The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Davina Frederick, business coach and founder of Wealthy Woman Lawyer, about how professionals can attract better clients by refining their marketing message and defining their ideal client profile. Davina shares insights on how law firm owners, particularly women, can scale their businesses by identifying the clients they truly want to work with—those who pay well, respect their time, and align with their values. She explains that professionals don’t have to tolerate difficult clients and can proactively shape their client base through intentional marketing and positioning. Key topics include how to determine what makes a client "better" based on financial viability, compatibility, and service alignment, shifting marketing messaging to attract ideal clients, and overcoming money mindset challenges that prevent professionals from charging what they’re worth. Davina also discusses leveraging automation, refining business processes, and building a brand that naturally draws in high-value clients. This episode provides actionable strategies for law firm owners and service professionals looking to work with clients who align with their business and personal goals. Visit: https://therainmakingpodcast.com/ ------------------------------------------- For almost a decade, Davina Frederick has helped hundreds of women law firm owners increase their revenue (and profits!) by 30, 40, 50, and even 250 percent. She believes there's a way to wealth that doesn't sacrifice wellness. She knows this because she has lived it. Davina founded and grew her own successful law firm business with $5,000 in startup capital, $80,000 in student loan debt, and no backup plan. But she was hungry to succeed and confident that it was the right move. She hired an assistant, upgraded her office, added hundreds of clients, and drove revenue higher and higher. She was living the dream. But there was one problem: She was miserable. Davina was not just a litigator. She was the senior partner, managing attorney, firm administrator, and unofficial therapist for her clients and her team. She was depleted. Her marriage and health were unraveling. She started to worry she was going to drop dead from cardiac arrest before she found a solution. Hitting rock bottom forced her to think about what she wanted. She realized that what she wanted was more than just money. It was space. Flexibility to work when, where, and how much she wanted. Freedom to take time off without her business falling apart. So she took a leap: she launched a virtual law firm business with the help of a mentor who introduced her to the life-changing power of coaching. Her coach taught her that she could design a law firm that didn't destroy her life and health. In fact, it could enhance it. This changed everything. Davina built a business that ran itself. She worked less. She earned more. She took time off, and the business churned on. And now she takes everything she's learned, and she teaches other women law firm owners to do the same. ---------------------------------------- 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://www.wealthywomanlawyer.com/ https://www.linkedin.com/in/davinafrederick/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bruce LaFetra, business development strategist and "The Client Whisperer," about why the traditional business development process is broken and how rainmakers can fix it. Bruce explains that professionals often focus too much on selling their expertise rather than understanding how their services improve a client’s business. He shares how shifting the focus from “what we do” to “how we help” can simplify business development, differentiate professionals from competitors, and attract more ideal clients. Key topics include the importance of thinking like your best clients, redefining referrals as a process rather than a one-time event, and creating alignment between business development messaging and client expectations. Bruce also discusses how law firms and professional service providers can improve their approach by engaging in deeper conversations with clients, identifying their real needs, and positioning themselves as trusted advisors rather than just service providers. This episode provides practical strategies for professionals looking to refine their rainmaking approach and build more meaningful, long-term client relationships. Visit: https://therainmakingpodcast.com/ ------------------------------------------ Bruce La Fetra is a business development catalyst and speaker working with attorneys and law firms to fundamentally change how and who generates business. Focusing on its Best Clients sets in motion a virtuous cycle where revenue grows, profitability increases, and the business development cycle shortens as the firm attracts more of its Best Clients. Clients call Bruce The Client Whisperer because he interviews a firm's Best Clients to reverse-engineer that firm's secret sauce and gain highly credible and actionable insights. Bruce consults with small to mid-sized law firms, coaches individual attorneys, speaks to firms retreats, and Managing Partner peer groups. Bruce earned a degree in Economics, cum laude, from Claremont McKenna College and an MBA from the Tuck School at Dartmouth College. He is also a trained facilitator. Bruce isn't an attorney, but he is married to one. Bruce La Fetra The Client Whisperer Eastwood Strategy [email protected] (865) 230-9900 (call/text) https://LinkedIn.com/in/brucelafetra short whitepaper outlining my approach with 3 quick wins ==> https://EastwoodStrategy.com/TRP ---------------------------------------- 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Alay Yajnik, business development coach and founder of LinkedIn for Lawyers, about how professionals can leverage LinkedIn to grow their book of business. Alay explains that many attorneys and service professionals overlook LinkedIn as a business development tool, often seeing it only as a job search platform. He shares how professionals can use LinkedIn strategically to build relationships, generate referrals, and position themselves as thought leaders in their industry. Key topics include defining a clear LinkedIn strategy, optimizing your profile for business development, and focusing on referral sources rather than direct client outreach. Alay highlights the importance of building an audience, engaging with targeted content, and maintaining consistent activity to stay top of mind with potential clients and referral partners. He also shares actionable steps such as segmenting connections, leveraging influencer relationships, and creating engaging content that attracts the right audience. This episode offers a structured approach for professionals looking to use LinkedIn effectively to drive business growth. Visit: https://therainmakingpodcast.com/ --------------------------------------- My firm enables law firms and attorneys to grow their income, take more time off, and reduce their stress. We equip our clients with the clarity, capabilities, and confidence to build their Perfect Practice: the income they want, the time off that they need, while dramatically reducing the stress that is wrecking their quality of life. My book, "Staffing Up: The Attorney's Guide to Attracting Top Talent", is available on Amazon. My Biz Dev podcast, Lawyer Business Advantage, is available wherever you listen. What Makes Me Different: My "secret"? I'm not a lawyer. I'm a Silicon Valley M.B.A. who has led a $100+ million service business and built a $5+ million service business from the ground up. I put this experience to use with our law firm clients. When working with us, clients can expect an experience similar to what one would expect from a great athletic coach: ✔ Insight & Inspiration ✔ Knowledge & Tools ✔ Accountability & Motivation ✔ The occasional "push" ✔ Rapid Results Specialties Include: Law Firm Growth Strategy, Business Development Consultant, Law Firm Consultant, Practice Management Consultant, Lawyer Coach, Law Firm Marketing Consultant , Law Firm Growth Expert Check out our website for free resources and more info to boost your practice: lawfirmsuccessgroup.com Linkedinforlawyers.net lawfirmsuccessgroup.com https://www.linkedin.com/in/alayyajnik/ ---------------------------------------- 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Deborah Farone, legal marketing expert and author of Best Practices in Law Firm Business Development and Marketing, about how law firms can refine their marketing and business development strategies to stay competitive. Deborah shares insights from her extensive experience as a former CMO and consultant, highlighting the common pitfalls firms face when trying to generate new business and the importance of having a strategic, long-term approach. Key topics include why not all partners are naturally skilled at business development and how firms can provide the right training and support, the importance of role models in shaping a firm’s rainmaking culture, and how firms often jump into marketing tactics without a clear plan. Deborah also discusses the power of strategic networking, the role of business development training in law firm retreats, and how professionals can build and sustain valuable client relationships. This episode provides actionable strategies for law firm leaders and professionals looking to elevate their marketing efforts and generate meaningful client growth. Visit: https://therainmakingpodcast.com/ ------------------------------------ Deborah Farone has had the unique opportunity to play a role in developing the best practices in law firm marketing by working with the most respected and demanding professionals in the world. Her advisory practice focuses on helping professional service firms and individual lawyers in the US and abroad with their marketing strategy and department creation. She is known for business development training and development and strategic planning, as well as speaking at law firm partner retreats and workshops on related topics. Deborah is the author of the best-selling legal marketing book, “Best Practices: Marketing and Business Development for Law Firms” (PLI 2019), a work based on more than 60 interviews with successful law firm leaders and marketers, general counsel, and innovators in the profession. Over the past two decades, Ms. Farone has carved out a niche by distinguishing herself as the chief marketing officer of two of the United States’ most prestigious law firms, Cravath Swaine & Moore LLP and Debevoise & Plimpton LLP. Prior to diving into the legal marketing profession, she honed her business development and communications skills by working at the global management consulting firm Towers Perrin, now Willis Towers Watson, In her early days, she worked both in the new business department and as an account executive at Ketchum Communications, where she represented a large publicly-owned, technology-based toy company based in South San Francisco. Ms. Farone has been involved in the academic arena. She recently spoke at University of Pennsylvania’s Carey Law School, Cornell Law School, and Fordham Law School, and she has served as an adjunct Assistant Professor on the faculty of New York University. While at NYU, she developed and taught several courses, including “Effective Marketing and Public Relations for Professional Service Companies” and “Marketing and Public Relations for Law Firms,” the first course of its kind offered by a major university to ensure that law firms were creating operational business development departments. ---------------------------------------- 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://www.linkedin.com/in/deborahfarone/ Order Deborah’s book Best Practices in Law Firm Business Development and Marketing here: https://deborahfarone.com/best-practices/ For other resources and articles from Deborah, click here: https://linktr.ee/DeborahFarone Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Frank Kitchen, professional speaker and workplace culture expert, about how organizations can create a work environment that stimulates productivity and profits. Frank, known as the “Mindset Master Chef,” shares his insights on crafting a workplace culture where employees feel valued, engaged, and motivated to contribute at their highest levels. He emphasizes that culture is not just about leadership decisions but about fostering an environment where everyone can grow both personally and professionally. Key topics include defining workplace culture as an environment that stimulates growth, fostering collaboration between leadership and employees, and modeling behaviors that encourage contribution and engagement. Frank shares practical strategies for leaders to build trust, integrate new employees effectively, and retain top talent by focusing on development and mentorship. He also introduces the concept of “living fresh,” where organizations commit to helping employees achieve their personal and professional goals, creating a workplace people hunger to be a part of. This episode provides actionable insights for leaders looking to build a culture that drives both success and satisfaction. Visit: https://therainmakingpodcast.com/ -------------------------------------------------- Frank Kitchen, CSP is “The Mindset Master Chef. He works with Organizations around the world Organizations who want to Create a Workplace Culture their People Hunger For! Based in Phoenix, Arizona. Frank speaks on crafting the mindset needed to stimulate a workplace culture that positively impacts career advancement, productivity, and profits. He is a highly requested Keynote Speaker who recently was recognized as one of the top Professional Speakers in the world by earning his Certified Speaking Professional (CSP) designation from the National Speakers Association. Frank's "Kitchen Inspired" programs have been shared with professional associations, corporations, schools, colleges, universities, nonprofits, and civic groups around the world. When he isn’t speaking, Frank practices what he teaches. He currently serves as a volunteer and Board Chair for the Non-Profit organization Hustle PHX. Their team of staff and volunteers provide aspiring entrepreneurs in underserved urban communities with the resources needed to start and operate thriving businesses. To invite Frank to work with your team, please visit www.frankkitchen.com and learn more about his Keynote Speeches, Coaching Programs, and Books. ---------------------------------------- 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://www.linkedin.com/in/frankkitchen/ www.frankkitchen.