Stripping back the negative associations many lawyers have with the ‘S’ word – selling – is a crucial step in redefining a lawyers approach to business development. This book explores the benefits to stepping out of the safety net of simply being a great lawyer – which, in today’s market, is a given. Successful rainmakers know how to truly engage with clients, to understand their business needs and challenges, and how to make their lives easier. These are the skills that attract and build sustainable, rewarding client relationships.
Rainmakers: Born or Bred helps you to identify those seemingly intangible aspects of selling that many lawyers think are unachievable, and provides you with practical ideas to implement as you set out on your journey to improve your business development skills. Packed with opinions and advice from actual clients and rainmakers alike, it will help you to make the most of the business development opportunities that present themselves every day – while staying true to your own personality.
Chapter 1: Business development? Who needs it?
Chapter 2: Getting comfortable with the ‘S’ word
Chapter 3: The first ‘R’ of business development
- Building a reputation in your first few years
- Building your reputation as you advance in your career
Chapter 4: Once potential clients know who you are, what comes next?
Chapter 5: Engagement – The art of active listening
- Active listening for a formal pitch
- Active listening in casual interactions
- Making the connection
- Doing things that you like to do as ‘client development’
Chapter 6: Dominance
- Know the business of your client
- Think like a lawyer, but don’t talk like one
Chapter 7: Motivation
Chapter 8: Risk taking
- Become fearless
- The hard part
- The easier part
Chapter 9: Having the skills is one thing; finding the business is another
- The low hanging fruit: Existing clients
- Friends who can give out business
- Taking the never out of networking
- Cold calls can work, sometimes
Chapter 10: And if you don’t believe me…Download chapters