Full Description
Rainmakers: Born or Bred, second edition, 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.
Contents
About the authors
Executive summary
Introduction
Chapter 1: Business development - who needs it?
Chapter 2: Getting comfortable with the "S" word
Chapter 3: The two "Rs" of business development
Chapter 4: Rainmaker traits
Chapter 5: Engagement - the art of active listening
Chapter 6: Dominance - focusing on the solution, not the problem
Chapter 7: Motivation - empowering your team and your client
Chapter 8: Risk taking - the joy of taking chances
Chapter 9: Finding business
Chapter 10: The inevitability of digital for the rainmaker
Chapter 11: If you don't believe us...
Conclusion
