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

In this episode of The Rainmaking Podcast, Scott Love speaks with executive coach and author Luci Gabel about optimal performance for high achievers—and Luci’s definition is simple and practical: optimal performance equals energy. She explains that rainmakers and senior professionals aren’t just managing tasks; they are managing the internal capacity to think clearly, communicate well, make high-stakes decisions, and stay steady under pressure. Luci introduces a framework of six “pillars” of energy that combine the physical and mental sides of performance: nutrition, movement, rest/sleep, mindset, communication, and vision. Her point is that you cannot separate physiology from leadership—small shifts in hydration, rest, movement, or self-talk can immediately improve focus, mood, decision quality, and resilience. Luci also emphasizes that most professionals don’t pay attention to energy until they’re already depleted; the first step is simply noticing what drains you and what elevates you throughout the day. Rather than overwhelming people with a complete lifestyle overhaul, she advocates high-leverage, minimal viable changes—one small adjustment practiced consistently for a week or two (like increasing water intake, taking a 10-minute walk, or turning screens off an hour earlier). She recommends turning the six pillars into a simple monthly self-audit: draw a “wheel,” rate yourself from 1–10 on each pillar, identify the lowest score, and focus on one small improvement there. Over time, this creates compounding gains in energy and clarity. Luci closes by pointing listeners to her coaching and group programs built on these pillars, along with her podcast, Leadership Life, Health and Happiness, for continued strategies on sustainable performance. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/t10UiZsieEU ---------------------------------------- 📖 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/ ---------------------------------------- With two decades of experience at the intersection of leadership, physiology, and business, I help organizations and individuals perform at their highest level—by aligning strategy, communication, and human performance. As a COO and leadership strategist, I bring evidence-based health and behavioral science into the way teams lead, collaborate, and execute. My work focuses on creating clarity, strengthening decision flow, and building the conditions for sustainable high performance. My thought leadership is expressed through speaking, writing, and the Leadership, Life, Health & Happiness podcast. My book, Eat to Lead, integrates physiology and leadership science to help leaders perform with clarity and sustained energy. My mission remains constant—helping people reach their highest level of leadership while sustaining peak energy, focus, and well-being. Links: https://www.lucigabel.com/book https://www.lucigabel.com/ https://www.lucigabel.com/leadership https://www.linkedin.com/in/lucigabel/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with Rachel Minion, founder of Rockstar & Moon, about how professionals can make a bigger impact through smarter, more intentional marketing. Rachel challenges the instinct to “do more” and instead urges business owners and service professionals to do less—but do it better. She explains that spreading energy across too many platforms and initiatives leads to diluted results, while focusing on a few high-impact actions accelerates growth. A core piece of that foundation is capturing success: turning client wins into case studies, testimonials, and social proof that sell future work far more effectively than any sales pitch. Rachel shares how even anonymized case studies—rooted in measurable outcomes—can generate immediate opportunities because prospects trust real results over marketing language. Rachel also emphasizes the power of automation to keep follow-up, nurturing, and onboarding consistent without overwhelming the professional. She explains how pre-call warmups, no-show follow-ups, “not now” sequences, and onboarding workflows can all run automatically while still feeling personal when handled thoughtfully. Instead of relying on memory or manual outreach, these systems create consistent touchpoints that nurture relationships until prospects are ready. She closes by offering three action steps: (1) focus only on the most impactful marketing activities; (2) actively seek out case studies and testimonials while the “win” is fresh; and (3) automate wherever possible to scale your time, maintain authenticity, and stay meaningfully connected with your audience. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/ti3s_Czs-dE ---------------------------------------- 📖 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/ ---------------------------------------- With over 25 years of experience, Rachel transforms struggling businesses into market leaders. She doesn’t just hand you a plan; she becomes part of your team, working alongside them to craft and execute strategies that deliver real results, all while you focus on running your business. Rachel excels at turning chaos into clarity, cutting through the noise, and driving growth with data-driven decisions. She’s also committed to developing your team, ensuring they’re equipped to sustain success long after her work is done. With Rachel handling your marketing, you’re not just fixing a problem—you’re setting your business up to dominate the market. You Get More Than Just RachelWhen you work with Rachel, you’re not just getting her expertise—you’re getting the full power of her team. They’re there to implement strategies, facilitate the process, and hold everyone accountable, ensuring that every plan turns into real, measurable success. Links: https://rachelminion.com/ https://www.linkedin.com/in/rachelminion/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love welcomes back Elise Holtzman of The Lawyer’s Edge for part two of their conversation—this time on how lawyers can get speaking, panel, and writing opportunities. Elise explains that doing great work isn’t enough; if you’re “toiling away in obscurity,” clients and referral sources won’t find you. Thought leadership—speaking, writing, panels—is a practical way to demonstrate value, answer the questions that keep clients up at night, and be seen as a credible authority without “bragging.” She stresses that opportunities rarely appear out of nowhere; early on, you must be proactive and deliberate about who you speak to, what you speak about, and where your audience gets its information (your “who, what, and where”). Elise walks through practical steps for both associates and partners. Juniors can co-author articles with partners, contribute to firm content, and speak for young-lawyer groups or bar sections to build skills early, instead of waiting until partnership pressure hits. She breaks down the advantages of panels (shared spotlight, conversational format, built-in networking) and describes how repeated speaking and writing gradually position you as the go-to expert in a crowded market. For writing, Elise suggests targeting publications your clients actually read, reviewing writer guidelines, pitching editors before drafting, and understanding who owns the IP so you can repurpose content on your website or LinkedIn. She closes with three action steps: (1) clarify your who/what/where before chasing opportunities; (2) be proactive—tell people you want to speak and write and work with marketing/PR if your firm has them; and (3) experiment with different formats, set a realistic cadence (e.g., quarterly), and build a body of work that consistently showcases your expertise. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/LgVA3ra7Vu8 ---------------------------------------- 📖 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/ ---------------------------------------- Elise Holtzman has dedicated over 16 years to working with lawyers and law firms to help them be proactive about business development, leadership, and career acceleration. As a former practicing attorney with experience working at Fried Frank and Morgan Lewis, Elise brings a deep understanding of the practice of law (and the demands of operating a firm) to her work. As founder of The Lawyer’s Edge, she helps leaders promote a healthy, growth-oriented culture in their firms and coaches lawyers on how to bring in more business, retain clients, and communicate effectively. Elise frequently speaks and writes on the subject of business development and career acceleration for lawyers and is the host of The Lawyer’s Edge Podcast. Links: https://thelawyersedge.com/ignite/ https://thelawyersedge.com/lawyers-edge-podcast/ https://thelawyersedge.com/ https://www.linkedin.com/in/eliseholtzman/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with Kelly Kennedy, executive business development coach and host of The Business Development Podcast, about what it really means to “open doors for rainmakers.” Kelly reframes business development as the disciplined art of creating interest and securing face-to-face meetings—not closing deals or running marketing campaigns. He introduces his concept of “meeting math”: start with your revenue goal, determine the average value of a new client, estimate your close rate from qualified meetings, and back into the exact number of meetings you need per year and per month. Because meetings are the only part of the sales process a BD professional can truly control, Kelly argues that success should be measured in high-quality meetings, not just revenue, and that this clarity gives rainmakers confidence and focus. Kelly then walks through how to build a repeatable door-opening system. Instead of chasing only the biggest “tippy-top” companies, he recommends targeting the next tier down and the service providers that support them—often better, stickier clients with more realistic expectations. He urges firms to identify their ideal buyer personas (presidents, procurement managers, operations leaders, etc.), then use tools like LinkedIn to build targeted lists and send personalized connection requests and introductions. Kelly stresses the importance of separating roles—door-opening BD, proposal/sales, and account management—so nothing falls through the cracks, and he closes with three action steps: block 3–5 hours weekly for pure BD, define your ideal buyers by title in each vertical, and make direct contact via phone and email while always asking for the meeting. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/FJtovnbYvRo ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Kelly Kennedy is an Executive Business Development Coach specializing in empowering businesses and professionals to reach their full potential. In this role, he provides high-level strategic guidance tailored to meet the unique needs of each client, whether they’re entrepreneurs, corporate teams, or executives. Kelly’s coaching is built on a foundation of nearly two decades of expertise in business development, during which he has honed a results-driven approach that focuses on sustainable growth, relationship building, and practical strategies that clients can implement immediately. Through one-on-one coaching sessions, group workshops, and his Business Development Mastery Program, Kelly guides clients through essential business development concepts such as lead generation, client retention, CRM optimization, personal branding, and strategic planning. His goal is to equip clients with the skills and confidence to make informed, impactful decisions that drive measurable growth. Kelly’s coaching is known for its holistic approach, emphasizing not only business strategies but also personal development, resilience, and adaptability. In addition to individual progress, Kelly’s role as a coach includes fostering a community of driven professionals who support and learn from each other. His dynamic coaching style and commitment to accountability keep clients engaged and motivated, ensuring they stay on track toward their goals. Links: https://www.businessdevelopmentpodcast.ca/ https://www.linkedin.com/in/kellykennedyofficial/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused episode of The Rainmaking Podcast, Scott Love speaks with Elise Holtzman, former BigLaw attorney and founder of The Lawyer’s Edge, about how lawyers can become visible experts rather than “well-kept secrets.” Elise explains that doing excellent work behind a closed door is not enough—clients and referral sources must see you as a top, credible choice. She introduces her simple “who, what, and where” framework: identify who your ideal clients and referral sources are, what problems you solve and value you deliver for them, and where they “hang out” for information (conferences, associations, publications, online communities). From there, she recommends pursuing speaking, writing, and podcast opportunities in those venues so you become the person who gets the call. Elise also unpacks the main reasons lawyers resist visibility: fear of being “salesy,” lack of time, and imposter syndrome (“I’m not really an expert”). She reframes rainmaking as service, not aggressive selling, and stresses that you don’t have to be the world’s #1 authority—only valuable to your audience. A major lever is building intentional referral-source networks: other professionals who serve the same clients but don’t compete with you (accountants, consultants, marketers, recruiters, other lawyers in different practice areas). By collaborating on events, content, and introductions, you “borrow trust” and create win–win–win outcomes for yourself, your referral partners, and your shared clients. Elise closes with three action steps: (1) block a “power hour” to define your who/what/where and list specific A-level referral sources who’ve already tried to send you work; (2) proactively ask for speaking and writing opportunities instead of waiting to be discovered; and (3) talk openly about your thought-leadership work—on LinkedIn, your bio, and in conversations—so others know you’re available as a visible expert. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kNaUHw9eMOs ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Elise Holtzman has dedicated over 16 years to working with lawyers and law firms to help them be proactive about business development, leadership, and career acceleration. As a former practicing attorney with experience working at Fried Frank and Morgan Lewis, Elise brings a deep understanding of the practice of law (and the demands of operating a firm) to her work. As founder of The Lawyer’s Edge, she helps leaders promote a healthy, growth-oriented culture in their firms and coaches lawyers on how to bring in more business, retain clients, and communicate effectively. Elise frequently speaks and writes on the subject of business development and career acceleration for lawyers and is the host of The Lawyer’s Edge Podcast. Links: https://thelawyersedge.com/lawyers-edge-podcast/ https://thelawyersedge.com/ https://www.linkedin.com/in/eliseholtzman/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love talks with Tony Karls, co-founder of Sterling Lawyers and president of Rocket Clicks, about using a podcast as a practical business-development engine. Tony explains how his team built Revenue Roadmap, a single show with two recurring formats—growth stories on Tuesdays and how-to education on Thursdays—to balance entertainment with tangible value. The podcast is treated as a cornerstone content asset: every episode is repurposed across video, audio, blogs, and social channels to reach prospects where they prefer to consume. Tony stresses keeping the show unscripted and authentic, niching hard on a clear avatar (for him, family-law firm owners), and partnering with the right communities (e.g., AAML) to book high-quality guests and create “network effects” that turn conversations into relationships. Tony shares what’s worked—and what hasn’t. With only ~68,000 family-law firms in the U.S. (most with ≤3 attorneys), chasing big vanity metrics is a distraction; serving a small, precise audience with specific problems wins. His playbook: start earlier than you think, accept that your first 40–50 episodes are reps, and move fast with “decision velocity”—ship, measure, iterate. Three takeaways for rainmakers who want to adopt the model: (1) define a narrow ICP and build episodes around their real pains; (2) deliver consistent, authentic conversations (video + audio) and atomize each episode across platforms; (3) calendar guest outreach like a pipeline (aim for 2–3 quality bookings a week), then let data—not ego—guide what you double down on next. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/W9HP-dx20Ko ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- As the President of Rocket Clicks I am responsible for integrating our Finance, HR, IT, Sales & Marketing, and Client Service teams. I am also ultimately responsible for building a healthy culture while driving P&L performance. Links: https://rocketclicks.com/ https://www.linkedin.com/in/anthonykarls/ https://www.linkedin.com/company/rocket-clicks/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with Jacob Parks, President of Profitable Ideas Exchange and author of The Growth Engine, about how professional services firms can drive sustained growth through structured client feedback systems. Jacob reveals that most firms miss huge opportunities by treating client feedback as a formality rather than a core business strategy. He explains that when firms pursue feedback to genuinely learn—not just to increase revenue—they inevitably uncover insights that lead to deeper relationships, new opportunities, and stronger retention. Jacob introduces the concept of client advisory boards—groups of top clients who meet regularly to offer candid feedback, co-create solutions, and shape a firm’s direction. He outlines the steps to implement a client feedback system: identify ideal clients, engage them in ongoing two-way conversations, and, most importantly, follow through on the insights gathered. Jacob emphasizes that curiosity, collaboration, and action are the hallmarks of firms that sustain growth over time. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/9AV80rUHyUo ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- President of Strategy for PIE, Jacob Parks, is the author The Growth Engine and of Never Say Sell. His expertise includes partner remuneration and incentive plans, account planning, trigger of engagement, and how to expand a brand to include new service offerings, new industries, or new geographies. He has led client teams for McKinsey, Accenture, and KPMG among others. He leads The PIE Professional Services CMO and CGO network and is a graduate of Gonzaga’s MBA program, having previously taught undergraduate business students. Links: https://www.linkedin.com/in/jacob-parks/ https://www.profitableideas.com/about/meet-our-team/jacob-parks/ Order The Growth Engine today: https://www.profitableideas.com/perspectives/books/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with Hanna Hasl-Kelchner, attorney, business consultant, and author of Seeking Fairness at Work: Cracking the New Code of Greater Employee Engagement, Retention, and Satisfaction. Together, they explore “The Rainmaker’s Playbook for Managing the Team,” revealing how leadership, empathy, and trust directly impact performance and retention. Hanna explains that leading a team is not a transactional act—it’s a relationship built on an “implied social contract” of good faith and fair dealing. She shares how rainmakers can foster stronger loyalty and productivity by actively listening, showing gratitude, and treating team members as valued contributors rather than interchangeable resources. Hanna also discusses practical ways to address performance issues with empathy and clarity, emphasizing joint problem-solving over blame. She encourages leaders to take “empathy reality checks,” solicit honest feedback, and model humility—reminding listeners that trust must be earned, not demanded. The conversation concludes with three action steps: listen to your team, invest in communication and coaching skills, and demonstrate genuine appreciation. These principles, she argues, transform high-pressure work environments into loyal, high-performing teams. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/zwC5paGj0HQ ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- 📌 Resources & Links Connect with Hanna Hasl-Kelchner: linkedin.com/in/hannahaslkelchner Get Hanna’s free audiobook: bit.ly/4oer0L3 Visit her site: businessmo.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes brand strategist Cheri Quinn, Director of Brand Strategy at Mercury Creative Group, to discuss “Finding Focus in a Crowded Space.” Cheri explains that today’s marketplace is more crowded than ever—not just because of competition, but because clients are constantly flooded with information. To cut through the noise, professionals must clearly define their primary audience—the people they serve best—and communicate with authenticity and focus. Cheri shares her “dartboard” analogy for targeting ideal clients: those in the bullseye deliver the greatest results, while trying to appeal to everyone leads to “missing the mark.” She walks listeners through exercises to identify their favorite clients, understand their motivations, communication styles, and values, and align their firm’s brand strategy accordingly. By clarifying audience, message, and brand alignment, professionals can stand out in a crowded market and attract the right opportunities. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/pNZU13CEz9I ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Cheri Quinn is a brand and marketing strategist who specializes in asking open and honest questions and listening with an open heart and mind. As the Director of Brand Strategy at Mercury Creative Group, Cheri is a master at discovering and communicating an organization’s essential value. With a wealth of experience in brand strategy, strategic planning, marketing, and communications, she has helped numerous organizations discover their unique value and voice. Links: [email protected] https://www.linkedin.com/in/cheriquinn https://mercurycreativegroup.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes back Rudhir “Rudi” Krishtel, former patent litigation partner at Fish & Richardson, former senior patent counsel at Apple, and now executive coach and founder of Krishtel. Rudi discusses “Overcoming Pitfalls to Becoming a Rainmaker” and shares practical insights on how lawyers can shift their mindset to grow their book of business. He explains that business development is 80% mindset and 20% skillset—most lawyers don’t need more tools; they need a new way of thinking. By reframing marketing as helping, not selling, attorneys can replace fear and hesitation with purpose and authenticity. Rudi also outlines how to identify your smallest viable market—the eight to ten people or companies most aligned with your expertise—and focus all your efforts on being helpful to that group. Through strategic clarity and mindset realignment, professionals can eliminate fear of rejection, become more consistent in outreach, and build a sustainable business development playbook. Rudi concludes with three action steps: remember you’re helping, define your smallest viable market, and take concrete, helpful actions toward that audience over the next 90 days. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8Zwzm00eb9k ---------------------------------------- 📖 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/ ---------------------------------------- Prior to becoming an executive coach and consultant, Rudhir practiced law for 15 years as a federal judicial clerk, Patent Litigation Partner at Fish & Richardson, and then as Senior Patent Counsel at Apple. To focus his approach to support the legal community, Rudhir trained as a professional Co-Active leadership coach and as a yoga and mindfulness meditation instructor. Rudhir founded Krishtel in 2018, where he leads workshops and coaching on business development and leadership. He specializes in creating space for having difficult conversations and growth at the intersection of leadership, well-being, and collective engagement. Krishtel’s flagship BD Circle Program has reached hundreds of law firm partners and executives. Check out the BD Circle video here. More info at www.krishtel.com and LinkedIn. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes back Stacey Brown Randall, author of The Referable Client Experience: A Proven Method to Generate Referrals Without Asking. Stacey shares her science-based framework for creating client experiences that naturally generate referrals—without the awkwardness of asking. She explains that client experience is not just about doing great work; it’s about how clients feel when working with you. Professionals who intentionally design their client journey to include both excellent results and meaningful relationship-building touchpoints create the emotional connection that makes them truly referable. Stacey outlines her three-stage model—New, Active, and Alumni—and shows how to tailor communication and touchpoints at each phase to build trust and loyalty. She also discusses “referral hot zones,” those key moments when clients are most likely to refer, and how to identify and leverage them strategically. By focusing on both client emotions and relationship touchpoints, professionals can bridge the gap between being referable and receiving consistent, high-quality referrals. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/lWTNQlQ3RMA ---------------------------------------- 📖 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/ ---------------------------------------- Stacey Brown Randall is the multiple award-winning author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast and national speaker. She has had the privilege of helping well-known corporations and franchises but her focus is on small business owners and solopreneurs including HM Properties, O’Connor Insurance Associates, Keller Williams Real Estate, Farris Cooke CPA, Tyra Law Firm, Nicole Odom Coaching, Slater Interiors, HF Financial, Kintsugi Home Staging, Financial Symmetry, Rae Images, CAJA Bookkeeping, and hundreds more. Stacey has been featured in national publications like Entrepreneur magazine, Investor Business Daily, Forbes, CEO World, Fox News, Cheddar TV Network and more. She received her Master’s in Organizational Communication and is married with three kids. Links: www.StaceyBrownRandall.com www.referralquiz.com http://www.referableclientexperience.com Book link on Amazon: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269/ref=sr_1_2?crid=39MDIKFER2FKU&dchild=1&keywords=generating+business+referrals+without+asking&qid=1597412491&s=books&sprefix=generating+business%2Caps%2C233&sr=1-2 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes back Kevin Wheeler, a seasoned business development consultant with over 30 years of experience advising law and professional services firms on strategy, marketing, and client growth. Together, they explore “Growing Key Clients: The Low-Hanging Fruit of Business Development.” Kevin explains that most firms overlook their most lucrative opportunities—their existing clients. Rather than constantly chasing new business, firms can achieve greater profitability by deepening relationships with key accounts and institutionalizing client management. Kevin outlines the major barriers preventing firms from capitalizing on these opportunities, including compensation structures that reward origination over collaboration and a lack of leadership support for client-focused strategies. He provides a roadmap for building a strong key client program: secure buy-in from firm leadership, appoint dedicated client relationship partners, conduct regular client listening interviews, and link compensation to client growth goals. By developing structured account plans, engaging clients directly for feedback, and mapping relationships strategically, firms can uncover untapped opportunities, strengthen retention, and create long-term growth. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/unWLu82HdqY ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit www.therainmakingmagazine.com to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Kevin Wheeler has been advising professional services firms on all aspects of strategy, marketing, business development and client relationship management/key account management for more than thirty years. Before setting up Wheeler Associates in 1997, he had been Marketing Director with Nabarro Nathanson, the commercial law firm, and Cinven, the private equity house. He also held various senior in-house strategy and marketing positions with Coopers & Lybrand, now PricewaterhouseCoopers. As a consultant and coach, Kevin has provided services to more than one hundred firms drawn from the legal, accountancy, actuarial, real estate consultancy, tax, corporate finance, management consulting and insolvency practitioner sectors. Wheeler Associates is also a leading provider of strategic and client insight solutions and thought leadership delivered through bespoke market research studies. As well as his consultancy and coaching activities, Kevin writes, blogs and lectures frequently on strategy, marketing, business development and CRM/KAM issues facing professional services organizations. Links: https://www.linkedin.com/in/kevinjwheeler/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes Jordana Confino, founder of JC Coaching and Consulting and author of the blog Chronicles of a Recovering Type A+ Perfectionist, to explore “The Perfectionist Paradox.” Jordana explains that perfectionism is not about high standards—it’s a fear- and shame-based mindset driven by self-doubt and the need to prove worth. She reveals how this approach undermines both mental health and performance, blocking creativity, risk-taking, and authentic business development. Drawing on neuroscience and positive psychology, she describes how to replace the inner critic’s harsh voice with self-compassion, rewiring the brain through neuroplasticity to enhance confidence and performance. Jordana shares practical strategies to help high-achieving professionals and lawyers break free from destructive perfectionism. These include “drawing your critic” to externalize self-judgment, practicing compassionate self-talk, and identifying core values to shift from fear-based motivation to values-driven achievement. By replacing self-criticism with self-compassion and clarity, professionals can perform at a higher level, strengthen resilience, and enjoy greater fulfillment in their careers and lives. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/Td8DVO6nlZM ---------------------------------------- 📖 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/ ---------------------------------------- Jordana is a certified professional coach, speaker, and advisor, valued for her expertise in positive psychology and well-being, and her unparalleled ability to connect with and inspire everyone she meets. Seven years after graduating from Yale Law School, Jordana founded JC Coaching & Consulting to empower lawyers and other high-achieving professionals to transform their lives and work for the better. Having spent the bulk of her career working as a lawyer and in legal education at elite institutions, Jordana knows that many high-achieving, successful people hold limiting beliefs that prevent them from truly flourishing. For many years, she was one of them. Jordana transformed her life leveraging the science of positive psychology and human motivation theory, and she is passionate about helping others do the same. Jordana is an Adjunct Professor at Fordham Law School, where she previously served as the inaugural Assistant Dean of Professionalism. Jordana teaches a course on Positive Lawyering, which educates students on how they can harness the insights and science-backed strategies of positive psychology to reach their highest potential and build meaningful, satisfying careers in law. She also teaches Peer Mentoring & Leadership, a one-of-a-kind course designed to equip mentors with the tools and training they need to optimally support their mentees and emerge as leaders in the profession. Jordana was voted Fordham Law Adjunct Professor of the Year in 2021. Website: https://www.jordanaconfino.com/ Blog: https://www.jordanaconfino.com/subscribe LinkedIn: https://www.linkedin.com/in/jordanaconfino/ Values Discovery Guide: https://www.jordanaconfino.com/values