Entries by Julie Fleming

Tend relationships to grow your practice.

I’ve been doing a tremendous amount of business development coaching recently, and I often tell my clients that rainmaking is all about relationships. I also tell clients that good relationships, personal or professional, should be nurtured – even that low-level employee of a corporate client may prove to be a valuable contact one day. This past […]

Do this & never compete on price again.

Warning: Being a fungible billing unit is bad for growing your law practice! I’ve written previously on finding your Unique Service Proposition, which distinguishes you from other lawyers (and non-lawyers) serving your ideal clients’ legal needs.  In that article, I noted that if you are one of a pool of fungible practitioners, you’ll be forced […]

Do you think of sales as a “four letter word”?

One of the primary objections lawyers have to business development is that business development equals sales, and “sales” is a four-letter word. (Sometimes the stereotype of math-challenged lawyers does stick!) The word may conjure the stereotypical used car salesman, ready to unload a lemon just to make a quick buck. And, of course, no one […]

Do you have the right rainmaking mix?

Before engaging in any rainmaking activity, you must determine the investment to payoff ratio.  Simply put, what results will your investment of time and energy buy you? Is there another activity that likely has a better yield? Your goal is to determine whether a given activity is likely to move you closer to your rainmaking […]