if [...]
Some readers have noticed the precipitous drop in posts that began early this year. Perhaps you imagined that I was busy with clients (true!), that I’d lost interest in the blog (not true!), or that I’d run off for a Tahitian vacation (also not true — alas!). In mid-February, the stars became perfectly aligned and [...]
Leaders are better rainmakers. Bold statement, isn’t it? But think about it. Would you easily place your trust in someone who manages a team of worker bees who didn’t make much individual contribution – knowing that if the manager goes down, the team will at best miss a few beats? Or would you select someone [...]
“All things being equal, people will do business with – and refer business to – those people they know, like and trust.” This quote, from Bob Burg’s excellent book Endless Referrals, sums up why it is that relationships serve as the basis for rainmaking. It also clarifies what your priorities should be for business development. [...]
The 29% Solution: 52 Weekly Networking Success Strategies
by Ivan Misner by Greenleaf Book Group Press
I heard a lot of response to last week’s suggestion that networking is the most important thing a lawyer can do to grow a practice. A few disagreed with my assessment, but most responded by asking how to network well. Some [...]
I’ve received terrific feedback about my new book The Reluctant Rainmaker: A Guide for Lawyers Who Hate Selling, and people have asked what made me decide to write this book now. Here’s a short video with my personal story about why helping lawyers learn to excel in business development (especially helping the lawyers who think [...]
One of the keys to success is efficient and effective action. We all know that’s true in billable work, and we study time management and time mastery to find ways to optimize daily activity.
Nowhere is this principle truer than in business development. Most lawyers don’t get excited at the prospect of undertaking rainmaking activity, and [...]
July 27, 2009 
