firing up lawyer rainmakers
It’s been some time since the last installment in my series of posts on rainmaking for lawyers. I’ve been looking for something new and different to augment the ongoing dialogue on this important topic.
My weekend Web patrol lead me to a very interesting and relevant post from morepartnerincome called Motivating Law Firm Rainmakers. In it, blogger Tom Collins highlights a sales theory of psychiatrist and anthropologist G. Clotaire Rapaille.
According to Collins, Rapaille posits that it’s “not the attorneys’ sales successes that drive them, but the value placed on the struggle” to bring in new business. So, law firms looking to motivate their lawyer sales force - including those practitioners who typically avoid rainmaking at all costs – should celebrate and acknowledge rainmaking failures as well as successes. As Collins sums it up: “You can motivate existing rainmakers and encourage others to become rainmakers by creating a culture where it is not a failure to come home empty-handed if you hunted well.”
Adding some valuable insight into energizing existing and prospective rainmakers, Worthwhile Magazine has come out with a list of the Top 50 Songs to Fire You Up. You’ll find the song roll here.
