The Personal Makeup of Top Rainmakers: A Roadmap for Young Attorneys
What is a rainmaker? A rainmaker is an attorney who, through his or her reputation, visibility, and community contacts, develops and generates a significant amount of legal business for himself and herself, and his or her law firm. Top rainmakers come in all shapes and sizes. With that said, three attributes in particular represent the hallmarks of those attorneys who outshine their peers in developing business for themselves and their firms.
Commitment
The first key attribute of top rainmakers is commitment. Top rainmakers make significant investments in establishing marketing as a mainstay in their overall practice of the law. They have a plan, and they actively work toward their goals on a daily basis. Importantly, they don’t take days off from marketing, and they don’t just engage in marketing activities when they feel like it. They are consistent and diligent in their marketing efforts and make marketing and business development part of their overall lifestyle. Top rainmakers are self-motivated and relentless in doing the little things that, over time, add up to landing new clients. And while quality counts more than quantity, top rainmakers devote much more time and effort to targeted marketing as compared to their peers. Top rainmakers make significant sacrifices in other areas of life because they understand and appreciate the significant requirements—in both time and effort—that are required to bring in business on a steady and consistent basis.
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"The Personal Makeup of Top Rainmakers: A Roadmap for Young Attorneys," by David J. Oberly was published in the July/August 2019 edition of CBA Report, a Cincinnati Bar Association publication. Reprinted with permission.