Rainmaking

Everyone knows business development should be part of every day’s to-do list. Still, it’s the rare lawyer who hasn’t at least once experienced the sudden sinking feeling that comes when you’ve just finished your last client work and don’t know ...

Networking. You know you have to do it, but does the thought of engaging in endless awkward conversations at cocktail parties leave you cold? Does another round of seemingly irrelevant meetings of trade or civic or association groups make you ...

So you passed the bar. CONGRATULATIONS! Now you are a real lawyer. After the pain and torment of law school and the nerve-jangling business of studying for the bar, you’d think this would be a good time to relax and regroup—and ease slowly into ...

Social media is great, but it’s no excuse to sit at your desk and think you have completed your networking outreach. Meeting people in person is still the best way to connect. Real-time conversations allow you to gently probe for information ...

Mom had it right: Brush your teeth. Wash your face. Comb your hair. Get to the gym. Make it routine and you won't suffer the weight of getting things done—you'll just do them. It's that same approach that builds great rainmakers. They do the ...

For decades, law firm networks have helped lawyers build relationships, share referrals and learn all kinds of things from other lawyers outside their markets. Hundreds of networks exist, often organized around a certain type of law firm or ...

Quick: Who’s the top personal injury lawyer in your town? Criminal defense? The high-profile lawyers who spring to mind have developed an image, or personal brand if you will, to connect their name to their practice in the mind of the public. ...

Some people are born schmoozers and like nothing more than to meet and mingle at professional events. But for others, this is about as painful as watching a "Kardashians" marathon at gunpoint. If you fall into the latter category — and most of ...

How clients are choosing a lawyer. Sitting there, staring at the inside of your office door, and wondering how long you’ll have to wait before a new client strolls in? Stop it. To attract new clients, you need to set yourself apart from ...

Successful practices identify specific client groups and focus business development efforts there. But, being lawyers, we tend to classify clients according to their legal needs rather than by criteria that are far more relevant to clients: ...