Join us for this week’s rainmaking recommendation from trainer and coach, Jaimie Field.

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We interrupt the information on Rainmaking Tactics to provide you with this little announcement: THE YEAR IS HALFWAY OVER!

Look at the calendar!  Are you as shocked as I that half a year is already in the history books? Granted, the past 16 months have been like none other we have experienced, but still. . .…
Continue Reading Rainmaking Recommendation from Jaimie Field: Halfway (And A Special Offer)

Join us for this week’s rainmaking recommendation from trainer and coach, Jaimie Field.

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In the last Rainmaking Recommendation, I provided a listicle of 22 different methods to use for Rainmaking Success.  As promised, I will provide a deeper dive into how to use these tactics so that you can become the Rainmaker you wish to be.…
Continue Reading Rainmaking Recommendation from Jaimie Field: A Deeper Dive Into Rainmaking Tactics (Part 1- Goals)

Join us for this week’s rainmaking recommendation from trainer and coach, Jaimie Field.

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One of the most requested pieces of information for which I am asked is a list of different marketing and business development tactics you could use to

1. Market your services, and
2. Create relationships.

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Continue Reading Rainmaking Recommendation from Jaimie Field: A Listicle of 22 Different Tactics to Use for Rainmaking Success

Join us for this week’s rainmaking recommendation from trainer and coach, Jaimie Field.

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Many conversations are being held by law firms’ management committees, which ask should we require our attorneys to come back to the office?  Should we allow them to continue to work remotely? Should we institute hybrid schedules?

In my humble opinion, any law firm that requires attorneys to return to the office will soon find themselves with many lawyers leaving for more flexible firms.  There will be some people who are chomping at the bit to return to the office full time because that is where they are most productive, and they like the interaction, while there will be other attorneys who will want to be able to create their own flexible schedules.…
Continue Reading Rainmaking Recommendation from Jaimie Field: Remote or In-Office: Does it matter for Rainmaking?

Join us for this week’s rainmaking recommendation from trainer and coach, Jaimie Field.

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“Calling the legal industry “relationship based” is cliché, but that’s because it’s true.”

So begins a recent article by Nathan Cemenska, JD, MBA entitled, Comment: Is the legal industry about personal relationships or B2B relationships?  We’re about to find out.  In it, the author discusses that the legal industry has been trying to evolve from an “A2A” (Attorney to Attorney) model to a more “B2B” direction.  It is an approach that focuses on the law firm rather than the individual Rainmakers.  He also asks, “Who will win this war?”

With all due respect for the arguments he makes in favor of a B2B approach, I will always believe that relationships will always “win this war.”

Bob Berg, famous for his quote: “All things being equal, people do business with, and refer business to, those people they know, like, and trust.” 

Relationships matter.  Period. Full Stop.

Does that mean that if you have a great relationship with a prospective client you will always win the work?  Not necessarily.  If you and another lawyer, who also has a relationship with the prospective client, are up for the same work and your firm charges more, then you may not get the job. But the opposite is also true; if you have no relationship, or they do not know you, you will not get the work either.

The relationships you build matter.  Until algorithms and artificial intelligence are used to determine the best law firm for the job without the intercession of human beings, the relationship and personality of the attorney will be the determining factor.

And while creating relationships may seem to be a laborious project, it is something that you should actively be working on daily.

While we are still primarily house-bound, you should be scheduling meetings to get to know your contacts on a virtual basis. You would be surprised at:…
Continue Reading Rainmaking Recommendation from Jaimie Field: Relationships Matter