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Ries, Director of Business Development at Offit Kurman, about proven strategies for attracting new clients. Jim shares his approach to business development, emphasizing the importance of proactive networking, consistent touchpoints, and positioning oneself as a valuable resource. He explains that building meaningful relationships—not just selling—is the key to long-term client acquisition. Key topics include leveraging in-person networking events by partnering with complementary professional service providers, creating structured virtual networking opportunities, and maintaining an active LinkedIn presence with relevant content. Jim also discusses the importance of consistently staying in front of prospects through newsletters, industry events, and personalized outreach. He highlights how business owners are often underserved by their current service providers, creating a prime opportunity for professionals to step in and build trust. This episode provides actionable insights for professionals looking to expand their client base through relationship-driven business development. Visit: https://therainmakingpodcast.com/ ----------------------------------- As Director of Business Development, Jim Ries drives revenue growth for Offit Kurman by helping business leaders and families of wealth address some of their most difficult challenges. Jim has access to a deep network of over 270 attorneys, and he is able to connect his clients to the right attorney who can resolve their legal disputes and protect their assets. Jim is a master networker, and his high-level connections call him for solutions when they don’t know who to call. Let Jim be your Legal Concierge. https://www.linkedin.com/in/jries/ Subscribe to Jim’s newsletter: https://offitkurman.com/java-with-jim/ ---------------------------------------- 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Jones, internationally acclaimed author and sales expert, about the power of using the right words to influence and persuade in business conversations. Phil, author of Exactly What to Say, shares how professionals can craft effective messaging that drives results by being intentional with their language. He explains that the difference between good and great salespeople often comes down to word choices and the ability to anticipate objections before they arise. Key topics include the importance of pre-planning conversations rather than improvising, recognizing and addressing known objections early, and focusing on three critical conversations: one personal, one leadership-related, and one revenue-generating. Phil introduces techniques to help professionals refine their communication, structure conversations to avoid resistance, and build trust through strategic questioning. He also discusses how organizations can integrate these skills into their culture to improve business development and client engagement. This episode offers valuable insights for anyone looking to improve their influence and close more deals with precision and confidence. Visit: https://therainmakingpodcast.com/ ---------------------------------------- You can read about Phil here: https://www.philmjones.com/ https://www.linkedin.com/in/philmjones/ Phil’s books: https://www.amazon.com/Exactly-What-Say-Influence-Impact/dp/1989025005/ref=sr_1_1?ie=UTF8&qid=1539165871&sr=8-1&keywords=phil+m+jones ---------------------------------------- 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Silvia Coulter, co-founding principal of LawVision, about strategic account management and how law firms and professional service providers can strengthen client relationships to drive long-term revenue growth. Silvia explains that firms often overlook the importance of proactively managing key client accounts, instead relying on passive relationship-building. She shares proven strategies for implementing a structured approach to client retention and expansion. Key topics include understanding a client’s business goals, aligning services with their strategic needs, and expanding relationships within an organization by identifying key decision-makers. Silvia also discusses the biggest challenges firms face when implementing strategic account management, such as internal resistance, lack of planning, and misalignment between client expectations and firm capabilities. She provides actionable steps for firms to build successful account management strategies, ensuring that clients remain engaged and satisfied. Whether you're in law, accounting, or consulting, this episode offers valuable insights into improving client loyalty and generating sustainable business growth. Visit: https://therainmakingpodcast.com/ --------------------------------- Silvia Coulter is a Co-founding Principal of LawVision. Silvia is widely regarded as one of the legal industry’s most experienced sales, key client planning, and leadership experts. Her experience includes working as a former strategic account executive and sales leader at a Fortune 50 company, a chief marketing and business development officer at two global law firms, and a consultant and facilitator to firms across the globe. Law firm leaders rely on Silvia’s experience and assistance with leadership development, strategic account analysis and planning, and business development strategy. She is a co-founder of the Legal Sales and Service Organization (Legalsales.org), a Past Elected President of the Legal Marketing Association, and an elected Fellow of the College of Law Practice Management. Silvia is the co-founder of BizDevGals, a certified businesswoman enterprise, to help women in professional services to achieve their revenue goals. She is a frequent speaker and facilitator at law firm retreats and legal industry meetings. ---------------------------------------- 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://lawvision.com/consultants/silvia-l-coulter/ https://www.linkedin.com/in/silviacoulter/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Thomas, networking expert and author of Who Do You Need to Meet?, about how professionals can strategically build relationships that drive business growth. Rob shares his proven system for identifying and connecting with the right people, emphasizing that networking should be intentional, not accidental. He explains how professionals can refine their approach to make valuable connections that lead to long-term opportunities. Key topics include the importance of defining your ideal contacts, leveraging existing relationships to gain introductions, and maximizing in-person and virtual networking opportunities. Rob discusses how to approach networking events with a strategy, the role of LinkedIn in making meaningful connections, and why following up effectively is crucial for long-term success. He also shares insights on refining your network by eliminating non-productive connections and focusing on high-value relationships. This episode provides actionable strategies for professionals looking to expand their influence and build a network that generates business opportunities. Visit: https://therainmakingpodcast.com/ -------------------------------- Rob Thomas is the Founder and President of RobThomasGLOBAL, and the creator of the Rob Thomas Method (RTM). He is an entrepreneur and the author of his book entitled, “Who Do You NEED to Meet? As an Executive Coach, and a dynamic public speaker, Rob works with business professionals of all kinds to help them enhance their networking skills to help them achieve business and personal success. Through his unique brand of networking, built on the age-old adage, “It’s not what you know, but who you know,” Rob teaches and coaches business owners, senior executives, sales professionals, and entrepreneurs on how to Identify, Maximize, Refine and Nurture your network of contacts. He is also the Director of Networking for the New York City Chapter of the National Speakers Association. Rob lives in Milford, Connecticut with his wife Jen, and his two sons, Christopher and Luke. A few interesting facts about Rob: first, he can’t sing or play the guitar, but he did work at Walt Disney World and is an Eagle Scout. All roads lead to www.robthomasglobal.com for more information and social media tags. https://www.linkedin.com/in/robert-l-thomas/ ---------------------------------------- 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Johnson, executive coach and author of The Servant Warrior Leader, about the power of emotional intelligence in leadership and business development. Phil explains that emotional intelligence is not just about managing emotions but about overcoming fear and resistance to change. He shares how professionals can develop self-awareness, build trust, and inspire discretionary effort from their teams and clients to achieve greater success. Key topics include understanding how emotional intelligence impacts leadership, the science behind energy exchange in relationships, and the role of mirror neurons in building trust and influence. Phil discusses how professionals unconsciously give away their energy and how they can reclaim it to become more effective leaders. He also covers practical strategies for overcoming resistance to change, shifting from ego-driven interactions to authentic leadership, and fostering a high-trust, high-engagement culture. This episode provides valuable insights for anyone looking to enhance their leadership impact and drive long-term business success. Visit: https://therainmakingpodcast.com/ ------------------------------------ The Master of Business Leadership program has been proven to offer executives a wealth of advantages. The curriculum was developed to acknowledge the challenges individuals and companies are facing both now and in the future. In addition to emotional intelligence, the program develops inspirational leadership, higher consciousness, and all the other necessary skills that have been proven to build a successful life, career, and organization. MBL alumni are living in the US, Canada, UK, Europe, Japan, Germany, Bosnia, Africa, Australia, the Middle East, and Saudi Arabia. “A very elegant system that works.” Rebecca Mih, PhD Berkeley Connect with Phil Johnson on Linkedin https://www.linkedin.com/in/philipjpjohnson/ MBL Alumni Videos https://www.youtube.com/channel/UCjfc3tV87p03JMDOXqDu8tQ EQ Daily Newsletter 📈 Subscribe https://lnkd.in/dqxVrFZK ---------------------------------------- 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with John Kormanik, former trial attorney and professional coach, about how legal professionals and service providers can identify their ideal clients. John explains that without a clearly defined target audience, professionals risk diluting their marketing efforts and attracting the wrong clients. He emphasizes that knowing exactly who you want to serve allows for more intentional business development and greater career satisfaction. Key topics include the three core elements of defining an ideal client—geography, demographics, and psychographics—and how professionals can use this framework to refine their outreach. John discusses how identifying a client "avatar" helps create more focused networking opportunities and strategic business decisions. He also shares insights on overcoming the scarcity mindset, setting boundaries to work only with ideal clients, and structuring client engagement for long-term success. Whether you're a lawyer, consultant, or business owner, this episode provides actionable steps to help professionals attract the right clients and build a thriving practice. Visit: https://therainmakingpodcast.com/ ------------------------------------- John R. Kormanik, Esq., is a Certified Professional Coach credentialed by the International Coach Federation, and also holds certifications as an ELI-MP, COR.E Leadership and Performance Dynamics, and DISC practitioner. Prior to launching his attorney-only coaching practice, John worked in the public sector as a Deputy Attorney General, in the private sector at a medium-sized law firm as both an associate and a partner, and also owned a law firm for 16 years. His 20+ years of experience as a practicing lawyer and law firm owner and a decades-long quest to be a world-changing entrepreneur, have equipped John to be able to guide his clients on a truly transformational journey. John lives in Boise, Idaho, and loves riding his mountain bike, being in nature, spending time with his family and friends, and starting each day with a walk with Olive, his yellow Labrador retriever. ---------------------------------------- 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: johnrkormanik.com https://jkormanik.pages.ontraport.net/avatar johnrkomanik.com/avatar Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Donna Griffit, global pitch and messaging expert, about how professionals can craft compelling pitch decks that win clients and investors. Donna, author of Sticking to My Story, explains that a great pitch isn’t just about data—it’s about storytelling. She shares how professionals can structure their pitch to engage their audience emotionally, making their message more persuasive and memorable. Key topics include the four-act structure of an effective pitch: identifying the client’s problem, introducing the solution, backing it up with data and social proof, and presenting a bold vision for the future. Donna also highlights common mistakes, such as leading with credentials instead of the client's pain points, and provides strategies for structuring presentations that keep audiences engaged. She shares tips on creating a simple, compelling message that resonates with decision-makers and turns prospects into clients. Whether you’re in sales, consulting, or professional services, this episode offers a powerful framework for improving your pitch and closing more deals. Visit: https://therainmakingpodcast.com/ ------------------------------------- Donna Griffit has worked globally for over 17 years with Fortune 500 companies, startups, and investors in a wide variety