Rainmakers: Born or Bred

Legal Profession

Rainmakers: Born or Bred

By Patricia K. Gillette
Ark Group October 2017

Specifications

ISBN-13
9781783583102
Publisher
Ark Group
Publication
October 2017
Format
Paperback
Jurisdiction
U.K. ? Countri(es) for reference only
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Details

Stripping back the negative associations many lawyers have with the ‘S’ word – selling – is a crucial step in redefining a lawyers approach to business development. This book explores the benefits to stepping out of the safety net of simply being a great lawyer – which, in today’s market, is a given. Successful rainmakers know how to truly engage with clients, to understand their business needs and challenges, and how to make their lives easier. These are the skills that attract and build sustainable, rewarding client relationships.

Rainmakers: Born or Bred helps you to identify those seemingly intangible aspects of selling that many lawyers think are unachievable, and provides you with practical ideas to implement as you set out on your journey to improve your business development skills. Packed with opinions and advice from actual clients and rainmakers alike, it will help you to make the most of the business development opportunities that present themselves every day – while staying true to your own personality.

Table of Contents

Executive summary
Introduction
Chapter 1: Business development? Who needs it?
Chapter 2: Getting comfortable with the ‘S’ word
Chapter 3: The first ‘R’ of business development
Building a reputation in your first few years
Building your reputation as you advance in your career
Chapter 4: Once potential clients know who you are, what comes next?
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’
Chapter 6: Dominance
Know the business of your client
Think like a lawyer, but don’t talk like one
Chapter 7: Motivation
Chapter 8: Risk taking
Become fearless
The hard part
The easier part
Chapter 9: Having the skills is one thing; finding the business is another
The low hanging fruit: Existing clients
Friends who can give out business
Taking the never out of networking
Cold calls can work, sometimes
Chapter 10: And if you don’t believe me…
Price on request
New Edition is available now !
  • Free HK shipping over HK$1,000
  • International shipping to 35+ countries
Order Form
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