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Law firm marketing and business development strategies

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Category Archives: Law Firm Development

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Law Firm Business Strategies: 4 Keys to Breaking the 7-Figure Barrier (Part 4 of 4)

Posted in Business Development for Law Firms, Law Firm Development
Here is the 4th key to breaking the 7-figure barrier for your law firm: Key #4: Pay attention to your firm’s finances. A 2014 LexisNexis survey of 309 U.S.- based law firms – 75 percent of which were firms with less than 10 attorneys – reports that 39 percent of a typical practice’s client accounts… Continue Reading

Law Firm Business Strategies: 4 Keys to Breaking the 7-Figure Barrier (Part 3 of 4)

Posted in Business Development for Law Firms, Law Firm Development
I have probably helped more attorneys break the seven-figure barrier in revenues than anyone else. I’m not telling you this to brag, but to share with you the keys to breaking the seven-figure barrier based on my experiences. Key #3: Identify your ideal target market. Your ideal target market (ITM) is the person or company… Continue Reading

Revealing — and Universally Relevant — Questions from a Rainmaker Retreat

Posted in Law Firm Development, Law Firm Management, Rainmaker Retreat Boot Camp
One of the most engaging sessions we have at each Rainmaker Retreat is when I open the room up for questions. This is one of my favorite parts of the program since I learn so much about our attendees’ practices from the questions posed. Here are some recent examples: Q: I’ve hired people to write… Continue Reading

A Peek at the Future of Law

Posted in Law Firm Development, Law Firm Management
“The competition that kills you doesn’t always look like you.” Those are the words of Richard Susskind OBE — British author, speaker and independent adviser to professional firms and governments around the world — who has long been focused on the future of professional service and, in particular, the way that technology and the Internet… Continue Reading

Your 2016 Law Practice Resolution: Do Things Differently

Posted in Law Firm Development, Law Firm Marketing, Rainmaker Retreat Boot Camp
Is your law practice letting you down? Not enough clients? Revenues stagnating or going south? Spending too much time on building frustration rather than building your business? Then consider this: If you always do what you’ve always done, you’ll always get what you’ve always got. I don’t know who said that – it’s been attributed… Continue Reading

More Law Firms Sloooooowly Investing in Sales Professionals

Posted in Law Firm Development
The folks over at the Legal Marketing Association recently combined interviews of a small group of opinion leaders with an online survey conducted by the research team at American Lawyer Media to answer the question: “Are traditional law firms resistant to hiring client-facing business development (i.e. “sales”) staff at a time when competition for and… Continue Reading

Learn How Your Law Firm Can Break the 7-Figure Barrier

Posted in Law Firm Development, Law Firm Marketing, Legal Marketing for Solos
For the solo practitioner or small law firm, breaking the 7-figure barrier in profits is often considered an unobtainable goal.  But there are ways to accomplish this, and you shouldn’t let lack of knowledge stand in your way. I recently interviewed small business guru Michael Gerber, who INC Magazine has called “The World’s #1 Small Business Guru,” on how attorneys… Continue Reading

Breaking the 7-Figure Barrier: An Explosive Interview with Small Business Guru Michael Gerber

Posted in Law Firm Development, Law Firm Management
INC Magazine has called Michael Gerber “The World’s #1 Small Business Guru,” and I recently interviewed him on how attorneys can take their firm to the next level of success. As the author of a number of books on entrepreneurship, including the best selling Awakening the Entrepreneur Within and The E-Myth Revisited, Michael is arguably… Continue Reading

Considering Alternative Fee Arrangements? Here’s How to Make Them Work for Your Firm (2 of 2)

Posted in Law Firm Development, Law Firm Management
Here’s the second part of my post on alternative fee arrangements — if you missed the first one, you can read it here. Know Your Numbers Before You Set Your Price Key Performance Indicators – KPIs – are quantifiable measurements that help you gauge the progress you are making toward realizing the critical success factors… Continue Reading

Considering Alternative Fee Arrangements? Here’s How to Make Them Work for Your Firm (1 of 2)

Posted in Law Firm Development, Law Firm Management
Law firms are under increasing pressure from clients to reduce costs and justify expenditures, and alternative fee arrangements (AFAs) are rising to the challenge. While AFAs aren’t exactly a new concept to the legal industry (personal legal services have been offering them for years), they are now becoming more prevalent in new practice areas, such… Continue Reading

Listen and Learn How to Move from a Job to a Law Practice to Building a Business

Posted in Law Firm Development, Law Firm Marketing
Many attorneys in small law firms continue to struggle year after year, finding just enough clients to keep them busy, but are never able to move their practice up to the next level. There are 29 million American small businesses today.  Less than 10% of them will ever break the $1 million revenue mark.  Fewer… Continue Reading