Prospect Profiling

Prospect Profiling

Prospecting Makes Perfect   Prospect profiling begins with an understanding of what you are looking for in a client. The exercise of creating your prospect profile is a critical step in your business development effort. A couple of questions for you… Do you...
Life Lessons Learned By Sales

Life Lessons Learned By Sales

Growth & Rainmaking Go Together   How many times have you heard the saying ‘When you fall off the horse you get right back on again?’ I heard it a lot as a child while taking riding lessons and the saying is true in whatever endeavor I am undertaking today....
Building Credibility With Your Clients

Building Credibility With Your Clients

 Rainmaker Vocabulary – Context and Relevance   Know Where You Fit When Building Credibility with Your Clients Two of the most critical words in a Rainmaker’s vocabulary. Understanding where you fit into your client’s business allows you to offer value,...
The ABCs of Attorney Rainmaking

The ABCs of Attorney Rainmaking

Pragmatic Steps to Building your Book of Business Rainmaking is a tough role to fill in a law firm.  This is why the people who are most successful with it are typically the highest paid and most recognized.  And much like the 3 Rs in early education – Reading, ...