of industries, helping them create and deliver presentations, pitches, and messages; she knows how to spin raw data to drive results. ---------------------------------------- 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: Get Donna’s book here: www.stickingtomystory.com Connect on LinkedIn: https://www.linkedin.com/in/donnaabraham/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gary Brown, founder of Hatcher Advisory, about how he successfully scaled his accounting firm from two people to over 30 employees. Gary shares his insights on what it takes to grow a professional services firm, emphasizing the importance of investing in leadership development, building a strong culture, and focusing on high-quality client acquisition. He explains that while revenue growth is important, long-term success comes from developing people and creating an environment where employees feel engaged and motivated. Key topics include how to implement structured leadership training for both senior and junior team members, why company culture should prioritize joy and engagement, and the impact of selecting the right clients to maintain profitability and workplace satisfaction. Gary also shares lessons learned from rapid growth, including the importance of balancing expansion with financial stability and adapting to unexpected challenges like the COVID-19 pandemic. This episode offers valuable takeaways for firm owners and professionals looking to build a thriving, people-first business. Visit: https://therainmakingpodcast.com/ ------------------------------------- Gary Brown, Chief Hatcher of Hatcher Advisory, knows a thing or two when it comes to assisting businesses through times of financial transition. With an extensive background in finance and management, Gary has provided clients with valuable advice and clarity on a range of topics – from strategic investments to ways to maximize profitability while simultaneously increasing sustainability. He is noted for his combination of wit, friendliness, and professionalism, making him a trusted adviser among his clients. Gary's down-to-earth approach to money management not only puts business owners at ease but also ensures they have the very best advice available. When it comes to financial issues, having Gary by your side is definitely a winning strategy. ---------------------------------------- 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://www.linkedin.com/in/gary-brown-80677316a/ https://hatcher.com.au/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michele Correnti, branding expert and founder of Correnti Marketing, about how professionals can increase the number of high-quality inbound referrals. Michele explains that many professionals struggle with referrals because they fail to clearly communicate their brand and ideal client. She emphasizes that effective branding starts with identifying what makes you unique and ensuring that messaging is consistent across all platforms, from networking conversations to online presence. Key topics include defining an ideal client profile to attract the right referrals, aligning personal branding with business goals, and leveraging social media for greater visibility. Michele also discusses the stages of brand recognition—from awareness to preference and loyalty—and how professionals can build a strong reputation that naturally generates referrals. She shares practical tips on refining messaging, ensuring consistency across LinkedIn and websites, and using strategic content to stay top-of-mind. This episode offers actionable steps for professionals looking to enhance their brand and generate more business through word-of-mouth. Visit: https://therainmakingpodcast.com/ --------------------------------------- Michele was creating, managing, and executing marketing strategies for lawyers in-house for a law firm when she realized her true passion went beyond marketing into helping others find and discover the "why" behind their brand. Whether it is a colleague or an acquaintance, Michele feels an innate pull to learn what drives service professionals and business owners. She found that the best marketing strategies began with this "why" perspective and that most businesses miss this key step when developing and executing their marketing strategy. In 2018, Michele founded Correnti Marketing to serve lawyers and service professionals who are looking to dive into marketing but are not sure where to start. Our team starts by helping you discover your "why" to build + clarify your brand online. Michele is passionate about community, connection, and women’s empowerment. She is always looking to build up those around her. She also thoroughly enjoys a challenge and learning new skills, both personally and professionally. Outside of work, you can find Michele paddle surfing, in the kitchen cooking up a storm, spending quality time with friends and family, or—her latest challenge—learning to play pickleball! ---------------------------------------- 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://www.correntimarketing.com/resources https://www.linkedin.com/in/michelecorrenti/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Fretzin, legal business development coach and author of Sales-Free Selling, about how professionals can attract and convert clients without feeling like a salesperson. Steve explains that many lawyers and professionals resist business development because they associate it with aggressive sales tactics. Instead, he presents a structured, relationship-driven approach that focuses on asking the right questions, building trust, and allowing clients to convince themselves that they need your services. Key topics include the importance of qualifying prospects before investing time in proposals, the four key qualifiers (compelling reasons to change, commitment to action, decision-maker identification, and financial readiness), and strategies for running productive client meetings. Steve also discusses how to take control of conversations by setting clear agendas, developing rapport, and leading with curiosity rather than selling. Whether you’re an attorney, consultant, or professional service provider, this episode offers practical steps to create a repeatable, effective business development system without the pressure of traditional sales tactics. Visit: https://therainmakingpodcast.com/ --------------------------------------- Driven, focused, and passionate about helping ambitious Attorneys to reach their full potential, Steve Fretzin is regarded as the premier coach, skills trainer, and thought leader in business development. Over the past 17 years, Steve Fretzin has devoted his career to helping lawyers learn what they never learned in law school; business development and marketing. The goal is for Steve’s clients is to live the best possible life with balance, control, and happiness. In addition to writing four books on legal marketing and business development, Steve has a highly-rated podcast BE THAT LAWYER and has been featured in the Chicago Tribune, Crain’s and Entrepreneur.com. He has appeared on NBC News, WGN Radio and has written articles for Attorney at Law Magazine, the National Law Review, the American Bar Association, and the Illinois State Bar Association. You can also find his monthly column in the Chicago Daily Law Bulletin. ---------------------------------------- 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://www.fretzin.com/podcast https://www.linkedin.com/in/stevefretzin/ https://www.instagram.com/fretzinsteve/ https://www.facebook.com/salesresults https://www.youtube.com/@SalesResultsInc/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Simon Severino, CEO of Strategy Sprints and author of Strategy Sprints: 12 Ways to Accelerate Growth for an Agile Business, about how professional service firms can double their revenue in just 90 days. Simon shares his proven framework for streamlining operations, improving client acquisition, and optimizing internal processes to create sustainable, exponential growth. He explains that by simplifying business structures and focusing on key revenue-generating activities, firms can achieve faster results with less stress. Key topics include the seven essential stages of business growth—awareness, interest, engagement, closing, onboarding, delivering, and retaining—and how firms can optimize each stage for efficiency. Simon also introduces the concept of the referral engine, a system that helps firms generate new business by securing client referrals at strategically timed intervals. He highlights the importance of tracking key performance metrics, structuring marketing, sales, and operations into separate functions, and ensuring business leaders can step out of the weeds and focus on high-level strategy. This episode offers a blueprint for professionals looking to scale their firm quickly and effectively. Visit: https://therainmakingpodcast.com/ --------------------------------------- Simon Severino helps business owners run their companies more effectively which results in sales that soar. Trusted by Google, Roche, Consilience Ventures, Amgen, and AbbVie. He created the Strategy Sprints™ Method that doubles revenue in 90 days by getting owners out of the weeds. TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and member of the SVBS Silicon Valley Blockchain Society. ---------------------------------------- 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://www.strategysprints.com/ https://www.facebook.com/strategysprints/ https://twitter.com/strategysprints https://www.instagram.com/strategysprints/ https://www.linkedin.com/in/simonseverino/ https://www.youtube.com/channel/UCnSFgJd0CrsEdQdO21txR2A https://podcasts.apple.com/us/podcast/strategy-sprints/id1299008831 https://www.amazon.com/Strategy-Sprints-Accelerate-Growth-Business/dp/139860349X Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Kaye, CEO of Kaye/Bassman International and co-managing director of Sanford Rose Associates, about developing teams of rainmakers. With decades of experience in executive search and leadership development, Jeff shares insights on how firms can cultivate top producers by shifting from an individual contributor mindset to a leadership mindset. He explains that being a great rainmaker doesn’t automatically translate into being a great leader and that managing and inspiring a team requires a different skill set. Key topics include the importance of viewing team members as internal clients, building a culture of accountability and development, and balancing leadership with business development. Jeff highlights the power of situational leadership, treating people based on their individual motivations, and using humility to foster engagement and trust. He also shares practical strategies for identifying and coaching emerging rainmakers, avoiding common leadership pitfalls, and ensuring long-term retention. Whether you’re leading a small team or a large organization, this episode offers actionable insights to develop a high-performing, revenue-generating team. Visit: https://therainmakingpodcast.com/ --------------------------- Jeff Kaye is the Co-Chief Executive Officer of Kaye/Bassman International and Next Level Exchange and Co-Managing Director of Sanford Rose Associates®. For over three decades, Jeff has helped Kaye/Bassman International win Best Place to Work, workplace flexibility, and philanthropy awards while also propelling the firm to become the largest single-site search firm in the US. Fostering an environment of servant leadership, retention is unparalleled; over three dozen partners have been with the firm for over a decade. In 2007, Jeff used his Recruiting Training DVD set as a launching pad to grow Next Level Exchange, what is now the world’s largest training and consulting firm to the search and staffing industry. In 2012, he led the acquisition of Sanford Rose Associates and helped grow the number of offices by over 250% while growing the network revenues by over 1500% in less than a decade. Jeff is considered an industry expert in executive, professional and technical search; has appeared on CNN, FOX, Bloomberg, and NBC; and is quoted regularly in publications including USA Today, The Wall Street Journal, Business Week, Time, and Fortune. Jeff is also a frequent speaker within the staffing and human resources community and been featured in dozens of international training meetings and videos. He lives in Dallas with his wife, Tracy, and their three children. Track Record of Success for the Sanford Rose Associates Family of Companies: - Ranked as the 9th Largest U.S. Search Firm by Executive Search Review - 95%+ retention of all previously existing firms who have joined since acquisition in 2012 - Since acquisition, number of offices increased by just over 250% during which time revenues increased by over 1500% - Five consecutive years as #1 Business Services Firm by the Franchise Business Review - Over 240 recruiters hired and trained for our offices in the past 12 months - Parent company ranked as the #1 Best Place to Work by the Dallas Business Journal 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://www.kbic.com/team/jeff-kaye https://sanfordrose.com/ https://sanfordrose.com/welcome-to-sanford-rose-associates/management/ https://www.linkedin.com/in/jtkaye/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Joel Lalgee, social media strategist and Business Development Director at HireWell, about how professionals can leverage social media to build their brand and attract business opportunities. With over 173,000 LinkedIn followers, Joel shares his insights on creating engaging content, building relationships, and using digital platforms effectively to stand out in a crowded marketplace. Key topics include choosing the right social media platform based on your audience, the power of authenticity and vulnerability in content, and how to engage through comments before posting original content. Joel also discusses the importance of consistency, overcoming the fear of putting yourself out there, and using humor and storytelling to create memorable interactions. He shares actionable strategies for LinkedIn and TikTok, explaining how professionals can turn social media engagement into meaningful business conversations. This episode is packed with practical advice for professionals looking to enhance their digital presence and generate inbound opportunities. Visit: https://therainmakingpodcast.com/ --------------------------------- Joel Lalgee has a 8-year background in agency recruiting and currently works at Hirewell leading business development. He is a massive content creator that has generated over 200 million impressions in the last year on social media and has 175,000 followers on LinkedIn and 113k followers on Tiktok. Joel is not afraid to tell it how it is and provides real and authentic career insights from the lens of a recruiter. 