Many law firm leaders still believe that rainmaking cannot be learned. As a result, the reluctant rainmakers are relegated to minding and grinding. But that approach unnecessarily reinforces the prejudice and wastes valuable potential. The reality is that every lawyer can build his or her rainmaking skills. One effective strategy for engaging reluctant rainmakers is to put them in charge of a critical component of rainmaking: the rainmaking back office.
It is not only law firms leaders who perpetuate the myth that rainmaking can’t be learned. Reluctant rainmakers have a self-image that prevents them from having confidence in their ability to bring in clients. Since they don’t expect to be successful, they spend very little time thinking about rainmaking. In fact, every time a rainmaking thought enters their brain, they shove it aside, thinking it is a waste of their precious time.
Over the years of consulting with law firms, I have observed that when reluctant rainmakers are engaged in the firm’s rainmaking back office, they spend more time thinking about rainmaking. As they do, they being to develop an interest in rainmaking. They begin to come up with good ideas. Their self-image begins to change. They experiment with rainmaking activities and often become successful at business development. In the coming weeks, we will discuss eight strategies for engaging reluctant rainmakers. Stay tuned!
For more tips, check out our article “Engaging Reluctant Rainmakers.”