The Rainmaking Podcast

In Episode 309 of The Rainmaking Podcast, Scott Love speaks with Danny Bobrow, creator of the Persuasion Blueprint, about the Three C’s of Persuasive Communication: Caring, Connection, and Collaboration. Danny reframes persuasion as an ethical, non-coercive process focused on influencing outcomes through trust and understanding—not manipulation. He explains why most professionals fail to connect effectively: they assume their expertise is enough, when in reality, people make decisions emotionally and respond to those who demonstrate genuine care and understanding first. The conversation dives into practical communication strategies, including how to close the “care gap,” ask better questions, and avoid common traps like over-talking, jargon, and premature problem-solving. Danny emphasizes that successful rainmakers slow down, listen actively, and guide conversations collaboratively—so clients feel understood and confident in their decisions. For lawyers, recruiters, and professional services providers, this episode delivers a clear framework to improve influence, build stronger relationships, and convert conversations into lasting business opportunities. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/SGb6bpeBqYc ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Danny Bobrow is the creator of the Persuasion Blueprint — a proven framework that's helped hundreds of leaders and teams turn everyday conversations into engines of caring, connection, and collaboration leading to success in every facet of life. He's trained organizations to not only recover lost revenue from poor communication - but to build cultures that win loyalty, drive referrals, and create raving fans. Danny holds dual MBAs from the University of Chicago and KUL in Belgium. He's also an ultraendurance athlete and mountaineer who brings the same clarity and grit to every stage and boardroom he enters. Links: https://www.linkedin.com/in/dannybobrow/ Use coupon TPB30 for 30% off https://www.dannybobrow.com/ The Managing Partner Lab, May 14-15, New York City https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. Why Attend Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next. Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 308 of The Rainmaking Podcast (Legal Series), Scott Love speaks with Phil Flora of SurePoint Legal Insights to break down the 2025 State of the Legal Industry Report. The data reveals a surge in lateral hiring across nearly 6,000 law firms, with especially strong growth in transactional practices like corporate, real estate, and banking. Larger firms continue to consolidate market share, while mid-size firms accelerate mergers to stay competitive. The report also highlights a shift toward more sustainable hiring, with increased demand for partners and counsel roles rather than just associates. The conversation also explores critical trends shaping the future of law firms, including retention challenges, the rise of non-equity partner tracks, and the growing role of artificial intelligence—along with its risks, such as increased AI-related errors in legal work. For law firm leaders, partners, and recruiters, this episode provides a clear, data-driven view of where the market is heading—and what strategic decisions are required to stay competitive in an evolving legal landscape. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/J8QJjKG4y70 ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Links: https://surepoint.com/landing/state-of-the-legal-industry-report-2025/ https://www.linkedin.com/in/philflora/ The Managing Partner Lab, May 14-15, New York City https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. Why Attend Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next. Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 307 of The Rainmaking Podcast, Scott Love interviews leadership expert Jon Lokhorst on what it means to practice mission-critical leadership in today’s volatile and complex business environment. Jon introduces a powerful framework for leading in all directions—not just managing direct reports, but also leading yourself, influencing peers, and effectively managing upward. In professional services firms, where hierarchy is often flat and influence matters more than authority, this approach is essential for building trust, alignment, and long-term success. The conversation breaks down practical leadership tools, including self-leadership through vision and values, improving internal self-talk, leading peers without formal authority, and implementing coaching-style leadership with accountability. Jon also shares actionable strategies such as structured one-on-one meetings, supportive accountability, and leadership development planning. For law firm partners, executives, and professionals navigating growth and complexity, this episode delivers a clear roadmap for developing leaders people want to follow and building teams that perform at the highest level. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/pvw9vtfa8NM ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- WHAT I DO: I partner with organizations to develop leaders everyone wants to follow, build teams no one wants to leave, and deliver exceptional results. WHY IT MATTERS: As if leadership isn't challenging enough, today's business environment is increasingly volatile, uncertain, complex, and ambiguous (VUCA). The coronavirus pandemic has rocked everyone's world. The emergence of artificial intelligence, blockchain, and other technologies are both disruptive threats and new opportunities. Add the ongoing battle for top talent and there's no doubt about the need for a new model of leadership. Today's leaders must become more visionary, strategic, and innovative, as well as developers of people. HOW CAN I HELP? It's easy to get caught up in the whirlwind and not get to your top priorities. Or to become overwhelmed by constant change, with your plate overflowing, always fighting fires. You want to get to the next level, but feel stuck. You need a breakthrough. Links: https://yourbestleadership.com/books/ https://yourbestleadership.com/ https://www.linkedin.com/in/jonlokhorst/ The Managing Partner Lab, May 14-15, New York City https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. Why Attend Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next. Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 306 of The Rainmaking Podcast, Scott Love speaks with Robert Weiss of MultiVision Digital about how law firms can build authority and win clients using video marketing. While most firms rely on referrals, networking, and written thought leadership, Robert explains that video accelerates the “know, like, and trust” factor by allowing prospects to see how attorneys think, communicate, and solve problems. Despite its effectiveness, most law firms are still underutilizing video—creating a major opportunity for firms willing to adopt a thoughtful, strategic approach to video content. The conversation breaks down how to implement video the right way: aligning content with business objectives, repurposing webinars into multiple short-form videos, and building a consistent cadence across marketing channels like LinkedIn, email, and website content. Robert emphasizes that video is not a one-off tactic but a long-term strategy that compounds over time—helping firms increase visibility, strengthen client relationships, and improve conversion. For law firm partners, marketers, and leaders looking to stay competitive, this episode delivers a practical roadmap for legal video marketing, personal branding, and client development. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/p8EwmYVJ-Hc ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- MultiVision Digital is a New York City corporate video production and video marketing services company. We specialize in helping businesses plan, create and integrate business video content into their awareness, search, social, lead nurturing, and sales process. Driven by a collection of digital marketers and senior video professionals we have produced over 800 business videos to date and allowed our clients to increase sales, lead generation, and client loyalty. Links: https://multivisiondigital.com/attorneys/ https://www.youtube.com/user/MVProductionsNYC/videos https://multivisiondigital.com/ The Managing Partner Lab, May 14-15, New York City https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. Why Attend Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next. Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 305 of The Rainmaking Podcast, Scott Love sits down with Hannah Romick, an expert in performance improvement, change management, and stakeholder engagement, to unpack the growing impact of generational differences in professional services firms. As law firms and advisory organizations navigate shifting expectations around work, communication, and career development, leaders are increasingly challenged to align multiple generations under a shared culture. Hannah explains how generational tension is often misunderstood—and how firms can move beyond labels to focus on performance, accountability, and measurable outcomes. The conversation dives into practical strategies for driving cultural transformation, leadership alignment, and performance-based decision-making across generations. Hannah shares how firms can build sustainable change by linking leadership development with clear performance metrics, improving communication across teams, and engaging stakeholders at every level. For law firm leaders, partners, and professional services executives looking to strengthen firm culture, retention, and long-term performance, this episode offers a clear roadmap to navigating generational dynamics while maintaining high standards and business results. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/COM27VFyAAc ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Hannah is an expert in performance improvement, change management and facilitating stakeholder engagement. Specializing in cultural transformation and performance-based decision-making, she combines leadership development with performance measurements to ensure that any organization-wide change effort is effective and sustainable. Links: https://conscientstrategies.com/teams/hannah-romick/ https://www.linkedin.com/in/hannah-romick-307181/ The Managing Partner Lab, May 14-15, New York City https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. Why Attend Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next. Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 304 of The Rainmaking Podcast, Scott Love speaks with legal industry advisor Tim Corcoran about one of the most overlooked drivers of law firm profitability: pricing strategy. Many firms focus heavily on billable hours, origination credit, and revenue targets, but fail to connect the critical dots between how legal services are priced, how lawyers practice, and how firms ultimately generate profit. Tim explains why pricing is not just a finance function but a strategic leadership issue that directly affects client relationships, lawyer behavior, and long-term firm performance. The conversation explores practical ways law firms can move beyond traditional hourly billing toward value-based thinking, better matter management, and smarter pricing decisions. Tim shares how partners can improve profitability by understanding the economics of legal work, aligning incentives, and communicating value more clearly to clients. For law firm leaders, partners, and legal professionals looking to improve law firm profitability, pricing strategy, and client value, this episode provides actionable insights into connecting pricing, practice management, and business development. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/QyaL8-wcWeM ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Tim Corcoran guides law firm and law department leaders through the profitable disruption of outdated business models. Tim is a former CEO, a Fellow and past Trustee of the College of Law Practice Management, past President and Hall of Fame member of the Legal Marketing Association, an American Lawyer Research Fellow, a past Teaching Fellow in the Master in Legal Business program at the Australian College of Law, a frequent facilitator and presenter at lawyer retreats and legal conferences, and a writer whose articles are published regularly in leading publications. Links: https://www.bringintim.com/ https://www.linkedin.com/in/tcorcoran/ The Managing Partner Lab, May 14-15, New York City https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. Why Attend Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next. Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 303 of The Rainmaking Podcast, Scott Love speaks with Jason Stiehl, Managing Partner of the Chicago office of Crowell & Moring, about a unique perspective on law firm business development: treating networking like theater. Jason explains why successful rainmakers approach conferences and networking events as a series of interactions over time rather than a quick sales pitch. Preparation, curiosity, and authentic connections are critical to building trust and long-term client relationships. They also discuss how lawyers can use conferences, presentations, and follow-up conversations to uncover shared interests and create genuine connections that lead to business opportunities. If you're looking to improve your law firm client development, rainmaking strategy, and professional networking, this episode offers practical insights from a practicing rainmaker. YouTube: https://youtu.be/Y5hDNsBYDCU -------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. Now live — www.therainmakingmagazine.com -------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Jason Stiehl is the managing partner of Crowell & Moring’s Chicago office, where he is a member of the firm’s Litigation and Brand & Technology Groups. Jason is an experienced trial lawyer with a nationwide practice in federal and state courts focusing on complex litigation, consumer class actions and advertising disputes. He serves clients in the retail, food and beverage, pharmaceutical and medical equipment, advertising and technology sectors defending allegations related to consumer fraud, false labeling and deceptive practices and Lanham Act violations. As a leading consumer class action defense lawyer, Jason also defends clients in matters involving the regulatory “alphabet soup”. His experience includes defense and counseling regarding the Illinois Biometric Information Privacy Act, the Telephone Consumer Protection Act, and navigating the myriad varying state consumer protection statutes, including California’s Legal Remedies Act (CLRA) and the California Consumer Privacy Act (CCPA). In addition, Jason represents clients in complex litigation matters involving corporate espionage, restrictive covenants, trade secrets and other intellectual property claims, general unfair competition and complex disputes over post-acquisition escrows and earnouts. Links: https://www.crowell.com/en/professionals/jason-stiehl https://www.linkedin.com/in/jason-stiehl-22a82b4/ The Managing Partner Lab https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. Why Attend Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next. Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 302 of The Rainmaking Podcast, Scott Love speaks with Jill Huse, Co-Founder and Chief Strategy Officer of Society 54, about the characteristics of high-performing law firms in business development. Jill explains why many firms struggle with business development, including failing to invest in marketing resources, neglecting succession planning, and relying too heavily on individual rainmakers instead of institutional client relationships. She also shares how leading firms build stronger client relationships through client experience programs, coaching, and proactive business development strategy. The conversation also covers how lawyers can grow their practice by nurturing professional networks, investing in thought leadership, and consistently following up on opportunities. If you're a lawyer or law firm leader looking to improve law firm business development, client development strategy, and rainmaking performance, this episode offers practical insights. YouTube: https://youtu.be/XQKz-6P8iNU ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Society 54 Co-Founder and Chief Strategy Officer Jill Huse is renowned as a trusted professional services advisor. Jill, a certified Business Coach, is highly regarded for her progressive ingenuity, research-based strategy, and, most importantly, her ability to deliver results for clients. In addition to her work with Society 54, Jill is also co-founder and CSO of Society Tech, a technology company that utilizes the proprietary software INform54 to help law firms track and analyze their firm performance initiatives to support strategic growth. Jill’s strengths lie in ideation on high-level strategy, leadership development, and coaching attorneys and business professionals on career growth and relationship selling. She has worked in professional services marketing (legal and accounting) for over twenty years. She has an innate ability to identify, encourage, and develop her clients’ unique and differentiating professional strengths, and to help clients leverage these strengths to meet and exceed bottom-line goals. Listen to Jill Huse’s previous podcast recording here: https://podcasts.apple.com/us/podcast/trp-197-women-in-leadership-roles-in-professional-services/id318840415?i=1000655061348 The Managing Partner Lab, May 14-15, New York City https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. Why Attend Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next. Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 301 of The Rainmaking Podcast, Scott Love interviews business development coach and author Doug Ott about his book The Business Development Shift and how lawyers, consultants, and other professional services providers can grow their practices through intellectual curiosity, trust, and consistency. Doug explains why the best business development strategy is not selling harder, but solving better by asking thoughtful questions, listening closely, staying visible, and building genuine relationships over time. He shares practical advice on how attorneys can improve client development, avoid passive networking habits, use stronger follow-up language, and make business development a daily habit even with a demanding billable schedule. This episode is packed with actionable insights. YouTube: https://youtu.be/0O-4XaeM9QM ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Doug Ott is a business development coach and speaker who helps lawyers and consultants grow their practices through curiosity, trust, and consistent relationship-building, without pretending to be someone they’re not. He is the author of The Business Development Shift, a practical guide for professionals who want to win work by asking better questions, deepening relationships, and staying visible in a way that feels authentic and sustainable. Doug has more than 35 years of experience in sales, marketing, and business development leadership, including 20 years working closely with lawyers, consultants, and accountants. He previously led business development for Deloitte’s Forensic and Advisory practice, partnering with Fortune 100 general counsel and lawyers at leading international law firms. Today, Doug explains complex business development concepts in clear, practical terms and is known for helping professionals turn thoughtful conversations into long-term client relationships. He works with firms across the U.S. and internationally and delivers most of his coaching and training from his home base in Lake Tahoe, California. • Main website: www.dougottconsulting.com • Book page (order link): www.dougottconsulting.com/book • LinkedIn: https://www.linkedin.com/in/dougott123/ ---------------------------------------- The Managing Partner Lab https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. Why Attend Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next. Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode 300 marks the 300th installment of The Rainmaking Podcast, and Scott Love celebrates the milestone by bringing back Mo Bunnell, a leading business development coach and author of Give to Grow, for a practical conversation on the power of consistency in business development. Mo explains that the biggest challenge for busy partners isn’t knowing what to do—it’s staying consistent when client work spikes and results from outreach feel unpredictable. Because BD rewards are “intermittent,” many professionals quit too soon; the winners are the ones who keep making small, repeatable investments over time, letting the law of large numbers work in their favor. Mo shares a simple operating system: plan quarterly, act weekly, execute daily—so you’re never trying to “decide and do” in the same moment. Quarterly planning focuses on brand visibility (beating obscurity), targeted relationship investment, measurable actions you control, and treating BD like a project rather than “random acts of lunch.” Weekly execution means choosing three BD actions that are BIG: Big impact, In your control (e.g., “invite Jane,” not “have lunch”), and Growth-oriented (proactive, not just “do great work”). Finally, he recommends a weekly accountability question—Did I do everything I could to grow this week?