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: Connect with Joel on twitter: https://twitter.com/humanheadhunter Connect with Joel on Linkedin: linkedin.com/in/joellalgee https://hirewell.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Todd Cherches, leadership expert, TEDx speaker, and author of Visual Leadership: Leveraging the Power of Visual Thinking in Leadership and Life, about how professionals can use visual thinking to communicate more effectively. Todd explains that people remember visuals far better than words alone, and by leveraging imagery, metaphors, and storytelling, professionals can enhance their influence, engagement, and clarity in sales and leadership. Key topics include using visuals to capture attention and improve retention, the power of storytelling to make complex ideas memorable, and practical strategies such as mind maps, flowcharts, and metaphors to simplify communication. Todd shares how professionals can structure their messaging visually to engage clients, make stronger impressions, and drive action. He also emphasizes the importance of being intentional with visual tools, tailoring them to the audience, and making communication more engaging and persuasive. This episode provides actionable insights for anyone looking to elevate their communication skills and become a more effective leader or salesperson. Visit: https://therainmakingpodcast.com/ ------------------------------ Todd Cherches is the CEO and Co-founder of BigBlueGumball, an innovative New York City-based consulting firm specializing in leadership development, public speaking, and executive coaching. He is also a three-time award-winning Adjunct Professor of leadership at NYU, a Lecturer on leadership at Columbia University, a TEDx speaker (“The Power of Visual Thinking”), and the author of VisuaLeadership: Leveraging the Power of Visual Thinking in Leadership and in Life (Post Hill Press/Simon & Schuster, 2020). For more information, go to www.toddcherches.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 www.toddcherches.com https://www.linkedin.com/in/toddcherches/ Todd’s book information: https://www.toddcherches.com/book Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Ifrah, founding partner of Ifrah Law and a recognized leader in gaming law, about how he built a niche practice and established himself as a go-to attorney in his field. Jeff shares his journey from government service to Big Law and eventually launching his own firm in 2009. He explains how he cultivated relationships, leveraged industry expertise, and positioned himself as a trusted resource in the online gaming and sports betting sector. Key topics include the importance of building a strong network, nurturing long-term client relationships, and delivering results that lead to organic referrals. Jeff discusses how attending industry conferences, staying connected with past clients, and consistently providing value helped him expand his firm’s reputation. He also highlights the role of trust, responsiveness, and being a "giver" in sustaining a thriving practice. Whether you're in law, professional services, or sales, this episode offers valuable lessons on developing a niche, earning credibility, and growing a business through meaningful relationships. Visit: https://therainmakingpodcast.com/ --------------------------------------- Jeff Ifrah advises online gaming and sports betting companies, digital advertising affiliates, and investors on their transactional, compliance, and licensing needs across the country, as well as in regulatory enforcement actions and white-collar litigation. He is a trusted advisor not only at the moment of crisis but all throughout the business cycle - from the beginning of a product launch, the formation of a corporation or licensing relationship, through the development of a marketing campaign, to a profitable exit. The growing online sports betting industry is spawning multiple public companies valued in the hundreds of billions of dollars. The valuable data assets collected by these electronic platforms offer ripe opportunities for M&A, so long as investors comply with the complex maze of gambling, privacy, and financial rules that may apply under state, federal, and foreign regulations. Jeff is the go-to lawyer for anyone wanting to mitigate these risks. Jeff represents companies in all areas of this rapidly expanding ecosystem, including startups seeking compliance counsel, investors looking for opportunities, government entities needing rule-making advice, and operators facing governmental actions. Founder of the Internet Development and Economic Association (iDEA), the non-profit association that advocates for the interests of the online interactive entertainment business, Jeff has wide experience and knowledge of the business and legal issues involved with sports betting, daily fantasy sports, social gaming, esports, iGaming, and mobile gaming, as well as cryptocurrency and blockchain technology. For companies that become targets for government scrutiny, Jeff’s litigation skills are without peer. He has been at the center of most of the important prosecutions and lawsuits in the online gaming industry, including the seminal Supreme Court case permitting states to legalize sports betting. His record of success has earned him international recognition as a white-collar criminal defense lawyer and litigator. Jeff has been recognized by Chambers USA for eleven years in a row. He is ranked in Band 1 nationally for Gaming and Licensing Law and is also recognized in the area of White Collar Crime and Government Investigations in the District of Columbia. 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://www.ifrahlaw.com/attorneys/a-jeff-ifrah/ https://www.linkedin.com/in/jeffifrah/ Scott’s keynote speaking brand: www.thesalescasino.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Janice Litvin, workplace wellness expert and author of Banish Burnout: Move from Stress to Success, about strategies to prevent and manage burnout. Janice explains that high-performing professionals often push themselves to exhaustion, failing to recognize the early signs of stress. She emphasizes the importance of self-awareness and daily rituals to maintain mental and physical well-being, allowing individuals to sustain high performance without sacrificing their health. Key topics include identifying "micro clues" that signal stress, such as disrupted sleep, changes in eating habits, or emotional exhaustion, and proactively incorporating habits like journaling, meditation, exercise, and meaningful social connections to prevent burnout. Janice also introduces the STOP Method—a simple framework for recognizing stress, pausing, and reframing negative thoughts. She highlights the importance of workplace cultures that support emotional intelligence and well-being, ensuring professionals can thrive in demanding environments. This episode provides practical tools for managing stress, fostering resilience, and sustaining long-term success. Visit: https://therainmakingpodcast.com/ ----------------------------- Janice Litvin is on a mission to help leaders and teams banish burnout in their organizations so they can come to work healthy, happy, and ready to work. She does this through keynote speeches, workshops, and accountability groups. She is president-elect of the National Speakers Association, Nor Cal chapter, recertification provider for SHRM and WELCOA, and a member of MPI (Meeting Planners International). 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://www.JaniceLitvin.com https://www.linkedin.com/in/janicelitvin/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with John Livesay, sales keynote speaker and author of The Sale is in the Tale, about the power of storytelling in sales. John explains how professionals can transform dry facts and figures into compelling narratives that build trust, engage prospects, and ultimately close more deals. He shares how storytelling activates the brain differently than traditional sales pitches, making messages more memorable and persuasive. Key topics include the four-part structure of a compelling sales story: exposition (setting the stage), problem (creating emotional stakes), solution (introducing the product or service), and resolution (demonstrating the transformation). John also introduces the concept of “case stories” instead of case studies, showing how professionals can create emotional connections that help prospects see themselves in the story. He discusses the 5-5-5 Rule for overcoming rejection and building resilience, as well as techniques for refining a personal "origin story" to create rapport. Whether you're in sales, recruiting, or professional services, this episode provides actionable strategies to elevate your business development approach through storytelling. Visit: https://therainmakingpodcast.com/ -------------------------------------- John Livesay, aka The Pitch Whisperer, is a sales keynote speaker where he shows companies’ sales teams how to turn mundane case studies into compelling case stories so they win more new business. From John’s award-winning career at Conde Nast, he shares the lessons he learned that turn sales teams into revenue rockstars. His TEDx talk: "Be The Lifeguard of Your Own Life" has over 1,000,000 views. Clients love working with John because of his ongoing support after his talk which includes implementing the storytelling skills from his best-selling book Better Selling Through Storytelling and online course "Revenue Rockstar Mastery." His new book, The Sale Is in the Tale, is a business fable set in Austin, TX, and is about a sales representative whose old ways of selling are not working anymore. The reader accompanies the rep on his journey and learns how to use storytelling and strengthen their soft skills to improve their professional and personal relationships. John is a guest lecturer on how to leverage the power of storytelling in sales at multiple universities including the University of Texas at Austin (UTLA), Pepperdine Graziadio Business school, and the University of Chicago Booth School of Business and his book is now required reading for the UTLA course on Entertainment and Media studies. He is the co-creator of The Superhero U which is a community to help people discover their superhero power and live a life full of confidence and creativity. 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: Text the word pitch to 66866 and get the book's first chapter for free. https://johnlivesay.com/ https://www.linkedin.com/in/jlivesay/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Meridith Elliott Powell, business strategist, keynote speaker, and author of Thrive: Turning Uncertainty to Competitive Advantage. Meridith shares her research-backed insights on how professionals and organizations can not only navigate uncertainty but use it as a catalyst for growth. Drawing from her study of businesses that have thrived for over 250 years, she presents a structured approach to embracing change and transforming challenges into opportunities. Key topics include the importance of adopting a mindset that sees uncertainty as opportunity, making decisions based on core values, and listening to clients to understand shifting needs. Meridith highlights strategies such as leveraging collaboration over competition, anticipating change before it happens, and using proactive planning to stay ahead of industry shifts. She also shares real-world examples of businesses that successfully adapted to market disruptions and outlines three actionable steps for professionals looking to strengthen their resilience and position themselves for long-term success. Visit: https://therainmakingpodcast.com/ -------------------------------- Meridith Elliott Powell is a business motivational keynote speaker who gets her audiences to do the impossible – take action! Voted one of the Top 15 Business Growth Experts to watch by Currency Fair, highly engaging corporate motivational keynote speaker Meridith Elliott Powell delivers a cutting-edge message, rooted in real-life examples and real-world knowledge. Meridith’s presentations are full of powerful content, highly interactive, and fun. She helps her clients learn leadership development, sales, and business growth strategies to turn uncertainty to competitive advantage. 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://www.meridithelliottpowell.com/ https://www.linkedin.com/in/meridithelliottpowell/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stephan Schiffman, legendary sales trainer and author of Cold Calling Techniques That Really Work, about how professionals can differentiate themselves in a competitive marketplace. With over 70 books on sales and decades of experience training over 500,000 professionals, Stephan shares his insights on effective prospecting, building trust, and positioning yourself as an expert rather than just another salesperson. Key topics include understanding that every business is a commodity and how to separate yourself by focusing on helping clients improve what they already do. Stephan emphasizes the importance of asking the right questions to uncover client goals, shifting from a “proposal” mindset to making a “recommendation,” and handling objections with confidence. He also shares how to navigate the modern sales landscape, including leveraging virtual meetings while still prioritizing personal connections. Whether you’re in sales, consulting, or professional services, this episode provides practical techniques to enhance your business development approach and close more deals. Visit: https://therainmakingpodcast.com/ --------------------------------- Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, CIGNA, and a host of other organizations throughout the world. He has trained over 500,000 professionals in over 9,000 companies. Steve is the author of over 70 best-selling sales books: Cold Calling Techniques (That Really Work!), Stephan Schiffman's Telemarketing, The 25 Sales Skills they don’t Teach at Business School, The 25 Sales Strategies that will Boost your Sales Today, The 25 Most Common Sales Mistakes, The 25 Sales Habits of Highly Effective Salespeople, Closing Techniques (That Really Work!), Asking Questions, Winning Sales, Getting to “CLOSED,” Sales Just Don’t Happen and The Big Bang. 