Prospective Ideal clients – these are the people and businesses with whom you would like to do business.  But often, I am asked the question: What if they already have a lawyer or law firm with which they work?  My answer is quite simple:  “So what?”  This answer is because there are so many reasons why a prospective client/business would look for new attorneys or law firms with which to work. While not an exhaustive…

Image by Peggy und Marco Lachmann-Anke from Pixabay LinkedIn usage is up considerably since the beginning of the pandemic.  According to statistics, the number of conversations on LinkedIn rose 55% in 2020, and the amount of content creation that was shared was up by 60%.  All statistics regarding this B2B platform have all gone through the roof.  At least that’s what the stats say.  The main reason is that people needed to find a…

Image by Robin Higgins from Pixabay.com This Rainmaking Recommendation is a result of a Facebook posting in which someone I know said it was no one’s business whether or not they were going to receive, or had received, Covid Vaccines.  And while I agreed, it is no one’s business unless you make it their business, I also said that I was so excited to obtain my inoculations that I couldn’t help but post it on…

Way back in 2013, I wrote a blog entitled: The Mathematics of Time for Rainmaking.  In it, I dispelled the myth that I hear from my clients who are in Mid-market and Big Law firms: “I don’t have the time to do Rainmaking.” So, I showed you how much time you really did have. Let’s run the math once more: Again, we are starting with the following assumptions: That you are required to bill…

Image by greissdesign from PIxabay Since the pandemic started, I have been doing a tremendous amount of virtual networking with a plethora of people. I am speaking specifically of group networking, not just virtual one-on-ones. And I have noticed something very interesting:  many have trouble describing what they do for a living in a few short, memorable sentences.   This is why you need to create an Audio Business Card, also known as an Elevator Pitch.…

Referrals can be one of the best Rainmaking tactics you can use to grow your book of business.  But, many lawyers aren’t getting the quality or quantity of referrals that they would like.  Here are 10 reasons you’re not getting referrals: You aren’t top of mind I’ve often said that people do not wake up one morning saying, “I think I’ll hire a lawyer for the heck of it.” Hiring a lawyer is almost always…

In this last part of the series about how to become an authority, I reiterate the definition that I have come to love: Authority = Expertise* + Influence We deconstructed this definition and discussed why you need to become an authority and how to develop expertise*. You must understand that there are hundreds of thousands of experts* in the legal field.  There are attorneys who know the law inside and out; who have become…