—plus a mindset shift from BD as an on/off switch to a dimmer, where even 15 minutes keeps momentum alive. Scott mentioned the planner link during this episode, but it’s not available just yet. If you’d like to be the first to know when it launches, fill out the form here (https://bunnell-idea-group-inc.kit.com/cffda756bb) , and you’ll be added to Mo’s email list, where updates are shared first. Visit: https: //therainmakingpodcast.com/ YouTube: https://youtu.be/lIXpPoyoUUk ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- My team and I help complex organizations grow by scaling business development skills across their organizations and creating a growth-oriented culture. I'm the author of Give to Grow, The Snowball System, and the host of the podcast Real Relationships Real Revenue, and the founder of Bunnell Idea Group (BIG). Our team and I have trained tens of thousands of professionals. BIG’s clients have used Mo and his team’s GrowBIG® training to give their experts a system for growth that creates deep relationships, gives a comprehensive business development framework and dare we say, is fun to use. I started my career as a technical expert, passing all the actuarial exams to earn the highest designation: Fellow of the Society of Actuaries. Today, I love working with hundreds of clients, including some of the largest and most prestigious service-based organizations in the world. On the personal side, my wife Becky and I have been married for over 30 years. We enjoy spending time with our friends and two adult daughters. Outside of work, I love working out, backpacking, and playing ultimate frisbee at both the national and world levels. Becky and I live in Atlanta, Georgia, with our four horses, two cats, a dog, a bird, and a miniature donkey named Louie Hamilton. Links: https://www.linkedin.com/in/mobunnell/ https://bunnellideagroup.com/ https://bunnellideagroup.com/givetogrow/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode 299 of The Rainmaking Podcast features Scott Love in conversation with Darren Wurz (author of The Lawyer Millionaire) on the most common personal-finance pitfalls attorneys face—and how to avoid them. Darren’s #1 warning is lifestyle creep: as income rises, spending rises with it (bigger house, cars, memberships, kids’ expenses), leaving high earners with surprisingly thin savings and heavy monthly burn. The fix starts with a mindset shift: define what truly drives happiness, think in concrete terms about “future you” (age + timeline), and recognize that money is a finite resource—especially when credit cards make overspending frictionless. From there, Darren shares a simple, tactical system for busy lawyers who hate budgeting: bank-account-based cash flow management (a “Profit First”-style approach). Income flows into an “income” account, then automatically gets allocated into separate accounts for bills (recurring expenses), spending (guilt-free discretionary), savings/investing, and taxes—so you always know what’s available and you’re prepared for quarterly tax hits. He recommends reviewing finances weekly (or at least twice monthly) to keep the data familiar and actionable. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/L1CQf-vrASc ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- You’ve built a successful and thriving law practice. You have so much potential and so many ideas. But instead of feeling like you’ve arrived, do you feel stuck or behind in getting to your goals? Do you feel stressed, super busy, and worried about the future? You’re not alone. Many law firm owners I’ve worked with started out feeling the same way. They didn’t have a clear plan for their money and so they were spending too much, keeping too little, and feeling a bit lost and disorganized. I specialize in helping successful, entrepreneurial law firm owners master their money so they can maximize their true financial potential. You make a lot of money—there’s no reason why we can’t make your dreams a reality. I’ll help you get crystal clear about the future you want for you and your family, create some big, long-term strategic goals, and formulate and implement a detailed plan to achieve those goals. It’s about so much more than retirement. It’s about creating the life you want. And for law firm owners that also means creating a strategy for your law firm’s operation and future that supports your personal goals. This includes law firm profitability, business strategy, succession planning, selling your practice, and more. Let’s make your dreams a reality. To learn more, please visit TheLawyerMillionaire.com. 👉🏻P.S. Check out my free CLE: Retirement Planning Strategies for Law Firm Owners at www.retirementforlawyers.com (1.0 CLE in OH, KY, and IN) "Plan with care. Live with courage." ® Office: (859) 291-9879 **Investment advisory services offered through Schmerge Executive Planning Services, Inc., a registered investment adviser. Wurz Financial Services and Schmerge Executive Planning Services, Inc. are separate entities.** Links: https://www.amazon.com/Lawyer-Millionaire-Maximizing-Minimizing-Confidence/dp/1639051473 https://www.linkedin.com/in/darren-wurz Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode 298 of The Rainmaking Podcast features Scott Love in conversation with Eva Wisnik on how to fit business development into an already hectic schedule—especially for busy law firm partners and associates. Eva explains that many lawyers are trained to “issue spot” (anticipate what can go wrong), which is great for client service but can sabotage rainmaking unless it’s replaced with an opportunity-focused mindset. She reframes BD as “selling through substance”: asking better questions, showing genuine curiosity, and positioning outreach as problem-solving rather than “sales.” Her core message is that most BD resistance is fear (rejection, failure, imposing), and the antidote is shifting from self-focused thinking to client-centered value. Eva then gets tactical: build a pipeline by staying in touch with intent and consistency, because meaningful business relationships often take 2–5 years to convert. She recommends simple, repeatable habits—“one action a day” (send a thoughtful note, share a relevant article, set a meeting, register for a conference), plus tracking micro-actions to build momentum. Practical examples include handwritten notes, small meaningful gifts, and “thinking of you” outreach tied to something useful. Her three action steps: look backward to identify the clients/relationships you most enjoy and then find more like them, take one BD action daily, and track those actions as wins so the process stays sustainable and you maintain control of your career. Visit: https: //therainmakingpodcast.com/ YouTube: https://youtu.be/VT4jwamTMtI ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Eva Wisnik is a career expert and recruiter who has spent three decades shaping the careers of marketing, business development, and communications professionals in the legal industry. As the founder of Wisnik Career Enterprises, Inc., she is a trusted advisor to law firm leaders and CMOs seeking to build and retain top talent that drive business growth. Eva’s expertise is rooted in her firsthand knowledge of the legal industry. Prior to launching her firm in 1996, she served as the Director of Recruitment and Training for leading firms Schulte Roth & Zabel and Cadwalader Wickersham & Taft. Since then, she has placed over 1,100 professionals in more than 120 AmLaw firms, including CMOs and senior marketing/BD leaders. A recognized authority on talent and professional development, Eva’s insights have been featured in The New York Times, The Wall Street Journal, and Bloomberg. She is also the author of Your Fairy Job Mentor's Secrets for Success. Eva has personally conducted over 900 training programs, equipping attorneys with a growth mindset and practical tools to build successful careers. She