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://steveschiffman.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Flora, VP of Sales and Marketing at Leopard Solutions, about building trust and rapport with client prospects. Phil shares insights from his 20+ years in professional sales, emphasizing that people do business with those they trust. He highlights the importance of authenticity, asking the right questions, and setting clear expectations to create long-term client relationships. Key topics include developing a client-centric sales approach, understanding the “buying journey” to align with client needs, and overcoming objections by positioning yourself as a trusted advisor. Phil also discusses how COVID-19 reshaped B2B sales, making virtual communication a key tool for building relationships. He shares actionable strategies for setting proper expectations, leveraging insights to add value, and maintaining consistent follow-up to strengthen client connections. Whether you’re in legal sales, consulting, or professional services, this episode offers practical guidance on fostering trust and driving business growth. Visit: https://therainmakingpodcast.com/ --------------------------------- Phil Flora, VP of Sales & Marketing, Leopard Solutions – Phil has been with Leopard Solutions since March 2020 and oversees all sales, marketing, and client support functions for Leopard Solutions. He has over 20 years of legal industry experience, working previously for ALM, Acritas, and Leadership Connect in a variety of roles but specifically focused on client development, retention, and satisfaction with law firms, legal recruiters, law schools, and legal technology providers. 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: [email protected] www.leopardsolutions.com https://www.linkedin.com/in/philflora/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Amber Hurdle, branding expert and CEO of Employer Brand Central, about how professionals can build a strong personal brand within a larger institutional brand. Amber explains that personal branding is not about self-promotion but about intentionally shaping how others perceive your value. She emphasizes the importance of self-awareness, strategic positioning, and leveraging branding to attract the right opportunities and business growth. Key topics include identifying your unique strengths through self-assessment and feedback, developing a subject matter expertise (SME) niche, and using content to establish authority in your industry. Amber also highlights the importance of LinkedIn as a branding tool, offering practical tips on posting consistently and engaging with your network. Whether you're in a law firm, consulting firm, or corporate environment, this episode provides actionable strategies to help professionals differentiate themselves and elevate their brand. Visit: https://therainmakingpodcast.com/ ----------------------------------- Amber Erickson-Hurdle helps organizations build reputations that attract, retain, and inspire top talent. As CEO of Employer Brand Central, Amber helps professionals connect the combined value of personal brands, employer brands, and business brands to increase market share and profitability, reduce turnover, and amplify satisfaction among customers and employees alike. Amber was recognized by Global Gurus for being among the top 30 brand professionals in 2020-2022, ranking #8 in the world for 2022. Although she is an in-demand keynote speaker, multi-award-winning consultant, and coach, she always finds time for her two adult kids, her Cavapoo Gibbs, and all of the outdoor activities she can squeeze in at home or on the road. 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: [email protected] employerbrandcentral.com https://www.linkedin.com/in/theamberhurdle/ https://www.linkedin.com/company/employer-brand-central/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Fletcher, marketing strategist and business development expert, about the importance of defining a clear target in professional services. Eric explains that many professionals fail to attract ideal clients because they don’t have a well-defined target, leading them to rely on chance rather than strategy. He emphasizes the need to develop a specific client profile and align business development efforts with clear goals. Key topics include how to create an ideal client profile by focusing on industry, revenue size, and key decision-makers, as well as identifying "allies"—trusted professionals who already have relationships with potential clients. Eric also discusses the benefits of refining a target over time, mapping out business development plans in six-month increments, and leveraging strategic networking to build valuable connections. This episode provides practical steps for professionals looking to enhance their client acquisition strategy and achieve sustainable growth. Visit: https://therainmakingpodcast.com/ --------------------------------- As a former Chief Marketing Officer, advertising agency Director and broadcaster, Eric Fletcher has more than 35 years of experience designing and implementing communication and go-to-market strategies for global accounting, consulting, law, and other professional service firms. His communication has been recognized with national awards from the advertising, marketing, and broadcast production communities. In the business development and sales arena he has designed and led successful individual pursuits for as much as $500 million in new business. And he has trained and coached more than 2000 professional service providers. Today he advises leadership teams as well as individual professional service providers in the creation of frameworks for marketing and sales strategies that align with values and mission, and instigate measurable organic growth. Eric is a TEDx speaker, a forbes.com contributor, the co-author of two books, a blogger on marketing, business development, and leadership (since 2002), and keynotes on leadership, the dynamism of vision, and conversations that matter. He is a former member of the CMO Advisory Board for Thomson Reuters and the Advisory Board for the SNHU Masters in Marketing program. He and his family reside in the Austin, Texas area. 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://www.linkedin.com/in/ericfletcher/ https://twitter.com/ericfletcher https://ericfletcherconsulting.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lee Coffee, executive coach, professional speaker, and former senior military leader, about building high-performance teams. Lee shares his leadership insights from his experience in the military and corporate environments, emphasizing the importance of trust, communication, and emotional intelligence in driving team success. He explains how leaders can create a psychologically safe environment where team members feel valued, motivated, and empowered to perform at their highest potential. Key topics include fostering trust as the foundation of leadership, managing ego to encourage collaboration, and leading with emotional intelligence to navigate difficult conversations effectively. Lee introduces the concept of putting stress between the person and the task—not between the leader and the person—when addressing performance issues. He also shares strategies for managing uncertainty, holding difficult conversations, and coaching team members to maximize their potential. This episode provides actionable steps for leaders looking to cultivate stronger, more engaged, and high-performing teams. Visit: https://therainmakingpodcast.com/ --------------------------------- Lee N. Coffee, Jr. is an expert at Maximizing Human Potential. He held multiple positions of increasing responsibility during 24 years of Active Federal Service (AFS) in the U.S. Army, ultimately serving as the advisor to a Two-Star General. His talents have contributed to various industries, including Executives in Healthcare, the Department of Justice, Financial, Insurance, Prisons, Museums, and Police Organizations. Lee coaches to the human soul. The focal point in a coaching relationship is the well-being of the client. To achieve the best outcomes, Lee and his clients co-create a safe space based on trust, open communication, and mutual respect. He combines the creativity of storytelling with the analysis of philosophy, psychology, nursing, and leadership best practices to offer a multidisciplinary coaching synthesis. The central focus of a Diversity, Equity, and Inclusion workshop are for participants to recognize the humanity of others. 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: www.torescue.com https://www.linkedin.com/in/lee-coffee/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bruce Lafetra, business development strategist and speaker, about achieving clarity in business development. Bruce explains how law firms and professionals can attract their best clients by identifying what truly makes them valuable. He emphasizes that clients don’t hire professionals for the work they do—they hire them for what they can accomplish because of that work. By shifting their perspective, firms can focus on attracting the right clients while eliminating those who drain resources and profitability. Key topics include how to identify ideal clients, understanding why they choose your firm, and leveraging those insights to generate more high-value business. Bruce shares the importance of interviewing best clients to uncover their real reasons for working with you, using storytelling to highlight differentiation, and refining marketing messaging to remove self-centered language. He also discusses the "us, we, our" test—an exercise to shift the focus from the firm to the client. This episode offers actionable strategies for firms looking to build stronger relationships, increase profitability, and create a sustainable business development strategy. Visit: https://therainmakingpodcast.com/ --------------------------------- Bruce La Fetra is a business development catalyst and speaker working with attorneys and law firms to fundamentally change how and who generates business. Focusing on their Best Clients sets in motion a virtuous cycle where revenue grows, profitability increases, and the business development cycle shortens as the firm attracts more of its Best Clients. Clients call Bruce The Client Whisperer because he interviews a firm's Best Clients to reverse-engineer that firm's secret sauce and gains highly credible and actionable insights. Bruce consults with small to mid-sized law firms, coaches individual attorneys, and speaks to firms retreats, and Managing Partner peer groups. Bruce earned a degree in Economics, cum laude, from Claremont McKenna College and a MBA from the Tuck School at Dartmouth College. He is also a trained facilitator. Bruce isn't an attorney, but he is married to one. 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: [email protected] https://LinkedIn.com/in/brucelafetra Link for whitepaper: https://EastwoodStrategy.com/TRP Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Darryl Cross, sales coach and author of Cultivating Excellence, about building a high-performance culture for rainmakers. Drawing from his experience as the first in-house sales coach at Norton Rose Fulbright, Darryl shares how professionals can develop a growth mindset, embrace coaching, and continuously refine their sales approach. He emphasizes that success isn’t about working harder but about making small, incremental improvements that lead to lasting impact. Key topics include the importance of team-based sales, focusing on a core group of high-value relationships, and shifting from a transactional mindset to a client-centric approach. Darryl also introduces the concept of functional reserve—unlocking untapped potential by overcoming complacency and self-imposed limitations. He explains how professionals can apply lessons from elite training programs, such as those used by astronauts and top athletes, to build resilience and improve performance. This episode is packed with actionable insights for professionals looking to elevate their business development skills and drive long-term success. Visit: https://therainmakingpodcast.com/ -------------------------------- Darryl Cross serves as the first in-house coach for Norton Rose Fulbright where he builds scalable sales programs and helps partners build their own impactful practices that mutually benefit clients and the firm. He has more than 25 years of experience in the legal industry and is an internationally known expert on high performance. His experience includes serving as a law firm Chief Marketing Officer, Vice President of Performance Development and Coaching at LexisNexis, and Head of Global Sales Enablement for Intapp. Darryl also served as the head of the Sales Skills and Methodology global strategy team for Amazon Web Services (AWS) and was the founder of HighPer Teams, a high-performance consultancy. Darryl has researched astronauts, pilots, athletes, Navy SEALs, surgeons, trial lawyers, and other professions where the high consequences for failure demand a higher standard of preparation. He has spoken to over 10,000 lawyers and business executives from over 100 countries on five continents on how to maximize performance and business results. Darryl is an evangelist on using the power of team dynamics to improve personal performance. He is the only Certified Team Performance Coach dedicated to the legal industry. To recharge his batteries, Darryl volunteers as the Head Coach of the Washington (D.C.) Irish Rugby Football Club, speaks to audiences on physical well-being for busy executives and enjoys chasing his 4-year-old granddaughter around the playground the best he can. 