Rainmakers

News & Analysis as of

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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