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

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You’ve spoken to a potential client, and they seem to like you.

Or maybe, you’ve sent out an RFP and been chosen to discuss your proposal with the potential client(s) who sent out the offer.

Or maybe you’ve gotten a tentative yes to work with someone you consider an ideal client.

Or maybe, you’ve sent out a resume to work with the law firm of your dreams.

And then, the bottom drops out.  They stop responding to your calls, they say they will call you back, they say you’re at the top of the list of lawyers, your email seems to be ignored, or the worst – they say they’ve decided to go with someone else.

Boy does this suck! And anyone who tells you that it doesn’t hurt, at least a little bit, is lying.  Because no one likes rejection.  But there are ways that Rainmakers deal with rejection that make it easier on them.

  • Rainmakers understand that they are 100% in control of their emotional response – when a Rainmaker gets rejected, they know that they can let it destroy their confidence or just brush it off and move forward to the next potential client. They do allow themselves to feel bad (because, as I said, rejection sucks!), but they do not wallow in the rejection.
  • Rainmakers do not put all of their eggs in one basket – they have several potential clients waiting in the queue and understand that this is only one of many people they will have the privilege of working with during their legal career.
  • Rainmakers understand that not every “No” means they never want to work with you – sometimes “NO” means not now.  But most rainmakers know that it means Next Opportunity.
  • Rainmakers don’t burn bridges – just because you didn’t get that opportunity now doesn’t mean that it won’t be there in the future. So, for example, if you were dealing with an assistant G.C. who likes you, they may wind up being GC one day (maybe not there but in another company).
  • Rainmakers also know that not every opportunity is a great opportunity, and sometimes being “rejected” means they dodged a bullet.
  • Rainmakers ask the tricky question: “Why did you go with someone else,” and allow the truth to be told.  Sometimes it IS them, but, most of the time, it is not (and usually it’s money).
  • Rainmakers take responsibility for the rejection – they review the entire process and see if there are places where they could have done something differently and then work to make those changes.

I, like everyone else, hate being rejected.  But I am working on not taking it personally but viewing it as a way to get better.  Sure, I get sad or mad, but I am doing my best not to wallow in these feelings, which I have allowed myself to do in the past.

And, I also look up to my bulletin board which has the following quote by A.P.J. Abdul Kalam:

“If you FAIL, never give up because F.A.I.L. means “First Attempt in Learning.” END is not the end; in fact, E.N.D. means “Effort Never Dies”. If you get NO as an answer, remember N.O. means “Next Opportunity.”

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.