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: Book: Cultivating Excellence https://www.amazon.com/gp/product/B071NN3B43/ref=dbs_a_def_rwt_hsch_vapi_taft_p1_i0 https://www.linkedin.com/in/darrylcross/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Blane Prescott, managing shareholder of Mesa 5, about the counterintuitive challenges law firms face with partner compensation. Blane, an expert in law firm strategy and growth, explains how traditional compensation models often fail to motivate partners effectively and why incentives alone don’t create new rainmakers. He highlights the need for firms to focus on aligning compensation with each partner’s strengths rather than enforcing a one-size-fits-all approach. Key topics include why financial incentives don’t drive business development skills, the risks of relying too much on profitability metrics, and how excessive data can create confusion and dissatisfaction. Blane also discusses the differences between open and closed compensation models, the importance of trust and leadership in firm culture, and why law firms should track origination credits fairly. This episode offers valuable insights for law firm leaders looking to refine their compensation structures and create a more engaged, high-performing partnership. Visit: https://therainmakingpodcast.com/ ---------------------------------- Blane Prescott is a consultant and the Managing Shareholder with MesaFive, LLC, (www.mesafive.com) and has more than 30 years of experience working in the legal profession. He works with law firms and in-house counsel throughout North America, Asia, and Europe. MesaFive, LLC is a boutique management consulting firm serving law firms and in-house legal departments and focuses on strategy, structure, and growth. 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://www.linkedin.com/in/blane-prescott-98506948/ https://www.mesafive.com/ Here is the link to the article: https://www.mesafive.com/_files/ugd/992d67_89f5c27db09241f4a6db8c7918b5dd1e.pdf All Articles: https://www.mesafive.com/insights Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Dewey, business development expert and author of Power Grids, about building high-value professional networks that drive business growth. Eric explains the difference between traditional networking and creating a "power grid"—a curated, strategic network of 150 key connections that foster meaningful relationships, generate opportunities, and provide valuable insights. He shares actionable strategies for professionals looking to strengthen their business development efforts through intentional and systematic relationship-building. Key topics include the essential characteristics of a strong power grid—broad, deep, diverse, and responsive—along with how to categorize connections into key roles such as navigators, decision-makers, influencers, and referral sources. Eric also introduces his four-step framework for outreach: Share, Care, Pivot, and Plus Up, helping professionals make their outreach efforts more effective and engaging. Whether you're an attorney, consultant, or professional service provider, this episode provides a structured approach to developing a powerful network that consistently delivers results. Visit: https://therainmakingpodcast.com/ ------------------------------------- Eric Dewey, MBA is an expert in driving growth and market penetration in professional service firms. His experience includes the chief marketing executive roles in four law firms including two AmLaw 200 law firms and the largest plaintiffs’ securities class action firm in the U.S. With over 25 years of marketing and business development experience in the legal, financial services, and commercial real estate industries, Dewey brings executive level leadership, sound business judgment, innovative strategies and a breadth of practical knowledge to his engagements. 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: Amazon Link to book: Power Grids by Eric Dewey ( http://tiny.cc/dffzuz ) Link to the Admin Support for Business Development handout from the book. Use Code ‘Power Grids’ ( https://www.elegaltraining.com/product-page/administrative-support-for-business-development ) Link to eLegal Training course catalog ( http://tiny.cc/effzuz ) https://www.linkedin.com/in/ericgdewey/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business development expert, professional speaker, and co-author of Rainmaker Confidential. Mark shares his insights on crafting effective business development strategies and positioning yourself as a trusted advisor by focusing on outcomes rather than titles or services. Drawing from decades of experience, Mark provides actionable advice for building a strong foundation in business development that leads to sustainable success. Key topics include the importance of a defining statement to articulate the outcomes you deliver, creating a profile of your ideal client to focus efforts effectively, and maintaining a mix of strategies for consistent results. Mark emphasizes the value of identifying your referral sources, fostering authentic relationships, and leveraging a clear understanding of what drives client satisfaction. This episode offers practical tools for professionals seeking clarity and direction in their business development efforts. Visit: https://therainmakingpodcast.com/ -------------------------------- Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one-to-one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business. https://www.markleblanc.com/ If you like what you have heard from Mark during this interview, I would encourage you to go to his website and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever! Check out Mark's electronic version of his book, Growing Your Business! www.growingyourbusiness.com Mark also is the coauthor, along with Scott Love and Henry Devries, of Rainmaker Confidential. For more information about the book visit www.rainmakerconfidential.com. You can order the book through your favorite book retailer here: https://rainmakerconfidential.com/book/ 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Darrell Amy, author of Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Darrell shares his insights on creating exponential revenue growth by aligning sales and marketing strategies to achieve measurable, sustainable results. Drawing on his extensive experience in sales leadership and digital marketing, he provides actionable steps for business leaders to optimize their growth strategies and leverage opportunities. Key topics include the two drivers of exponential growth—acquiring new clients (net new) and increasing revenue from existing clients (cross-sell)—and how aligning these areas can double revenue in just 36 months. Darrell emphasizes the importance of focusing on client outcomes rather than products, mapping out the client experience to identify friction points, and creating a seamless journey from onboarding to cross-selling. He also discusses setting clear goals, identifying ideal clients, and fostering a culture where everyone in the organization contributes to revenue growth. This episode offers a roadmap for leaders to fine-tune their strategies and build a high-performing revenue engine. Visit: https://therainmakingpodcast.com/ ------------------------------------- Darrell knows how to help businesses grow. Rolling up his sleeves, he works behind the scenes with executives, sales leaders, and marketing professionals to develop and execute revenue growth strategies. He knows what works and what doesn’t, and he is sharing this information in his new best-selling book "Revenue Growth Engine: How To Align Marketing and Sales to Accelerate Growth". Over the past 27 years, Darrell has been a leader in sales and marketing, giving him a unique perspective on sales and marketing alignment. In sales, he has trained over 1,000 salespeople and developed training programs for multiple Fortune 500 companies. Since 2004, he has also led a marketing agency, helping companies leverage the latest digital marketing strategies. As a member of the Forbes Business Council and the C-Suite Network Advisors team, Darrell advises executives on ways to grow. He co-founded Convergo, a firm that helps companies align marketing and sales to drive growth. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast. As a board member of several non-profit organizations, Darrell is especially passionate about helping companies increase revenue so they can give back to their communities and impact the world. 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: Website: https://www.revenuegrowthengine.com/ Free Tool Kit: https://www.revenuegrowthengine.com/free-tool-kit RGE LinkedIn: https://www.linkedin.com/company/revenue-growth-engine/ Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Laura Leopard, founder of Leopard Solutions, about the ongoing challenges women face in Big Law and the alarming trends of mid-career women leaving the industry. Laura shares insights from her extensive research, including surveys and data analysis, which reveal that the top reasons for women exiting the legal profession include a lack of mentorship, limited opportunities, and feelings of being unsupported in their workplaces. Key topics include strategies for law firms to improve retention, such as implementing meaningful mentorship programs, addressing unconscious bias, and providing flexible work arrangements. Laura highlights successful initiatives from law firms, like amplification strategies to ensure women’s voices are heard in meetings and centralized tracking systems to ensure equal opportunities. She also discusses the critical need for fair promotion practices and the importance of male allies in calling out workplace sexism. This episode offers actionable solutions for fostering equity and creating an environment where women can thrive in the legal profession. Visit: https://therainmakingpodcast.com/ ------------------------------------ Laura Leopard is the founder and CEO of Leopard Solutions, which provides the world's largest and most accurate law firm database for legal recruiters, attorneys, law firms, corporations, and law schools. 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: Download the Women Leaving Law report here: https://www.leopardsolutions.com/index.php/thought-leadership/women-leaving-law-research-report/. Leopard Solutions Thought Leadership Page: https://www.leopardsolutions.com/index.php/thought-leadership/ Leopard Solutions Upcoming Events: https://www.leopardsolutions.com/index.php/events/ View all past webinar recordings for Leopard Solutions here: https://www.youtube.com/channel/UCi7McSCNOioHoUuSM1G_ZCQ/videos?view=0&sort=dd&shelf_id=0 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Mary Kelly, leadership expert, economist, and author of Who Comes Next? Leadership Succession Planning Made Easy. Mary shares her expertise on succession planning and why it is critical for organizational continuity and long-term success. She emphasizes that succession planning is not just about preparing for the departure of top executives but also about ensuring that key roles throughout the organization are covered to avoid disruptions. Key topics include how to integrate succession planning into a strategic plan, identifying and preparing future leaders at all levels, and addressing common pitfalls such as reluctance to plan for leadership transitions. Mary shares actionable steps for starting the succession planning process, including evaluating key roles that would significantly impact the organization if left vacant, aligning succession planning with the company’s strategic goals, and fostering transparency and collaboration across the team. This episode offers practical advice for leaders to ensure their organization’s resilience and future success. Visit: https://therainmakingpodcast.com/ ------------------------------------------------- Mary Kelly is a graduate of the United States Naval Academy and spent over 20 years on active duty in intelligence and logistics. She retired from the Navy as a commander. She has masters’ degrees in history and economics, and a PhD in economics. With over 20 years combined teaching experience at both the Naval Academy and at Hawaii Pacific University, she taught economics, finance, history and management. She has extensive experience in business coaching, management, economics, finance, banking, insurance, real estate, government, organizational leadership, communication, business growth, teamwork, strategic planning, human resources, customer service, time management, and project development. Links: https://productiveleaders.com/ https://productiveleaders.com/podcast/ Get Mary Kelly’s book “Who Comes Next?” Here: https://whocomesnext.com/ https://www.linkedin.com/in/drmarykelly/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Laurie Gilbertson, a former prosecutor, legal analyst, and founder of Tribeca Blue Consulting, about the critical role of communication in professional success. Laurie challenges the misconception that communication is a "soft skill" and instead positions it as a vital leadership tool. She shares strategies for developing clarity, confidence, and creativity in communication, whether it’s for public speaking, courtroom presentations, or media appearances. Key topics include understanding that effective communication is about the audience, not the speaker; the importance of listening as a key communication skill; and how storytelling can create impactful and memorable connections. Laurie also discusses the challenges of communicating in a virtual world, emphasizing the need to adapt and connect authentically through platforms like Zoom. This episode offers practical advice for professionals looking to enhance their communication skills and build stronger relationships in business and beyond. Visit: https://therainmakingpodcast.com/ --------------------------------------------- Laurie Gilbertson is a former New York City sex crimes and organized crime prosecutor, television legal analyst, educator, and entrepreneur. As the owner of Tribeca Blue Consulting, she helps professionals communicate with clarity and confidence in their public speaking, presentations, trial work, and media appearances. Laurie is passionate about helping people present their ideas in creative and persuasive ways that engage their audiences. As a former trial lawyer and television legal analyst, she shares insider’s tips and tricks from her experiences in front of judges, juries, and live television audiences to help her clients get the most out of their presentations and public speaking. Laurie works with her clients through group training and one on one coaching to develop their personal and professional narratives, craft the hooks that draw their audiences in, and curate the stories that keep them listening and wanting to learn more. This means more attention and success to them and their businesses and more clarity and confidence in their communications. Laurie is a graduate of Cornell University and American University, Washington College of Law. She traded big city life for the beauty of Colorado when she and her family moved to Denver from New York several years ago. You can find her reading in her backyard, running (slowly but surely) in the park, hiking in the mountains, or watching a sporting event or dance competition involving her three awesome teenagers. 