Producing Breakthroughs in Client Development
Almost anyone willing to develop the qualities necessary can become a rainmaker.
September 06, 2019 at 12:00 PM
7 minute read
It is easy to understand why many lawyers feel that only certain special individuals are blessed with the qualities necessary to be rainmakers. While developing my business development method, it became clear to me that almost anyone willing to develop the qualities necessary can become a rainmaker. Here are the qualities necessary.
Assertiveness
Rainmakers devote a serious amount of time, energy and effort to cultivating their prospects and referral contacts. It's not something they do in a casual way. They are driven by their goals for their firm, family and finances. They give themselves no excuses. They also enjoy the process of networking, making new friends and developing their marketing skills.
Recognizing the costs involved in failing to bring in new clients is also essential since they are numerous. The obvious costs are financial insecurity, a lower standing in one's firm, less personal satisfaction, etc.
Communication
Rainmakers are excellent communicators. They not only get their points across well; they are excellent and intense listeners. They do not interrupt people. They know how to make people feel welcome in their world. They are not critical people, judging every statement made.
Developing these qualities is extremely important. It takes a great deal of self-awareness, practice and effort. Confronting rejection is a skill that must be mastered and can be, with practice. A great communicator learns not to take the things people say personally.
NOT FOR REPRINT
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
Trending Stories
- 1The Law Firm Disrupted: For Big Law Names, Shorter is Sweeter
- 2Wine, Dine and Grind (Through the Weekend): Summer Associates Thirst For Experience in 'Real Matters'
- 3'That's Disappointing': Only 11% of MDL Appointments Went to Attorneys of Color in 2023
- 4What We Know About the Kentucky Judge Killed in His Chambers
- 5'I'm Staying Everything': Texas Bankruptcy Judge Halts Talc Trials Against J&J
Featured Firms
Law Offices of Gary Martin Hays & Associates, P.C.
(470) 294-1674
Law Offices of Mark E. Salomone
(857) 444-6468
Smith & Hassler
(713) 739-1250