Self-Compassion Guide: https://www.jordanaconfino.com/self-compassion-guide Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes David Freeman, award-winning consultant, best-selling author, and founder of Lawyer Book Builder, to discuss how laterals can thrive when joining a new firm. Drawing from over 30 years of coaching thousands of lawyers, David shares actionable strategies to help partners integrate quickly, build internal allies, and accelerate business development. He likens lateral transitions to being “the new kid in school” — success depends on taking ownership of relationship-building rather than waiting for the firm to do it. David explains how laterals can identify internal allies across practice groups, collaborate with marketing and BD professionals, and proactively offer value to colleagues through what he calls “gifts.” He introduces practical tools like the Memory Matrix—a simple spreadsheet to track and maintain relationships—and emphasizes consistency, visibility, and giving before asking. The conversation closes with three key takeaways: create a detailed integration and BD plan, track and nurture high-value relationships monthly, and build an accountability system to ensure consistent follow-through. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/bToVlYNrosk ---------------------------------------- 📖 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/ ---------------------------------------- David H. Freeman, J.D. is a former practicing lawyer from New York, an award-winning consultant, and a two-time best-selling author. He’s a member of the National Law Journal Hall of Fame for being voted the #1 business development consultant and coach in the United States for several consecutive years. For over 30 years, David has trained and coached well over 10,000 lawyers in over 235 law firms world-wide, he’s worked with nearly half of the Am Law 200, he’s the author and co-author of 16 books on law firm business development and leadership, and he’s the creator of Lawyer BookBuilder, an step-by-step, turnkey training and accountability program that shows lawyers how to become exceptional rainmakers. Links: https://lawyerbookbuilder.com/ https://davidfreemanconsulting.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Jim Camp Jr., retired Air Force Major General, author of Lead From No, and principal at the Camp Negotiation Institute. Jim shares his systematic approach to negotiation, which combines mindset, structure, and behavior to help professionals achieve stronger outcomes without unnecessary compromise. He explains why most people mistakenly equate negotiation with giving something up, and instead reframes it as “the effort to bring about an agreement with all parties having the right to say no.” Jim outlines practical tools like the negotiation checklist and journal, emphasizing preparation, emotional control, and asking the right questions to uncover an opponent’s true concerns, vision, and decision-making process. He highlights how avoiding pressure and welcoming “no” builds trust, lowers tension, and leads to more durable agreements. With stories from both business and military contexts, Jim demonstrates how negotiation skills are essential across professional services, leadership, and even everyday life. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/rVMKH3ZBKCc ---------------------------------------- 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/ ---------------------------------------- Jim, recently retired as a Major General in the United States Air Force (Jim Camp Jr.’s bio), rejoined the Camp Negotiations team after serving many years as the Commander of the Ohio Air National Guard, and National Guard Assistant to the Commander of the US Transportation Command. Prior to dedicating his full-time efforts to military service, Jim helped build Camp Negotiations from 2000-2007 as a coach and contributor to “No, The Only System of Negotiation You Need For Work and Home.” Serving at the National strategic level, Jim was personally responsible for negotiating the largest pay increase in history for thousands of Air National Guard Instructor Pilots. Jim credits his military success to the Camp System of Negotiation. “If you lead people, you negotiate every day.” Despite Jim's long military career, he’s remained an owner of Camp Negotiations and is now fully re-engaged as a coach. His diverse leadership background, education, and military experiences bring a welcomed perspective to the Camp Negotiations Team. In fact, Jim Camp Jr. recently published his new book, Lead from No: A Systematic Approach to Leadership Negotiation. His new work is highly acclaimed and considered to be a long-awaited sequel to his father’s book, Start with No. His combination of business and leadership coaching stories makes a strong case that the Camp Negotiation system is highly effective and time-tested. Links: https://www.linkedin.com/in/jim-camp-jr-2a8ab79/ www.campnegotiations.com https://campnegotiations.com/lead-rom-no-book-jim-camp-jr https://campnegotiations.com/coaches Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Randy Peck (CEO) and Jordan Peck (VP of Business Development) of Peck Financial about the crucial but often overlooked issue of partner benefits during law firm transitions. Under the theme “Rainmakers Without Umbrellas”, they discuss how many high-earning partners neglect their own financial protection, leaving themselves and their