Steve Fretzin, host of the “Be That Lawyer” podcast and author of four books on legal business development, and Wayne Pollock, founder of Copo Strategies, and the Law Firm Editorial Service, offer advice to associates and partners on how to become a rainmaker in private practice by paying attention to the business development side of the legal industry.
Pollack and Fretzin write that rainmakers “understand that business development and thought leadership complement each other” and by consistently investing time in both business development and thought leadership. The duo put together a list of the main things rainmakers need to focus on to grow their law firms.
Rainmakers Master Relationship Building
Rainmakers don’t merely prioritize relationship building, they pursue opportunities in the right places with the right people. While defense attorneys could join any networking group, most attorneys need to join networking associations specifically for their industries.
Rainmakers Also Master Positioning Themselves as Authorities
Rainmakers understand that thought leadership is the yin to business development’s yang. They should invest their non-billable time in developing thought leadership materials like articles, blog posts, videos, podcasts, and webinars.
An Invitation to Scale the Mountain
In today’s competitive marketplace, attorneys are required to combine the rapport-building, on-the-ground, one-to-one endeavor that is business development with the authority-demonstrating, high-level, one-to-many endeavor that is thought leadership.
Are you interested in learning more tips about becoming a rainmaker at your law firm? Read more in this law.com article.
