So You Want To Make Rain
SO YOU WANT TO MAKE RAIN is the title of our new, 50 minute pro bono seminar offered to law firms, LMA chapters, professional associations, etc. It’s focus on business development is that rainmaking is both an art and a science. Not everyone who succeeds as a rainmaker has the innate qualities to do so. Not everyone who develops business even necessarily enjoys the process, at least not at first.
But there are systematic steps that can be taken to build and close more business. Let’s begin by taking a look at some of the basics, and then, over the next several weeks, move on to other skills and techniques. Some strategies and tactics seem obvious to anyone who’s already building a book of business. For others, these approaches need to be enumerated.
If, for example, you are not tracking and stayng in touch with law school colleagues or past classmates at your law firm, start doing so now.
Knowing what your competitors are doing is essential.
Looking for possible new areas of action in your professional specialty areas should be a regular part of your workload. Every time a legislature sneezes, you’ve got an excuse to contact clients.
Are you asking in-house counsel to introduce you to their colleagues? Are you offering to host a lunch where you can pick their brains to identify their future needs? In-house counsel like it when you do.
Join foundations and local boards of directors as a way to contribute to your community. But do give decisive preference to those with which in-house counsel or senior executives are already involved.
