Practice Management

GC Describes Characteristics of a Great Rainmaker

Want to know what makes for a great rainmaker? Hear what one general counsel has to say. An article entitled “Rainmakers I Have Fallen For” is in the March, 2008 issue of American Bar Association’s GPSolo Magazine. The author, Barbara D’Amico, who is the former general counsel of JPMorgan Chase’s Retail Financial Services Business and is the founder of Esquire Crossroads, a consulting and coaching firm, provides her perspective on the three strategies a new partner who wants to learn how to make serious rain should learn:

1. Great rainmakers have energy. They consistently demonstrate an ability to get the best possible outcome regardless of what other things are going on in their firm and lives.

2. Great rainmakers are on message and add value before they get business. They have an ability to target their messages directly to the buyer’s needs, and provide assurance that they can offer quality and experience.

3. Great rainmakers are disciplined and efficient. They are always prospecting. They see events that seem to call out for their services or connections. And they follow through.

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Full post as published by Law Practice Management on June 30, 2008 (boomark / email).