Today’s Rainmaking Recommendation from rainmaking coach and trainer, Jaimie Field is one that I LOVE. It takes a little bit of extra initiative, but once you get it going, it will be something you both enjoy, and is part of your regular routine (and can reap some serious dividends).

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Last year, the movie “The Breakfast Club” celebrated its 30th anniversary.

For those who haven’t seen it (and I cannot image that is a lot of people), it is about 5 high school students from different walks of life who get sentenced to a Saturday detention where they find they have a lot more in common than they thought.

Why am I bringing this up in the context of referrals? 

In our last Rainmaking Recommendation, we discussed Strategic Referral Partners, whom I defined as the companies and individuals who are already doing business, or know the people, with whom you would like to cultivate as a client.

I had also provided a short script you could use when contacting them to begin to create your relationships. But like most attorneys, you get busy and forget to contact them on a regular basis in order to continue to foster referrals.

Instead of just having a lunch once in a while, or calling them every few months, what if you met with your Strategic Referral Partners regularly? – and I mean regularly.

Gather a group of people who do work in the industries or with the people with whom you do (or wish to do) business and meet with them at least twice a month.  Each one of the members of this group should have clients (or want clients) in the same niche as you; however, only one person from a professional specialty or vendor is allowed.  For example, there should only be one accountant, one financial planner, one insurance agent, one IT person and so on.  You want to find the people with whom the one thing you have in common is your ideal client.  You can add other attorneys, as long as their practice area is not the same as yours.

Then, meet with them on a regular basis and find out what you can do to help grow each other’s business.

One of my favorite examples of this comes from a friend of mine: a very successful construction management executive who has been meeting with the same group of professionals for more than 20 years every Saturday morning for breakfast; it’s very early in the day so as to not interfere with other plans.  As a result, many, many, many  millions of dollars in business have been referred back and forth amongst the group.   They have also become great friends as well.

It’s just a thought….

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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the goals of a global professional services network. She manages all major aspects of the Network, including recruitment, member retention, and providing exceptional client service to an international membership base.

In her role as Executive Director, Griffiths manages a mix of international programs, engages a diverse global community, and develops an international membership base. She leads the development and successful implementation of major organizational initiatives, manages interpersonal relationships, and possesses executive presence with audiences of internal and external stakeholders. Griffiths excels at project management, organization, and planning, writes and speaks with influence and authority, and works independently while demonstrating flexibility in thinking, especially in challenging situations. She also adapts to diverse and dynamic environments with constant assessment and recalibration.

JD Supra Readers Choice Top Author 2019

In 2021, the ILN was honored as Global Law Firm Network of the Year by The Lawyer European Awards, and in 2016 and 2017, they were shortlisted as Global Law Firm Network of the Year. Since 2011, the Network has been listed as a Chambers & Partners Leading Law Firm Network, recently increasing this ranking to be included in the top two percent of law firm networks globally, as well as adding two regional rankings. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was included in Clio’s list of “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful, and useful.” Ms. Griffiths was recently chosen as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.