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: www.tribecablueconsulting.com https://www.linkedin.com/in/lauriegilbertson/ [email protected] Conference Links: https://www.naps360.org/page/ConferenceOverview The National Association of Personnel Services; Conference dates: Oct 2 – 4, 2022; Alexandria, VA www.sanfordrose.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Mike Lipkin, internationally renowned motivational speaker and author of The Potentiator: How to Create Breakthroughs with Others in a Post-Pandemic World. Mike introduces the concept of a "potentiator"—someone who brings out the best in others and builds strong, meaningful connections that lead to extraordinary outcomes. He shares insights into how professionals can develop a "moonshot mindset" to pursue bold ambitions and navigate a world defined by constant change and uncertainty. Key topics include the five potentiator practices: knowing your game (defining your goals and value proposition), building robust resilience (learning from setbacks and adapting), being courageously creative (taking bold, calculated risks), communicating like a champion (clarity, authority, reassurance, and empowerment), and cultivating close connections (building a network of fans, advocates, mobilizers, and evangelizers). Mike emphasizes the importance of resilience, experimentation, and cultivating relationships that expand your impact. This episode is packed with actionable strategies to help professionals lead with purpose and maximize their potential. Visit: https://therainmakingpodcast.com/ -------------------------------------------- Mike Lipkin is one of Canada’s preeminent speakers. In 2021, he spoke to over one hundred thousand people in nineteen countries and delivered 150 programs internationally; almost every working day, excluding public holidays and travel days, he was talking to an audience somewhere on the planet. Mike knows meetings. In fact, his life is one long conversation. Mike is president of Environics/Lipkin, the motivation and sales empowerment practice of Environics Research Group— one of Canada’s leading research houses. The distinctions that he has gathered from talking to a million people in forty-three countries, combined with the insights from the celebrated Environics social values research, is how he offers his clients the best of all worlds: a powerful blend of ideas, principles, and observations that will help you achieve preeminence one conversation at a time. Mike has authored eight best-selling books. His newest book is The Potentiator - How to Create Breakthroughs with Others in a Post-Pandemic World. https://potentiator.mikelipkin.com/ Mike is also a certified Leadership Circle Profile coach. He specialized in engaging with c-level decision-makers to build organizational capability and create outcomes that matter most. 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://www.mikelipkin.com/ Get Mike’s book here: https://potentiator.mikelipkin.com/ https://www.linkedin.com/in/mikelipkin/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Mike Mooney, author of Reputation Shift: Lessons from Pit Road to the Boardroom, about building a revenue-generating reputation. Drawing on his 25 years in motorsports and his experience with major brands like NASCAR and Mercedes-Benz, Mike shares how professionals can proactively shape their reputation to drive trust, referrals, and business success. He highlights the critical role of values, consistency, and time in building a reputation that aligns with personal authenticity and organizational goals. Key topics include the importance of understanding reputation as a revenue driver, using tools like the "Says Who" method to address potential reputation risks, and anticipating industry challenges to differentiate your brand. Mike emphasizes aligning personal values with organizational values and adopting proactive strategies to turn potential challenges into opportunities for trust and growth. This episode provides actionable insights for professionals looking to leverage their reputation as a key business asset. Visit: https://therainmakingpodcast.com/ -------------------------------------------- It would be easy to say that Mike Mooney’s career has been going in circles for more than 25 years in the high-speed world of professional motorsports. An award-winning executive, Mike built and protected the reputations of global brands such as Mercedes-Benz, 3M, NASCAR, Sunoco, Tylenol, Walmart, Sprint, Kellogg’s, and Eli Lilly. Having worked with championship drivers and teams for decades, Mike saw the power and results of continuous improvement, mindset, and peak performance. With a passion for personal empowerment and results, Mike left a high-visibility and high-performing career to share his experiences and lessons as a professional speaker to help organizations and leaders find people-centered speed. Mike speaks, coaches, and consults with people who recognize that shifting is the new norm. He guides his audiences to proactively identify where, when, and how to shift in order to stay on track and in a position to win! His breakthrough book, Reputation Shift – Lessons from Pit Road to the Boardroom, is a toolbox with ready-to-use personal branding strategies for people who want to create greater personal and professional opportunities in their lives. 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: Website: https://www.mikemooney.com/ LinkedIn: https://www.linkedin.com/in/mike-mooney-0a242b4/ YouTube: https://www.youtube.com/channel/UCV_pB--cym8DqyY0RvEYEfQ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Guillaume Wiatr, strategic narrative expert and author of Strategic Narrative: A Simple Method That Business Leaders Can Use to Transform Their Business. Guillaume explains the concept of a strategic narrative as a leadership tool that aligns teams, mobilizes clients, and drives innovative adoption by creating a system of stories that inspire and engage stakeholders. He highlights the difference between closed-ended stories and open-ended narratives, emphasizing that the latter invites collaboration and client participation. Key topics include the four dimensions of Guillaume's Strategic Narrative Canvas: the origin story, the external opportunity, the perspective story (a reason to disagree with competitors), and the product story. Guillaume also shares actionable steps for leaders to map their stakeholders, refine their messaging, and create space for clients to co-create the narrative. This episode offers a roadmap for turning complex business challenges into opportunities by fostering alignment and engagement through storytelling. Visit: https://therainmakingpodcast.com/ -------------------------------------------- Guillaume is the author of Strategic Narrative: A Simple Method That Business Leaders Can Use to Make Everyone Understand Their Business, Get Behind it and Believe In It. His company, MetaHelm, guides CEOs, founders, and business owners to align teams and accelerate innovation adoption. A former big-firm strategy consultant, Guillaume has founded four ventures. He is sought after by senior executives of companies like Alaska Airlines, the Gates Foundation, Generations For Peace, AIG, L’Oréal, Spencer Stuart, GAP, Google, Microsoft, and the US and French governments. After helping to save a 20M euros venture during the dot-com boom, Guillaume went on a mission to turn every company into a source of inspiration that few can resist. Guillaume teaches and mentors entrepreneurs at startup incubators, EMLyon international business school, and the University of Washington Master of Science in Entrepreneurship, ranked #3 in the US. 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: Download Guillaume's free ebook at https://www.metahelm.com/getstrategicnarrativebook/ Connect with Guillaume on Linkedin: https://www.linkedin.com/in/guillaumewiatr/ Get Guillaume's email insights: https://www.metahelm.com/the-next-narrative/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Lou Diamond, a master connector, podcast host, and author of Speakeasy: Connect with Every Conversation. Lou shares his insights on creating meaningful connections through authentic conversations that prioritize curiosity, empathy, and generosity. By focusing on how to "speak easy," he offers practical advice for fostering impactful dialogue that leads to deeper relationships and business growth. Key topics include overcoming selfishness in communication, shifting from talking and telling to asking and listening, and embracing curiosity as the foundation of great conversations. Lou introduces actionable frameworks, such as the VOICE model (Visualize, Opportunity, Identity, Charisma, Energy) and B5G (Be Brief, Be Bright, Be Gone), to help professionals elevate their interactions. Whether you're leading a team, engaging clients, or seeking personal growth, this episode provides valuable tools to transform how you connect with others. Visit: https://therainmakingpodcast.com/ -------------------------------------- Lou Diamond is a dynamic speaker and master connector who will energize and motivate your organization to explode your sales, retain your clients and build a thriving culture. He has consulted and mentored top performers at hundreds of companies the world over. Lou inspires audiences to feel they can conquer the world.... and make tons of great new connections doing it. Lou has over 25 years of experience in sales, relationship management, business development, and executive mentoring. He is an international keynote speaker, consultant, leadership & performance mentor, best-selling author, podcast & TV host, and CEO of Thrive, a company focused on making the most amazing people, businesses, and brands become even more amazing through the power of connecting. Thrive pushes today's true disruptors to tap their ability to connect in ways that inspire them toward unprecedented levels of success. Through consulting and strategic workshops, Lou and his team at Thrive will propel you and your team to new heights -- Turning top producers into amazing leaders by escalating their own success and helping them inspire others to succeed, too. 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: www.thriveloud.com www.speakeasybook.com https://podcasts.apple.com/us/podcast/thrive-loud-with-lou-diamond/id1232947138 https://www.linkedin.com/in/thriveloud/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Andy Paul, renowned sales expert and author of Sell Without Selling Out, about transforming the sales process by adopting a "selling-in" mindset. Andy challenges the traditional "selling out" approach, where sellers prioritize their interests over the buyer's, and introduces the concept of building authentic connections, fostering trust, and focusing on understanding the client's needs to deliver genuine value. Key topics include the four pillars of the selling-in mindset: connection, curiosity, understanding, and generosity. Andy explains how to ask insightful questions, focus on the buyer's priorities, and create a positive decision-making experience. He also shares strategies for being intentional with client interactions, ensuring every meeting or conversation brings the buyer closer to making a decision. Whether you're a professional looking to refine your business development skills or improve client relationships, this episode offers a practical framework for selling effectively without compromising authenticity. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Andy's hit "Accelerate Your Sales" podcast was acquired by Revenue.io in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week. Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. And he has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub and more, making him one of the leading voices in the sales industry today. 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: Website: www.andypaul.com Linkedin: https://www.linkedin.com/in/realandypaul/ Buy Andy’s book, Sell Without Selling Out: https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ivy Slater, an entrepreneur, certified business coach, and internationally best-selling author, about building authentic business relationships. Ivy shares practical strategies to overcome the fear of networking, develop meaningful connections, and translate those relationships into business opportunities. She emphasizes the importance of showing up authentically, being curious, and focusing on personal connections to foster trust and long-term business growth. Key topics include preparing for in-person networking events, asking thoughtful questions to build genuine rapport, and maintaining a system to track and nurture relationships over time. Ivy also highlights the value of follow-up and follow-through, such as scheduling check-ins, remembering personal details, and creating opportunities for deeper conversations. Whether you’re just starting to network or looking to refine your approach, this episode is filled with actionable insights for building a network that drives both personal and professional success. Visit: https://therainmakingpodcast.com/ --------------------------------------- Ivy Slater is the CEO of Slater Success, a boutique training, consulting and coaching company focused on growth strategies and leadership development for high-level, service-based businesses. Ivy is a professionally certified business coach, speaker, internationally bestselling author, and podcast host. She's scaled her own two businesses to multiple 6 & 7 -figures and speaks nationwide on the topics of leadership, sustainable growth, and the value of relationships. In 2020, she was a recipient of a Power Women of New York and of Long Island award, presented by Schneps Media. 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://www.linkedin.com/in/ivyslater/ www.slatersuccess.com Learn more about your ad choices. Visit megaphone.fm/adchoices

