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Featured Articles

Rainmakers’ success often comes from working harder at it. According to Michael Cummings, you should be investing about 1 to 1.5 hours per day on business and relationship development. Here are some tips for meeting these business development thresholds and fitting activities into a crowded schedule.

These days law firms are being asked to vie for new business – especially high-value business – through a “beauty contest”. In this article by Janet Ellen Raasch, consultant Ann Lee Gibson, PhD discusses achieving a higher win-rate in high-stakes competitions for new business.

Best Practice Tips

How should you react when you lose a big client opportunity? For hesitant business developers, a loss can feel debilitating. Instead, Michael Cummings advises, adopt the healthier attitude of rainmakers. First, extract lessons from the experience to strengthen your future business development. Then, let it go and energize the next actions you plan to take.

You can calculate whether your marketing is paying off with a simple formula including your firm’s total revenue, your firm’s total advertising expense and your firm’s total referral fees paid last year, according to advertising expert Arnie S. Malham.