Are Rainmakers a Breed Apart?

New research points at four traits found in client magnets.

, The American Lawyer


New research points at four traits found in client magnets.

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Originally appeared in print as The Rainmaker Personality

What's being said

  • not available

    In my experience of 20 years providing business development training and coaching for attorneys and their firms, there are many different behaviors that promote client development and retention. But the single most important quality/characteristic is passion for the work you do. If you enjoy your legal work, you can learn to develop more of it. It is not rocket science or a personality-driven activity.

  • not available

    Please. Most lawyers are not good salespeople. You think? Maybe if they were good at sales, they would have gone into sales, made a $million a year schmoozing customers and playing golf. Only the legal profession views the skill set that is a profession as something lawyers need to be really good at --- in addition to being smart lawyers. What other business requires its salespeople to both make the sales and go into the factory and build the computer. Right.

  • not available

    As a rainmaker, I agree with the characteristics identified in this article. Self-promotion, the foundation of rain-making, is as natural as breathing to lawyers who have more clients than they can handle. Interesting article!

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