legal sanity

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The rainmaking roundup has become a fairly regular feature here.

The latest round of commentary on this popular topic includes this CareerJournal.com piece on Networking Strategies for Shy Professionals. While it focuses on the hunt for a new job, the article’s tips apply equally well to the type of networking-for-client-generation lawyers typically engage in under the rainmaking umbrella.

The tips compel us to think of networking as “using shared interests to develop and maintain mutually beneficial relationships.” Considered in this light, networking is “as natural as eating and sleeping. Whenever you talk with others and seek their opinions to make an informed decision -- even if it's just to find a good restaurant, movie or electrician -- you're networking.”

The piece goes on to suggest that reluctant rainmakers “connect” with their passion – a “product, service or cause” that excites them. Focusing on these passion-driven interests allows us to “talk with conviction and insight, which can reduce [ ] networking jitters.”

For more insight into buoying the reluctant rainmaker-networker, you can check out the article I wrote for the Legal Marketing Association on Fearless Networking (pdf).

For another interesting perspective on rainmaking, you should read Bruce Allen’s commentary on How to Become an “A” Player Attorney. Among the pearls he shares are:

· “Be principled, honest, giving, open-hearted, and dedicated to helping other people achieve their dreams.”

· “Believe in yourself enough to be able to say, ‘No.’”

· “Treat people as if they are far more important and interesting [ ] than yourself.”

I’ve also found a lot of valuable information on rainmaking in blogger Jim Hassett’s new book, Legal Business Development. One of the points that really resonates for me is Jim’s emphasis on taking action instead of just planning and thinking. As I say: Ready, fire, aim.