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.

Regardless, the question asked in the title of this recommendation is does it matter for Rainmaking purposes?

And the answer is a resounding NO.

It doesn’t matter whether you go into the office or not; virtual networking will not be going away.  Social media (while it may evolve into new platforms) is not going away.  Blogs are not going away. Podcasts are not going away.  Videos are not going away. Many of the techniques and tactics that I have been teaching my clients since I began will not go away.

The fact is that the pandemic just proved to many lawyers that they could become the Rainmakers they would like to be from the comfort of their own homes.  At least, it did for those lawyers who couldn’t go to networking events, play golf, take clients out to events, etc., and who took advantage of the myriad of ways online that you could use to meet potential clients and referral sources.  And, introverts who dreaded going to in-person events found that they could become Rainmakers, too.

As the world reopens, it will be time for lawyers to find a hybrid model for their Rainmaking Tactics.  At the beginning of the pandemic, I wrote a blog telling you that any business development activity you are doing can be done virtually:

“Until we can gather in an auditorium, webinars will replace seminars and conferences.  Until we can go to networking events in real life, virtual networking can be done on social media sites.  And, until we can take people out to coffee again, or go to sporting events with potential clients, or play golf with referral sources, creating, deepening, and maintaining relationships will have to be done via telephone, Skype, Zoom, or any other virtual meeting site you can use (and by the way, not every meeting has to be conducted by video).” 

Use those tactics you learned and utilized during the pandemic and reintroduce those you may have used before we went into lockdown.  It will increase your Rainmaking activities and increase your chances to obtain new clients and/or referral sources.

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.