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Rainmaker H. Patrick Callahan -- Generating Business Via Relationship Building and Team Play

By Larry Bodine, Esq.

The winner of the 2008 Rainmaker of the Year award for the category “Partner – Transactions” is H. Patrick Callahan of Baker & Daniels LLP.

The annual Rainmaker awards are sponsored by Originate! - the business development newsletter, and judged by the Legal Sales and Service Organizations (LSSO).

Pat stands out as much for his role in developing the rainmaking capabilities of his colleagues as for his individual business development efforts. He is a person for whom relationships and relationship building are central to his rainmaking. Nor does the commendation for a particular year quite capture what truly has been an ongoing lifetime achievement in serving his clients and his fellow attorneys.

Pat has been individually honored already this year by Indiana Super Lawyers in Mergers and Acquisitions, and by Best Lawyers in America for Corporate Law. However, much like the soccer matches he loves to watch his son play, Pat truly believes that business development is a team sport. His ideal is to gather his colleagues in the same room and make sparks fly by sharing experiences and discussing relationships in order to improve service value to clients.

H. Patrick Callahan is a winner of the Originate! 2008 Rainmaker of the Year Awards, judged by the Legal Sales & Service Organization (LSSO). To find out about all 5 winners, see the latest issue online at Originate! - the business development newsletter.

In the context of today’s law firm, Pat recognizes that all attorneys need to be involved in keeping existing clients and actively pursuing new ones.  Through his two guiding principles – relationship building and team play – Pat has helped make his firm truly sophisticated in its philosophy of client service and marketing strategy.
 

The Relationship Business: Are You Listening?

Pat sees himself in the relationship business: connecting people, incessantly building trust with clients, and through his mentoring helping other lawyers find their own style in doing the same.

Pat has mastered this effort so well that he appears to be a natural at it. A few years ago, he took Melanie Green, the firm’s new marketing director, to a local restaurant for lunch so they could talk about her new role. Just walking through the restaurant, Pat was greeted by many people he knew from the door to the table.

See the rest the story for free in the Originate! newsletter at http://www.pbdi.org/Originate

Full post as published by Larry Bodine's LawMarketing Blog on September 25, 2008 (boomark / email).