families exposed when changing firms or going through mergers. From life insurance to disability and long-term care coverage, the Pecks explain how benefits often don’t keep pace with rising compensation—and why partners must treat themselves like their own clients by proactively evaluating their protection. They also highlight specific risks such as assuming new firms will provide sufficient coverage, overlooking portability of benefits, and ignoring international complications. With stories from decades of advising AmLaw 100 and 200 firms, Randy and Jordan stress that the biggest pitfall is simply looking past these issues during transitions. Their three key action steps: regularly audit your coverage, inventory benefits before moving, and compare them with offerings at your new firm. By taking these steps, partners can avoid being “rainmakers without umbrellas” and ensure long-term financial security. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kluHcPD4bqs ---------------------------------------- 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/ ---------------------------------------- Peck Financial is an established industry leader specializing in executive benefit solutions. For more than 30 years our core business has focused on developing and administering employer-sponsored executive disability, life, and long-term care insurance plans. While these plans have become more common in recent years, our clients consistently remark on our responsiveness and unmatched customer service. Links: www.peckfinancial.com https://www.linkedin.com/in/jordan-peck-992786156/ https://www.linkedin.com/in/randallpeck/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with social media strategist and LinkedIn expert Kait LeDonne about the shifting landscape of LinkedIn. Kait traces how the platform has evolved—from being a digital résumé hub to today’s creator-driven space optimized for knowledge and advice. She explains why vulnerability posts surged during the pandemic, how LinkedIn adjusted its algorithm to emphasize value-driven content, and what professionals should focus on now: consistency, storytelling, and educational insights. Kait also provides practical guidance for professional services providers who want to turn LinkedIn visibility into real business opportunities. She highlights the power of newsletters, personal branding, and using story as a bridge to credibility and trust. With actionable strategies—posting at least twice a week, engaging meaningfully with comments, and adding strategic connections daily—Kait shows how professionals can build influence, grow their networks, and convert visibility into revenue. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/o_pgpKiGDu8 ---------------------------------------- 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/ ---------------------------------------- Kait LeDonne is a personal branding expert who specializes in transforming professionals into industry leaders, forging powerful employee personal brands, and demystifying the essentials of impactful personal branding. Links: https://www.linkedin.com/in/kaitledonne-personalbrandingexpert/ https://www.kaitledonne.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Gavin Sharpe, former lawyer, global legal search firm CEO, and now performance and leadership coach, to discuss the blind spots of rainmakers. Gavin explains that blind spots are unconscious behaviors others see but we often miss—like interrupting, failing to delegate, or hiding vulnerability. Left unchecked, these blind spots create limiting assumptions such as “I’m not a natural rainmaker” or “asking for help is weakness,” which can undermine success and stall growth. Gavin shares how lawyers’ personalities and the pressures of perfectionism often reinforce these blind spots, creating a cycle of stress and missed opportunities. He offers strategies for uncovering and challenging limiting beliefs, from seeking peer and client feedback to reframing outdated stories we tell ourselves. By identifying, examining, and dismantling these beliefs, professionals can unlock untapped potential, build stronger teams, and become more effective rainmakers. Gavin closes with actionable steps to help listeners start recognizing and addressing their own blind spots. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8rGE3jRwZTM ---------------------------------------- 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/ ---------------------------------------- About Gavin Sharpe: “I blend coaching, business, and psychology, to facilitate ambitious leaders achieve their full potential. With a strong focus on the legal sector, I empower lawyers to cut through the noise, lead with purpose, and become great rainmakers.” Links: Webinar: https://www.rivierawellbeing.com/events/the-rainmaker-playbook-attracting-and-activating-top-performers/ Ditch The Pitch: Rethinking Sales in Law Managing Law Firm Talent in 2025: My Top Three Tips Lawyers Are the Biggest Imposters of Them All. I Should Know: I Am One of Them. Partners Are From Mars, Associates Are From Venus: The Real War for Talent Rainmakers Are Not The Answer To Law Firm Transformational Growth. Here Is Why What the Monaco Grand Prix Teaches Us About Performance Are You A Workaholic? Gavin Sharpe on Riviera Radio, Sept 2024 "Gavin Sharpe: Becoming a Rainmaker Starts with Mindset" Podcast www.rivierawellbeing.com Learn more about your ad choices. Visit megaphone.fm/adchoices