I’m a day late with this, but things are underway here in Boston with our Annual Conference, so I’m busily running around the hotel and the city with my lawyers over the next few days. But better late than never, right? So here is Jaimie Field‘s latest Rainmaking Recommendation for you! (And it’s one I really want my lawyers to be reading, because it underscores the message I’m going to be giving during my presentation tomorrow).

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I want to kick you in the proverbial butt.

For far too long, you have been wanting, wishing, hoping to grow your book of business.  You have attended seminars, read books, watched webinars, read blog post after blog post. You have looked for the silver bullet, the newest thing.  You have been promised that if you just sign up for this SEO system, pay for this new website, buy this email program, create videos, put up billboards, use advertising, the clients would come flooding through your doors.  You’ve spent countless amounts of dollars and yet you are not seeing the results you want, the types of clients you would like and the money you want to make. 

Want to know why?

Because no one can do it for you!!

The legal industry is still a profession that is built on relationships.  While price may be important to some potential clients, they still want to know, like and trust you as their attorney.  You must be willing to build the relationships you need to get new clients and to cultivate new and current referral sources.

The method to do this is:

  • Determine your ideal clients,
  • Figure out who does business with these ideal clients and cultivate referral relationships with them – these are the Strategic Referral Partners – other professionals and vendors,
  • Ascertain where your ideal clients hang out – both on and off line, and
  • Establish relationships with both the referral sources and ideal clients.

This means that you have to meet people.  Whether it is on-line or in networking situations, you have to meet as many people as possible and create rapport.

You cannot meet people if you are not willing to do so.  And just connecting with them on social media does not count as creating a relationship.  And just collecting a business card at a networking event does not constitute creating a relationship.

You have to actually get to know the people you meet.  This means uncovering their needs and finding a way to satisfy those needs.  Pick at least one person per day – start with those you may know and create or deepen the relationship.

Rainmaking is a contact sport….. so contact the people you are meeting and create relationships!

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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.