There’s typically more than meets the eye to successful rainmaking, writes Mike O’Horo in 20 traits of the 100%-capable rainmaker. Many lawyers only see the visible activities of their rainmaking peers, and not all the behind-the-scenes work that goes into generating new work over and over again. As a result, they’re probably missing out on solid opportunities that could be captured with a little homework:
[A 100%-capable rainmaker] cross-sells other services by learning from colleagues the door-opening business problems that drive demand for each service, and asks clients if they face that problem.
Read the post. Hone your rainmaking skills, before you ever talk to a prospect. You’ll be glad you did. And so will your colleagues.
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