Want More Clients? Motivate Your Team.

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To understand what factors promote successful client development, or “rainmaking,” it makes sense to start with the individual behaviors that distinguish Rainmakers (RMs) from Client Service Partners (CSPs). In a recent article, Lawyer Metrics documented Rainmakers’ relatively greater willingness to take risks in a professional setting. A second dimension to business development concerns the ways that partners interact with other team members. On this dimension, the data indicate that Rainmakers and Service Partners have different tendencies.

These findings derive from a statistical analysis of Management Development Questionnaire (MDQ) assessments data, which Lawyer Metrics collected from over 300 partners (including both Rainmakers and Client Service Partners) at more than 30 large law firms. We analyzed the extent to which scores on each of the 20 MDQ factors differentiated RMs and CSPs, and on two group-interaction factors—“Motivating Others” and “Teamwork”—the scores of RMs and CSPs differed markedly. In short, RMs scored significantly higher on Motivating Others, and CSPs scored higher on Teamwork.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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