holds an M.B.A. in Marketing from Fordham University and a B.A. in Psychology from Barnard College, Columbia University. Links: https://www.wisnik.com/about-us/bio-eva-wisnik/ https://www.linkedin.com/in/eva-wisnik/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In Legal Episode 297 of The Rainmaking Podcast, Scott Love welcomes Chuck Curtis to discuss the unique challenges law firm partners face when considering a lateral move. Drawing on decades of experience in attorney recruiting and integration, Chuck explains that the decision to move should be driven primarily by platform fit—whether a firm truly supports and promotes a partner’s practice area. He emphasizes that partners must thoughtfully evaluate whether their current firm provides the marketing support, strategic alignment, and internal collaboration necessary to grow their book of business. Before going to market, partners should have candid conversations with leadership and, if moving as a group, align internally to ensure consensus and minimize risk. The episode also explores best practices for navigating the transition process, including handling compensation discussions, preparing for potential counteroffers, and managing group dynamics. Chuck highlights the importance of transparency, strategic planning, and cohesion—particularly when moving as a team. Successful lateral integrations, he notes, occur when partners understand their value proposition, collaborate early with their new colleagues, and treat the move as a long-term business decision rather than a short-term financial negotiation. For partners contemplating a move, this episode delivers practical guidance on reducing disruption and maximizing success in a competitive legal marketplace. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/A-ragpjvPBY ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Chuck Curtis is a dynamic professional with nearly 40 years of professional services experience, including as Senior Director of Attorney Recruiting at Pillsbury from 2007 until his retirement in 2023. Shortly thereafter, he began his own coaching/consulting practice, utilizing his deep expertise and industry knowledge to consult with law firms regarding upgrading their partner hiring and integration processes, including aligning firm leadership with practice section leadership and recruiting leadership to developing winning hiring strategies and practices. He also provides strategic coaching to partners, associates, high-level internal recruiting leaders and external legal recruiters. Links: https://clcurtis31consulting.com/ https://www.linkedin.com/in/charles-curtis-7461a39/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 296 of The Rainmaking Podcast, Scott Love interviews Joshua Altman, founder of Beltway Media, on how professional services firms can repurpose content to drive business development and brand visibility. Instead of treating webinars, interviews, white papers, or conference panels as “one-and-done” events, Joshua explains how a single piece of thought leadership can be transformed into blog posts, LinkedIn articles, short-form video clips, podcasts, email newsletters, and even white papers. By using a structured content calendar strategy, professionals can multiply their marketing output without constantly creating from scratch. Joshua outlines a practical framework for modern content marketing built around four engagement pillars: what clients read, see, hear, and experience. He emphasizes planning ahead, avoiding platform dependency, and leveraging existing material to build consistent visibility across channels like LinkedIn, YouTube, email marketing, and professional blogs. For lawyers, consultants, and financial advisors looking to grow their brand and generate inbound business, this episode delivers tactical guidance on scalable content marketing, personal branding, and strategic media repurposing. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/jghfwLIYgNU ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Joshua is an experienced storyteller, strategist and creative force with more than two decades of experience shaping how people see, hear and connect with big ideas. Today, he leads beltway.media, a bold D.C.-based communications firm that helps brands and organizations cut through the noise. Before founding the firm, Joshua was a multimedia journalist at The Hill, diving deep into federal policy including energy and the environment, tax and finance, healthcare, immigration, defense and criminal justice, and covering high-stakes election cycles right from the front lines. For more than two decades, Joshua’s served as a member of The Telly Awards Judging Council, a select group of past winners who judge each year’s annual competition. Now he works with everyone from scrappy startups to federal agencies including the U.S. Department of Justice and U.S. Department of Commerce, helping them refine their message, elevate their brand and truly connect with their audience, whether that’s customers, investors or the public at large. From reimagining agency websites to crafting magnetic stories, Joshua’s work has one goal: to make communications clear, compelling, and impossible to ignore. Education Georgetown University, M.A., Communication, Culture and Technology The George Washington University, B.A. Journalism and Mass Communications Links: https://www.linkedin.com/in/joshuaialtman/ https://beltway.media/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Michael Roch joins Scott Love to unpack a deceptively hard leadership challenge in professional services: getting partners to consistently do business development, and designing incentives that actually drive the right behavior. Roch’s central message is that there’s no universal compensation fix—the right approach depends on firm size, strategic priorities (rapid growth vs. deepening key relationships vs. refreshing a stale client base), and even national partnership culture (e.g., UK lockstep traditions vs. more individualistic U.S. models). He stresses that compensation is only a “lever,” not a self-executing solution: it works best when paired with strong leadership, clear expectations, and accountability conversations that tie each partner’s strengths and goals to the firm’s strategy. Roch describes practical incentive strategies that go beyond simple origination credit. He argues firms should recognize that partners contribute differently—some excel at landing new clients, others at expanding existing accounts, and others at protecting “crown jewel” relationships—so incentives should be aligned to those roles and tracked accordingly. Non-monetary incentives can matter too, such as giving junior partners meaningful internal initiatives to build an “equity-owner mindset,” and publicly recognizing teams (not just lone rainmakers). Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/Hl7GPJjpdfI ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Michael Roch guides partnership boards, managing partners, and senior leaders globally on architecting strong partnerships and on leading their organizations to competitive growth. Michael has advised dozens of organizations become market leaders in relation to their: Global partnering strategy Partner profit sharing, compensation, and reward Partnership governance, leadership, and execution Michael’s most recent book is The Partner Compensation Handbook, the comprehensive guide on profit sharing in professional services partnerships (together with Performance Leader's CEO Ray D’Cruz, Globe Publishing 2022). Michael's clients range from multinational partnerships and alliances to mid-sized firms to start-ups across the globe; most operate in the professional services, technology, and related sectors. All of them value how Michael’s partnerships advice is infused by his hands-on experience as an entrepreneur and leader of partnerships - and how he brings together a unique combination of in-depth experience around partnership economics, governance, organizational design, motivation, and reward to help clients drive growth. Links: https://www.mhpradvisors.com/ https://www.linkedin.com/in/michaelroch/ https://www.linkedin.com/company/mhpradvisors e: [email protected] Receive MHPR Insights: https://www.mhpradvisors.com/insights-signup Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode 294 focuses on the gap between “we have great culture” and the day-to-day behaviors people actually experience inside a firm. Scott interviews Alejandra Ramirez, founder of Ready Cultures and a longtime internal communications leader in big law, on what it really means to “walk the culture talk.” Her definition is simple but demanding: culture is credibility—aligning stated values with observable actions. She argues firms should start by auditing whether claimed values (like collaboration or transparency) show up in real behaviors (cross-selling between practices, sharing information with BD teams, etc.). Culture isn’t a slogan; it’s a set of conditions leadership actively creates, and when words and actions don’t match, trust erodes and performance suffers. Alejandra then lays out how leaders close the gap: clear, consistent, actionable communication; active listening and feedback loops; and tying culture initiatives to measurable outcomes like engagement, retention, risk reduction, and cost savings. She emphasizes that firms recruit laterals on numbers but often lose them on fit—so culture must be evaluated explicitly during hiring through behavioral questions and by ensuring the “recruiting experience” matches the lived experience after arrival. Her three action steps: lead with curiosity (listen and ask questions), audit your internal communication system (tools, messages, measurement), and treat culture as a verb, not a noun—something you repeatedly do through choices, behaviors, and reinforcement. She also offers a practical “3H” framework (Head, Heart, Hands) to help leaders communicate change: facts, why it matters, and what to do next. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/iwev7mcnzcw ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Alejandra Ramirez is an internal communications strategist and the founder of Ready Cultures. With nearly 20 years of experience in communications—including 15 years in Big Law and professional services—she helps leadership teams close the gap between what they say and what their people actually hear, especially in high-stakes environments where clarity directly impacts client experience and results. Her work focuses on executive messaging, crisis communication, and organizational alignment during moments of growth, change, and pressure. By strengthening internal clarity and trust, Alejandra helps firms improve execution, reduce friction, and deliver more consistent, high-quality client service—the foundation of sustainable rainmaking. Links: Website: https://www.readycultures.com/ 3H Framework: https://www.readycultures.com/3h-framework LinkedIn: https://www.linkedin.com/in/malejandraramirez/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 293 of The Rainmaking Podcast (Legal Series), Scott Love interviews Jay McAllister, founder of Paragon Tech, on how law firms can improve case management from matter opening through conclusion. Jay’s core insight: most firms use only 10–20% of their case management platform’s functionality (across tools like Clio, Smokeball, and Centerbase), leaving major efficiency gains “on the table.” He explains that many firms switch platforms reactively—because a system gets sunset (he cites Thomson Reuters exiting its Firm Central case-management product) or because they’re attracted to a shiny feature—without first diagnosing the firm’s true operational bottleneck. Jay argues that the right approach is constraint-first: assemble a cross-functional steering committee, identify the firm’s biggest constraints, and then select/implement tech to solve those specific problems—rather than forcing the firm to conform to software. He highlights the upside of a “matter-centric” system: tighter time capture (citing research suggesting non-contemporaneous billing can cost roughly an hour per week), reduced friction through a single source of truth for documents and communications, improved client experience through a more choreographed process, and higher staff satisfaction. They also discuss change management—getting buy-in early by involving stakeholders—and the importance of surfacing KPIs automatically, including consultation show rates, retention/close rates, utilization, realization, and collections. Jay closes with three actions: (1) define the limiting constraint and success criteria before making any major change (including AI), (2) use a structured selection framework (he mentions a 53-criteria guide), and (3) get educated and leverage peer communities to avoid reinventing the wheel. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/yx1wN4G3cSk ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- As someone who has always had an unconventional interest in studying technology and business, approaching both with the healthy skepticism of someone who demands real results, Jay found his tribe within the legal profession. Whether he’s racing on the track, soaring through the skies or shooting his next film, that same affinity for high performance fuels his work. He continuously explores new ways law firms can leverage technology and AI, sharing his learnings in real-time at legal tech conferences across the U.S., including Clio Con and through a growing content library of over 1,000 videos on LinkedIn and YouTube. As founder of Paragon Tech, Jay empowers law firm owners to harness technology that delivers greater value to their clients with less effort. Links: https://www.linkedin.com/in/legaltechexpert/ https://www.youtube.com/@paragontechit Jay's Mental Health Short Film: https://www.youtube.com/watch?v=gSsMZvxtAQk&t=480s Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode 292 features Scott Love interviewing culture-transformation author and speaker Greg Hawks about his book Act Like an Owner: Five Unlocks for Creating Culture People Love and Results Leaders Need. Hawks frames workplace behavior through a simple but sticky metaphor drawn from his years as a landlord: in every organization you have owners (people who take responsibility and treat the “house” like it’s theirs), renters (people who do their jobs but don’t emotionally invest), and vandals (people who actively damage culture through blame, excuses, and disregard). A key point is that “acting like an owner” isn’t reserved for people with equity—anyone can adopt an owner mindset, and leaders of even small teams can influence culture by clarifying what commitment looks like, building trust, and refusing to tolerate “vandal” behavior that demoralizes everyone else. Hawks also emphasizes that culture improvement is often less about elaborate programs and more about consistent, practical behaviors that create momentum. He highlights the value of clear standards and accountability (commitment measured by responsibility rather than hours), and “activating lasting value” through simple, specific encouragement that accelerates trust (“people like people who like them”). He argues the real leverage move isn’t obsessing over disengaged “renters” but addressing actively disengaged “vandals,” because removing toxic behavior makes it safe for others to re-invest. The conversation closes with actionable guidance: think beyond your own “room” and care about the whole “house,” notice and affirm positive behaviors in others regularly, and ask yourself in every situation whether you’re owning outcomes or defaulting to blame. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/iTqcAs6HCyc ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Greg empowers leaders and teams to “Unlock Everyday Greatness” by transforming disengaged workplaces into thriving ecosystems of trust, ownership, and intentional action. His three-decade career has been packed with love and service. As a nonprofit executive, real estate investor, and small business owner, he has impacted thousands of lives. Being a natural collaborator Greg approaches his keynote speaking, consulting and thought leadership through a partnership lens. His Ownership Mindset Body of Knowledge compresses 30 years of collected insights into dynamic, verbally-visual keynotes that challenge the status quo, energize audiences and deliver immediately actionable next steps. He’s annoyingly optimistic, surprisingly profound and a lot of fun. Clients like Coca-Cola, Paycom, COX and SHRM trust Greg to equip their people. As a result of his work, organizations evolve into places of shared language, energized momentum and sincere ownership. His passion for shaping environments where everyone gets to contribute their best daily is contagious. Links: https://www.greghawks.com/act-like-an-owner https://www.greghawks.com/ https://www.linkedin.com/in/ghawks/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode 291 features Scott Love in conversation with legal business development strategist Karen Kaplowitz on how lawyers can use charitable sponsorships to deepen client relationships and generate business in a way that feels authentic. Kaplowitz defines “charitable sponsorships” as the common scenario where a client invites a lawyer or law firm to support a charity through events such as dinners, honoree celebrations (often for a general counsel or senior executive), golf tournaments, or fundraising activities. While this can resemble other networking, she argues the charity context creates a stronger “expectation of interaction” and a closer bond because the client is personally invested. Done well, it is not simply writing a check; it is learning what the client and their company care about and showing up in meaningful ways that build trust and access in an increasingly competitive market where competitors are often being invited to the same opportunities. Kaplowitz emphasizes that the biggest mistake firms make is treating charity involvement as a one-and-done transaction, which leads to wasted spend and missed relationship leverage. The value comes from being intentional: doing advance research on who will be there, coordinating internally to ensure the right lawyers attend, arriving early, engaging purposefully, and following up to convert introductions into ongoing relationships. She highlights high-impact approaches such as volunteering alongside clients (e.g., joining a client’s Thanksgiving service activity), helping a charity by mobilizing firm resources when a key client is being honored, and serving on boards where clients can see lawyers “in action” as problem-solvers. Her three recommended action steps are: (1) identify what charities your most important clients support, (2) plan specific ways to support the client and the charity (sponsorship, board service, volunteering, fundraising), and (3) execute with consistent follow-through as part of an organized relationship plan with clear activities and a budget. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/on0Bm4AfffE ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, Scott sits down with Karen Kaplowitz, a Lawdragon Global 100 Leader in Legal Strategy and Consulting, who is a master at helping law firms build client relationships through charity, and has personally raised over $20M in charity for a leading women’s civil rights organization. Links: https://www.legalmomentum.org/events/aiming-high-2026 https://www.newellis.com/PDFs/2010/May3-RightTimeRightGroup.pdf https://www.newellis.com/PDFs/2011/April112011-CharityBegins.pdf https://www.newellis.com/PDFs/2022/NewEllis-102422.pdf Learn more about your ad choices. Visit megaphone.fm/adchoices

Episode 290 features Scott Love in conversation with Ryan Kimler (Net Profit CFO) on financial management and strategy for independent law firms. Ryan argues that most small-firm owners struggle because they don’t have the right financial team around them, and he outlines a simple four-seat model: bookkeeper (tracks transactions and produces monthly financials), tax accountant/CPA (compliance and tax filings), fractional CFO (forecasting, efficiency, and decision support), and a retirement/investment advisor (helping partners retire on their own terms). Ryan then breaks down what non-financial founders should actually look for in their numbers: on the P&L, keep expenses grouped into three clear buckets—payroll, marketing, overhead—and track them as percentages of revenue; on the balance sheet, monitor cash, accounts receivable, debts, and owner distributions (especially to avoid mis-categorized items that can increase taxable income). Ryan shares what he commonly sees when firms bring him in: a “great year” followed by declining profitability where the owner feels unclear about where the money is going, worries about payroll, and loses sleep due to a lack of forecasting and visibility. His firm’s approach is to create an annual plan, build a simplified financial dashboard/scoreboard (green/yellow/red), and then develop action plans that target the “red” metrics—often involving attorney productivity, hiring efficiency, pricing, collections, and marketing ROI—so the firm can improve cash flow, profitability, and owner take-home pay. The episode closes with three action steps: build the right financial team, review your financials regularly using a few key metrics and trends, and create an action plan to fix the number(s) that are off track. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/U0WFJSIZUuc ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Ryan Kimler is the Founder of Net Profit CFO, host of the Net Profit Podcast, and an international best-selling author. Through his firm, Ryan and his team specialize in helping law firm owners take control of their finances and drive sustainable, profitable growth. At Net Profit CFO, Ryan combines deep expertise in accounting and financial strategy to help law firms achieve two critical outcomes: 1. A financially healthy firm with consistent cash flow to support growth 2. And the ability for the owner to take home the income they desire to meet both personal and professional goals. Ryan’s mission is simple — to give law firm owners the financial clarity they need to run a more profitable business and enjoy the freedom that comes with it. Links: LinkedIn- www.linkedin.com/in/ryankfinancialclarityllc/ Website- www.netprofitcfo.com Legal CFO Podcast: https://www.youtube.com/@LegalCFO Profit Call - https://go.oncehub.com/profit Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love sits down with Deborah Farone, one of the legal industry’s foremost experts on law firm marketing, to discuss her new book Breaking Ground and the unique dynamics women lawyers face in developing a thriving practice. Drawing on interviews with 60 successful women rainmakers from around the world, Deborah explains how a lack of visible role models, unconscious bias, and confidence gaps can affect business development—but also how women can turn these challenges into strategic advantages. The conversation explores the importance of having a written business development plan, setting aspirational goals, building confidence, and using practical tools such as grounding exercises to overcome imposter syndrome and perform effectively in client-facing situations. Scott and Deborah also examine the concrete habits and systems that consistently drive long-term rainmaking success. From intentional networking and authentic relationship-building to leveraging empathy, listening skills, and personal interests as connection points, Deborah emphasizes that there is no single “right” way to develop business. Instead, successful women lawyers build practices that align with who they are, supported by simple systems, regular touchpoints, and disciplined follow-through. The episode concludes with clear action steps for professionals at any stage of their career: carve out time to define a vision, actively nurture a professional network, and take immediate action to move one relationship—or opportunity—forward. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/sv0qPYQkb6c ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Over the past two decades, Deborah has carved out a niche by distinguishing herself as the chief marketing officer of two of the country’s most successful law firms and the founder of both firms’ business development and communications departments. But before entering into the legal marketing profession, she sharpened her communications and business development skills by working at a global management consulting firm. Links: https://deborahfarone.com/breaking-ground/ https://deborahfarone.com/about/ https://www.linkedin.com/in/deborahfarone/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love sits down with Chad Dean, Managing Partner of Integrated Management Resources, to discuss how professionals can avoid common career pitfalls—and recover strategically when missteps occur. Drawing on nearly three decades of experience recruiting senior finance and accounting leaders, Chad emphasizes the importance of slowing down decision-making, understanding true motivations for change, and avoiding reactionary moves driven solely by compensation. He explains why culture, leadership trust, and long-term growth potential are far more reliable indicators of a successful career move than short-term financial gain, and why many professionals benefit from having a neutral sounding board before making major decisions. The conversation also explores how to navigate career setbacks, including short tenures, leadership mismatches, or ethical red flags, without derailing long-term credibility. Chad offers practical guidance on when it makes sense to exit a role quickly, how to frame career narratives with clarity and confidence, and why mentorship, networking, and disciplined self-care are essential for long-term career resilience. This episode provides thoughtful, grounded advice for professionals who want to manage their careers deliberately, minimize regret, and position themselves for sustained success—even in the face of uncertainty or change. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/R-EAamsckBQ ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Integrated Management Resources is an executive recruiting and talent solutions firm delivering executive search, interim/fractional leadership, and project outsourcing for clients nationwide. We launched in 1990 serving the most selective Wall Street banks and hedge funds, building a reputation for precision and excellence in senior-level recruiting. In 2019, we expanded our model to help VC- and PE-backed SaaS companies scale accounting, finance, revenue operations, and IT teams. What we do: • Executive Recruiting — Niche specialists leading to filling positions with speed and accuracy. • Fractional & Interim Leadership — Placing proven professionals who can step in immediately. • Project Outsourcing — Delivering tailored teams for data, finance, and operations initiatives. Practice Areas: • Accounting & Finance • Revenue Operations & GTM Finance • Fullstack Engineering / Cloud / DevOps • Data Engineering & Analytics Links: https://www.linkedin.com/in/chaddean/ https://integratedmgmt.com/about/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this solo episode of The Rainmaking Podcast, Scott Love shares hard-earned insights from nearly three decades in legal recruiting and thousands of in-depth conversations with law firm partners across the country. Drawing from patterns he’s observed among the most successful rainmakers, Scott breaks down what truly drives long-term growth for law firm partners—beyond pure legal skill. Scott outlines three core pillars that consistently show up in high-performing partners: strong legal acumen, deliberate business development, and effective leadership. He explains why partners who thrive treat the growth of their practice as an intellectual journey—one that requires continuous learning, humility, and intentional skill-building, rather than relying solely on past success or technical expertise. The episode also emphasizes the importance of consistency in relationship-building. Scott shares practical examples of how small, repeatable actions—such as one meaningful outreach per week—compound into powerful business development momentum over time. He also discusses the role of vision, platform, and firm strategy in determining whether partners can realistically reach their long-term goals where they are—or whether a different platform might better support their practice and clients. This episode is especially relevant for partners who want to grow their book of business thoughtfully, evaluate their current firm alignment, and make strategic decisions without unnecessary risk or pressure. It’s a candid, practical roadmap for partners who want to take ownership of their growth and career trajectory. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/4CLSYJBI9lY ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Scott Love is a legal recruiter who is solely focused on recruiting corporate and finance partners for global law firms in major markets. He is also a coauthor of Rainmaker Confidential, and speaks at conferences professionally to business groups on sales, client development, and recruiting. www.rainmakerconfidential.com https://partnersonthemove.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices