Rainmakers

News & Analysis as of

Law Firm Business Development: Turn “NO” Into an Opportunity!

I talk with a lot of lawyers. And everyone at one point or another has lost business to a competitor. Sometimes, one never gets the opportunity to compete in the first place. The secret to more wins is to turn an objection...more

Lack of Business Development Support May Be Just What You Need

I recently attended the Legal Sales and Service Organization’s Raindance Conference in Chicago, which, by the way, I highly recommend. The keynote speaker, Jeff Kaplan, PhD of the J. Alan Group, spoke about a growing trend in...more

Halfway Home — The Stories of Minority Partners

Blame the business structure of law firms, implicit bias, pipeline issues, or just the intransigent unwillingness of those in power to play fair, but when it comes to increasing the number of attorneys of color in law firms...more

Law Firm Business Development: Share Insights

Many of our clients ask us to help them with presentation skills and we’re more than happy to comply because this is an important skill to develop. But, there is a time and a place for “presenting.” I contend that presenting...more

The 7 Worst Ways to Motivate a Lawyer to Engage in Business Development

If you really want to get someone to do something, you need to give him/her a reason—a gun to the face, a bonus at the end of the year, the threat of a job loss. We all know this. It’s ingrained in our psyche and into...more

Two Thoughts On The Faruqi Sexual Harassment Trial

I hope that everyone is following the Marchuk v. Faruqi & Faruqi sexual harassment trial that is taking place as we speak in Manhattan. If you haven’t been, then now is the time to start!...more

Corcoran: Infighting on Compensation Costs BigLaw Time and Money [Video]

Nov. 14, 2014 (Mimesis Law) -- Tim Corcoran, president of the Legal Marketing Association and head of the Corcoran Consulting Group, talks with Lee Pacchia about some of the myths and bad practices he sees in law firm...more

Linking Business Development to Partner Compensation

In recent years, as client fee pressure has increased and client loyalty has decreased, law firms are investing significant time and money in business development programs. Some partners receive training to dust off selling...more

The Happy Factor

This is a relationship business. We have all heard the phrase hundreds of times. However, creating those relationships is easier said than done for a profession that attracts and/or creates introverts (57% of lawyers versus...more

Creating Gravitatonal Pull. How the Very Best Rainmakers Attract Clients

Top rainmakers seem to attract clients as if they have an irresistible gravitational pull. They don't 'sell'. Instead, clients seek them out. While others are prospecting and selling their hearts out, great rainmakers have...more

How Bryan Cave Grooms Rainmakers  [Video]

Oct. 3 (Bloomberg Law) -- Steve Sunshine, partner at Bryan Cave, talks with Bloomberg Law's Lee Pacchia about his program to help attorneys in the firm acquire new business....more

Closing Skills of Successful Rainmakers… and other Myths

I was recently invited to present at a law firm retreat on the topic of closing skills, presumably in the hopes that my remarks would magically transform reluctant partners into willing rainmakers. As the partner in charge...more

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