Business Development

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

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1,327,910

That’s how many lawyers there are in the United States according to the American Bar Association’s 2021 Demographics.

437,540

That’s the number of law firms in the United States in which many of those attorneys practice.

These are huge numbers!  How do you find a way to get new clients when there are so many other lawyers competing for new business?

I have been saying, for almost 20 years, that you cannot be all things to all people.  You need to:…
Continue Reading Rainmaking Recommendation from Jaimie Field: A Deeper Dive into Rainmaking Tactics (Part 2 – Ideal Clients)

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

There’s no quick fix for relationship development. But there ARE some quick things you can do today to advance either the first step in your relationship with someone or the next step. When you think of networking and relationship building as a series of smaller actions that you can take to help weave the fabric of stronger relationships, it stops feeling so overwhelming and starts feeling like something you can build into your everyday schedule. So whether you’ve got five minutes or an hour, you can strengthen your network today: …
Continue Reading 5 Quick Tips to Build Better Business Relationships

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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How many psychiatrists does it take to change a lightbulb?

Only one, but the lightbulb has to want to change.

I know it’s a terrible joke, but it is apropos to what I want to discuss in this very short Rainmaking Recommendation.…
Continue Reading Rainmaking Recommendation from Jaimie Field: How Many Psychiatrists Does It Take To Change A Light Bulb?

One of my favorite running jokes is “How do you know someone has run a marathon?”

“Don’t worry, they’ll tell you!”

And, we will.

But truthfully, if you’re a runner, you already know this – running has so many parallels to other areas of your life. I won’t get into them all here, lest I lose you, dear reader. Just trust me. And training and running for a marathon will teach you things about yourself that are irreplaceable. I’m embarking on my second training cycle at the moment and feeling every emotion imaginable. Fear, excitement, exhaustion (is exhaustion an emotion? I suspect all of us can identify with it after being in a pandemic), the list goes on. …
Continue Reading Three Ways Marathon Running Can Prepare You for Business Development

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

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

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This may seem like a strange Rainmaking Recommendation, but I have a question for you? How are you doing?

I ask because May is Mental Health Awareness Month, and the first week in May is Well Being Week In Law (WWIL).  It’s also because mindset is probably one of the most important aspects of becoming a Rainmaker. …
Continue Reading Rainmaking Recommendation from Jaimie Field: How Are You Doing?