rainmaking recommendations

Today’s Rainmaking Recommendation from rainmaking trainer and coach, Jaimie Field, may be one of my all time favorites, since it addresses many of the complaints I hear time and time again about networking. If you think networking isn’t working for you, and these first few sentences sound familiar, read on!


“I go to networking events all of the time and I have never gotten a client from it.”

“I gave them my business card and they never called.”

“I don’t have time to network.”

“I hate going to networking events because I don’t like crowds.”

“Networking is a waste of time.”

If you have said any one of these phrases or heard yourself give an excuse similar to the ones above,
then your networking is not working.
Continue Reading Rainmaking Recommendation from Jaimie Field: Networking Not Working?

Not surprisingly, rainmaking expert and coach, Jaimie Field Esq. is bringing us an excellent post today – and perfect timing too for the dog days of summer. It’s been a hot few days here in the northeast, and the tendency is to get a bit lazy as things get quieter. But it’s the perfect time to ramp up your rainmaking activities, says Jaimie!


It’s the last few weeks of summer

It’s hot . . .

Everyone is on vacation . . .

For many attorneys this is one of the quietest times of the year (second only to the time between Thanksgiving and New Year’s Day). For others, they are going on vacations themselves.
Continue Reading Rainmaking Recommendation from Jaimie Field: The Dead Days of Summer Don’t Have to Be Dead

For anyone that has even had limited contact with me, you know how I feel about Twitter. So, as you can imagine, I’m a big fan of today’s post from Jaimie Field, which addresses the number one objection to using this social media tool – “I don’t have time.”


While I am loathe to have people compare themselves to others, I have often written about the fact that the phrase “I don’t have the time” is one of the worst excuses for not marketing your legal services or becoming a rainmaker.

Are you busier than the Chairman of an AMLAW 100 firm?  Do you manage more than 800 Attorneys, a plethora of staff and gross revenue of over $550 million dollars?  Are you busier than Stephen Poor?

Stephen Poor, Chairman of Seyfarth Shaw, LLP, blogs regularly on a blog entitled Rethink the Practice, and has joined twitter:  @stephen_poor.
Continue Reading Rainmaking Recommendation from Jaimie Field: Think You Don’t Have The Time To Tweet?

I’m bringing you Jaimie Field‘s latest Rainmaking Recommendation a week after she originally posted it, but at just the right time – as we’re getting ready to kick off our Annual Meeting here in Sicily! Not only does it help me offer you some content while I’m out of the office, but it also provides some solid advice to those getting ready to enjoy a few cocktails by the seaside in Taormina (though I must say, my delegates are very well behaved generally!).


Can you believe that we are almost at the unofficial start of the summer?  Memorial Day is coming up and with it, lots of summertime parties, industry conventions and business events.

However, it is also a great time to destroy your reputation with “just one more”.   Yes, I am talking about alcohol.  Like the holiday parties during the winter, for some reason people let their guards down just a little more as the weather gets warmer.   Maybe it’s the heat making you thirsty; maybe it’s the fact that we are dressed a little more casually at some of these events.  However, you need to know when to stop.
Continue Reading Rainmaking Recommendation from Jaimie Field: How to Destroy Your Reputation This Summer

Today, I’m bringing you a rainmaking recommendation from expert Jaimie Field, and it’s an important one – she asks the question "Is networking for business obsolete?" 

Her answer, and mine, is of course, no. But if you’re heading to events, bringing back a list of business cards and wondering why the phone doesn’t ring off the hook, you’re doing it wrong. Read further to learn more – and I’d advise my IP lawyers who joined me for a very successful networking lunch on Monday afternoon to especially pay attention to Jaimie’s advice at the end, to make the most of the connections you fostered! 


Many attorneys, with whom I work, have told me that networking is not working for them. To which I say: “You are doing it wrong.”

Most attorneys, and actually most people, attend networking events and collect business cards. Then, they expect their phones to ring with new business pouring in. That’s not the way it works.

Continue Reading Rainmaking Recommendation from Jaimie Field: Is Networking For Business Obsolete?

I was hoping to get more posts out to you this week while I was here at LMA15, but the conference was so jam packed that I barely had time to check emails, let alone anything more! 

But today, I’m bringing you a rainmaking recommendation from expert Jaimie Field. Keep an eye out next week for follow up from the conference! 


Being a good lawyer is not enough. 

Being a great lawyer is not enough. 

Be an amazing lawyer! 

According to Google the definition of “Amazing” is “causing great surprise or wonder; astonishing.

Continue Reading Rainmaking Recommendation from Jaimie Field: Be Amazing

Today’s post from rainmaking expert Jaimie Field is no April Fools’ joke – and it’s an area I care deeply about. She’s talking about why your online presence matters. Hopefully, if you’re a regular reader of Zen, you already know that, but just in case, make sure to read what she has to say!  Make sure to head on over to her blog and subscribe as well, so that you receive the future posts she mentions that she’ll be writing.


Recently, I have spoken with a few attorneys who have said that they have no interest in promoting themselves online. These were a few of their reasons:

  • They wanted to have privacy;
  • They didn’t want to have to do the work necessary to keep their online presence up-to-date;
  • They didn’t have the time; and
  • They didn’t think it was necessary to build their books of business because they had been doing fine without it for all of these years.

Continue Reading Rainmaking Recommendation from Jaimie Field: 5 Reasons to Care About Your Online Presence

It’s the third Wednesday of the month, so it’s time for another excellent rainmaking recommendation from expert Jaimie Field! Today’s is a great post about "sales" being a dirty word in the legal industry.


I recently wrote a blog post asking whether every law firm should require their attorneys to become marketers and Rainmakers.  This was based on a new mandate by one of the largest law firms in the United States, Quinn Emmanuel, now requiring their associates to do a ‘marketing project’ in order to become eligible for their bonuses.

What my blog post did was spark the debate as to whether certain attorneys shouldn’t be doing marketing and business development because they just don’t have the talent. It is my contention that every single attorney has the ability to become a Rainmaker in their own right;  while they may not bring in a new client daily, weekly or monthly, they can bring in new clients. And if each attorney, who wasn’t currently doing so, could bring in one new client, think about how that will affect the bottom line.

Continue Reading Rainmaking Recommendation from Jaimie Field:Get Over It!

The title of Jaimie’s post made me chuckle a little, since it’s the middle of the night on the east coast at the moment, and I am wide awake, as I’m currently in Shanghai for our Asia Pacific conference. I was awake myself last night on and off, in part because of jet lag, in part because I was worried I’d sleep through my alarm and miss the morning meetings, and in part because I was mentally running through my conference checklists and thinking about all of the emails and work I could be doing instead of sleeping. 

But, despite all of that, I’ve managed to get through almost all of it, as usually is the case, and we’re almost ready for tonight’s kickoff reception and dinner. Keep an eye on our Instagram and Facebook pages for photos from the events! Now, on to Jaimie’s post! 


Sometimes it’s tough to walk a mile in their shoes – we are so busy taking care of our own lives that it is difficult to think about what worries your clients most.

Continue Reading Rainmaking Recommendation from Jaimie Field: Why Can’t They Sleep?