Rainmakers: Born or Bred
Samenvatting
'Rainmakers: Born or Bred' is about changing the business development conversation and focusing on how remote working has impacted the way business opportunities can be cultivated and developed. The book explores the personal characteristics that are common in successful rainmakers – and what holds others back from achieving their true potential. The book advocates stripping away the negative associations many lawyers have with the “S” word – selling – as this is a crucial step in redefining our approach to business development. It explores the benefits to stepping out of the safety net of simply being a great lawyer – which is vital in today’s competitive market. Successful rainmakers know how to truly engage with clients, how to understand their business needs and challenges, and how to make their lives easier. This combination of skills attracts and builds sustainable, rewarding client relationships.
This second edition of 'Rainmakers: Born or Bred' – authored by Patricia K. Gillette with contributions from Rebecca Harding – helps you to identify those seemingly intangible aspects of selling that many lawyers think are unnecessary, and provides you with practical ideas to implement as you set out on your journey to improve your business development skills. Fully updated with an in-depth focus on digital and social media, this book is packed with opinions and advice from actual clients and rainmakers alike. It will help you make the most of the business development opportunities that present themselves every day – while staying true to your own personality.
Trefwoorden
Specificaties
Inhoudsopgave
Executive summary
Introduction
Chapter 1: Business development – who needs it?
Make your relationships your differential
Chapter 2: Getting comfortable with the “S” word
S is for selling
R is for reputation and relationships
Creating opportunities
Chapter 3: The two “Rs” of business development
Building a reputation in your first few years
Building your reputation as you advance in your career
Building your reputation in a remote working world
Chapter 4: Rainmaker traits
The Rainmaking study
The key traits of the successful rainmaker
Chapter 5: Engagement – the art of active listening
Active listening for a formal pitch
Active listening in casual interactions
Making the connection
Doing things that you like to do as “client development”
Exhibiting these characteristics in a remote working world
Chapter 6: Dominance – focusing on the solution, not the problem
Know the business of your client
Think like a lawyer, but don’t talk like one
Chapter 7: Motivation – empowering your team and your client
Bringing your client into the team
Involving the client
Chapter 8: Risk taking – the joy of taking chances
Become fearless
The hard part
Talking about yourself
Self-promotion internally
Self-promotion externally
The easier part
Chapter 9: Finding business
The low-hanging fruit: existing clients
Friends who can give out business
Never say “never” to networking
Other sources of networking
Cold calls can work, sometimes
Chapter 10: The inevitability of digital for the rainmaker
Does it really help win business?
Advantages of connecting online
Moving it to the real world
Make a plan
Chapter 11: If you don’t believe us…
A word from the experts
Conclusion
About Globe Law and Business
