If you’re a regular Zen follower, you’ll know that this week’s topic from rainmaking trainer and coach, Jaimie Field, is a favorite of mine – using gratitude in business development. Read on to learn why!

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In one week’s time, it will be Thanksgiving in the United States.  And, you will probably be feasting with friends and family, watching football games (and probably arguing with them). I believe that many of us have forgotten that Thanksgiving is a time when we are supposed to be grateful for all that we have received during the past year. 
Google the “benefits of gratitude” and millions of articles pop up with the research to back it up for example here are three worth reading:

In addition to all of the physical and psychological benefits extolled in these articles, there is one more that can specifically help you grow your book of business.  Being grateful and expressing your gratitude to your clients for trusting you with their legal matters will create more business.

You must understand it’s not about you.  While you did the legal work and had gotten them an exceptional result, it’s still not about you. It’s about them.  Your clients want to know that they are not just a dollar sign, but that they matter to you more than the check.

If you take the time (not just during holiday season but this is a great time to start) to contact each and every one of your clients and referrals, beginning with the ones you have most recently worked with and going back to your past clients to the very first one and thank them for their business something amazing will happen.  You will renew a relationship that may have stagnated.

This is not the time to ask them for business; it is only the time to say “thanks.” And it is also the time to catch up with them. Find out what is going on in their lives, their businesses, etc.  Maybe they will need your help; maybe they will need a referral to someone you know who can help them with a non-legal problem, or maybe you just get a chance to find out how they are.

Not only will they feel good, but you will feel good as well.  And, many of those clients with whom you probably haven’t spoken in years will now have you on your radar and could begin referring new clients to you or they may have a matter with which you can help.

While holiday cards (and e-cards) are nice, your card will get lost in the stack of cards that they receive.  Instead, connect with them personally.  Pick up a phone, send a handwritten note, write a personal email or connect with them via social media direct messages.  The point is to connect with these people one-on-one.

Because Rainmaking is about relationships and reconnecting with those whom you have lost touch will pay off.

And, just so you know, I am grateful to all of the subscribers who have been reading this blog for almost a decade. I cannot thank you enough for the trust you have put in me to help you with your business development activities. Thank you. Thank you. Thank you!

And Happy Thanksgiving to those who will be celebrating.

  • If you are a mid-level associate who would like to become a partner or a partner looking to become a Rainmaker and are interested in individual coaching but would like to take it for a test drive, schedule your Rock Star Rainmaker Training Trial Session. It is complimentary with no strings attached.
  • If you are a law firm leader and would like to discuss bringing a training program or a Rainmaking Seminar (with Ethics CLEs) in-house please email me. 
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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. In this capacity, Ms. Griffiths is responsible for the oversight and management of day-to-day operations of the International Lawyers Network (ILN). She develops strategies and implementation plans to achieve the ILN’s goals, and handles…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. In this capacity, Ms. Griffiths is responsible for the oversight and management of day-to-day operations of the International Lawyers Network (ILN). She develops strategies and implementation plans to achieve the ILN’s goals, and handles recruitment, member retention, and a high level of service to members. She is engaged in the legal industry to stay on top of trends, both in law firms and law firm networks.

In her role as Executive Director, she develops and facilitates relationships among ILN member firm lawyers at 90+ law firms in 67 countries, and seeks opportunities for member firms to build business and relationships, while ensuring member participation in Network events and initiatives. These initiatives include facilitating referrals, the management and execution of the marketing and business development strategy for the Network, which encompasses all communications, push-down efforts, and marketing partnerships, providing support and guidance to the chairs and group leaders for the ILN’s thirteen practice and industry specialty groups, the ILN’s women’s initiative, the ILN’s mentorship program, the management and execution of all ILN conferences, and more.

JD Supra Readers Choice Top Author 2019

During her previous tenure as Director of Global Relationship Management, the ILN has been shortlisted as a Global Law Firm Network of the Year by The Lawyer for 2016 and 2017, and included as a Chambers & Partners Leading Law Firm Network since 2011. 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 recently included in Clio’s list for “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 for 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.