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, host Scott Love interviews Professor Heidi K. Brown, author of The Flourishing Lawyer: A Multidimensional Approach to Performance and Well-Being. Heidi shares her insights on how lawyers and professionals can thrive by adopting a holistic, multidimensional approach to their careers. Drawing on her background in law and her studies in positive psychology, Heidi emphasizes the importance of viewing professionals as "scholar-athletes" who can enhance their performance through intentional focus on well-being and resilience. Key topics include the ten dimensions of fitness for professionals, such as emotional, intellectual, creative, and caregiving dimensions, as well as finding meaning and purpose in work. Heidi introduces concepts like the Individual Zone of Optimal Functioning (IZOF), which helps individuals identify their unique environments for peak performance, and "eustress," the positive form of stress that motivates growth. With practical strategies for managing stress, cultivating creativity, and building resilience, this episode offers a refreshing perspective for professionals looking to not just survive but truly flourish in their careers. Visit: https://therainmakingpodcast.com/ ---------------------------------- Having suffered from extreme public speaking anxiety throughout law school and law practice, Heidi’s passion lies in researching, studying, and writing about introversion, shyness, social anxiety, and extreme public speaking anxiety in the legal context—and helping quiet law students and lawyers amplify their authentic advocacy voices. Based on her research, she was appointed to serve as a Board Member of the Association of American Law Schools' Committee on Balance in Legal Education. She also won the Global Legal Skills Award at the Global Legal Skills Conference at the Collegio di Giurisprudenza at the Università Degli Studi di Verona, in Verona, Italy in 2014, for “excellence in the advancement of global legal skills education around the world.” Heidi is leading a Task Force on Law Student and Lawyer Well-Being at Brooklyn Law School. Heidi is the author of four other books on federal litigation and legal writing. She resides in Brooklyn, New York and when she is not teaching or writing, she loves working out at SoulCycle, boxing, studying Italian, and accumulating stamps in her passport. Links: https://www.brooklaw.edu/Contact-Us/Brown-Heidi-K https://www.linkedin.com/in/theintrovertedlawyerbook/ http://www.theintrovertedlawyer.com/ www.viacharacter.org Learn more about your ad choices. Visit megaphone.fm/adchoices

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, host Scott Love speaks with Jamie Shanks, CEO of Pipeline Signals and pioneer in relationship signal intelligence monitoring. Jamie discusses how tracking human capital migration—such as employees being hired, promoted, or leaving organizations—can unlock valuable opportunities for business development. He highlights the importance of leveraging these “relationship signals” to focus on warm leads and existing connections rather than cold outreach, maximizing the likelihood of winning new business. Key topics include identifying and tracking changes within client organizations, using tools like LinkedIn or services like Pipeline Signals to monitor relationship shifts, and understanding the concept of asymmetric competitive advantage—where existing relationships offer a disproportionate chance of success when a key contact moves to a new role or organization. Jamie also emphasizes the importance of time management and prioritizing accounts using objective data points, enabling rainmakers to focus on high-probability opportunities and avoid wasted efforts. Whether you're a professional service provider or a sales executive, this episode provides actionable strategies to refine your business development approach and capitalize on relationship-driven insights. Visit: https://therainmakingpodcast.com/ --------------------------------------- Jamie Shanks is the CEO of Pipeline Signals. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence and Compelling Events like job changes. For 10 years prior, Jamie ran Sales for Life - the world’s largest Social Selling training program for mid-market and enterprise companies. Sales for Life has trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie’s workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel. Links: www.pipelinesignals.com https://www.linkedin.com/in/jamestshanks/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews David Ackert, president of Ackert Inc. and a thought leader in business development and sales acceleration for professional services. David shares his expertise on building a business development system that turns random acts of networking into a predictable, revenue-generating machine. By leveraging targeted strategies, professionals can create consistency and efficiency in their client acquisition processes. Key topics include distinguishing marketing from business development, identifying 9 to 35 high-value contacts, and focusing on three categories of relationships: clients, prospects, and referral sources. David emphasizes the importance of creating consistent touchpoints and meaningful interactions, with 14 being the average number required to convert a lead into a client. He also discusses the role of social mechanics and proactive outreach to accelerate relationships and shorten the sales cycle. Whether you're a legal professional or in another service industry, this episode is packed with actionable insights to help you build a sustainable and effective business development system. Visit: https://therainmakingpodcast.com/ ---------------------------------------------- David Ackert, M.A., is the President of Ackert Inc. and a thought leader at the intersection of sales acceleration software and business development coaching. Over the past two decades, he has pioneered revenue acceleration programs for hundreds of professional services firms around the globe. David regularly keynotes at partner retreats and speaks at industry conferences. Links https://www.linkedin.com/in/davidackert/ Systematic Approach to Business Development Webinar: https://www.ackertinc.com/archived-webinars/?wchannelid=qcvb4hvim6&wmediaid=4pb2b6l5qn Systematic Approach to Business Development White paper: https://www.ackertinc.com/additional-resources/white-papers/a-systematic-approach-for-business-development/ 6-Step Guide to Successful BD in 2022: https://www.ackertinc.com/additional-resources/guides/6-step-guide-to-successful-business-development-in-2022/ ---------------------------------------------- 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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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, host Scott Love interviews Bruce Werner, author of Your Ownership Journey, about understanding what keeps prospects and clients up at night. Bruce shares his expertise on advising executives and owners of privately-held companies, offering actionable insights into identifying client pain points and addressing key issues related to business growth, succession planning, and governance. He emphasizes the importance of understanding the life cycle of a business—from startup to decline—and how professional service providers can tailor their strategies to align with a company’s stage of development. Key topics include the different phases of a business’s life cycle, how to craft thoughtful questions that engage clients at a deeper level, and building gravitas through expertise, thought leadership, and meaningful connections. Bruce also discusses the importance of giving value upfront to earn trust and credibility, using industry knowledge and tailored solutions to establish strong relationships. Whether you’re working with startups, growing businesses, or mature enterprises, this episode provides a roadmap for understanding and solving the challenges that keep business leaders awake at night. Visit: https://therainmakingpodcast.com/ ----------------------------------------- Bruce Werner spent the first half of his career at Werner Ladder, with executive responsibilities in all facets of the business. During that time the family completed 6 acquisitions, and sustained 10% annual growth for over a decade. The family later exited the business in a successful LBO. As an independent consultant, he helps owners address their governance, strategy, capital, talent, and succession issues. This work is based on several decades of deep operational experience. He has started and built businesses in finance, energy, and technology, in addition to being a partner in a private equity fund. His governance experience includes forming new boards and serving on established boards, both advisory and fiduciary. Six of his ten board seats have been with family businesses. He has performed Audit, Governance, and Compensation committee work. In the non-profit world, Mr. Werner has served as Board Chair, and worked on Governance, Nominating, Strategy, Compensation, Finance, and Investment committees. Mr. Werner recently published Your Ownership Journey, a new book which focuses on the 12 secrets of personal and business success. An accomplished public speaker, he has connected with business audiences across the country on these same topics, working with Bank of America Private Bank, Vistage, Cavendish Global Forum, National Association of Home Builders, and the Turnaround Management Association. His academic relations include Northwestern’s Kellogg School, Cornell’s Smith Family Business Initiative, and Loyola University’s Family Business Center. In addition to numerous webinars and podcasts, he has been published in the Wall Street Journal, Private Company Director, Wealth Management, Estate Planning, Trusts & Estates, and other national publications. Mr. Werner received a B.S Mechanical Engineering/Public Policy from Carnegie-Mellon University. As an IBM Fellow, he graduated from Stanford University with a M.S. Manufacturing Systems Engineering degree. He completed his education at the MIT Sloan School, earning an M.S. Management with a focus on Strategy and Operations. Links: www.brucewerner.com www.konaadvisors.com https://www.linkedin.com/in/brucedwerner/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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 milestone 100th episode of The Rainmaking Podcast, host Scott Love speaks with Kate DiLeo, a brand architect who has partnered with over 200 organizations to refine their messaging and drive business growth. Kate explains how a clear and compelling brand message serves as the "path of least resistance to revenue," helping businesses attract more qualified prospects, convert clients, and reduce the sales cycle. She introduces the three essential components of a winning brand: a tagline that clearly states what you do, a value proposition that addresses client pain points and offers solutions, and differentiator statements that highlight what makes your business unique. Key topics include crafting messaging that resonates emotionally with clients, aligning sales and marketing efforts through consistent branding, and focusing on tangible differentiators such as process, expertise, or values. Kate also shares how a strong brand narrative can create deeper client engagement and lead to measurable improvements in conversions and client acquisition. Whether you're an entrepreneur or part of a larger organization, this episode is packed with actionable insights to help you build a brand that delivers results. Visit: https://therainmakingpodcast.com/ ------------------------------- Kate DiLeo is a brand architect who has partnered with more than 200 organizations to craft brands that bring more prospects to the table, more users who click, and more customers who buy. Links: http://www.katedileo.com/ https://www.linkedin.com/in/katedileo/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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, host Scott Love interviews Kari Schwear, an executive coach, corporate trainer, and author of The Successful Mind: Tools for Living a Purposeful, Productive, and Happy Life. Kari shares actionable strategies to help high achievers manage stress, overwhelm, and the weight of their responsibilities. With a focus on building emotional resilience, Keri explains how intentional habits and mindset shifts can lead to a more balanced and fulfilling life. Key topics include identifying and managing stress triggers, the importance of prioritizing self-care through morning routines, and practical techniques like the SABER method (Stop, Acknowledge, Breathe, Embrace, Redirect) to control emotional responses. Kari also highlights the role of daily habits, reframing perceptions of stress, and focusing on intentions rather than overwhelming long-term goals to achieve sustainable success. Visit: https://therainmakingpodcast.com/ ------------------------------------- Kari Schwear is a 7 x career path conqueror, turned professional Executive Coach, Speaker, and Corporate Trainer. Kari also co-authored the book, The Successful Mind, Tools for Living a Purposeful, Productive, and Happy Life. Her professional career spans from hospitality to banking, to business development, real estate, the medical field, and the luxury automotive brand Porsche. Kari started GrayTonic and the Question the Drink movement in 2018 after her own experience led her to the service of others. She holds many certifications, including Neuro-Linguistic Programming, Motivational Interviewing, Life Coaching, and several trauma courses through the NICABM. She has resided in Richmond, VA, with her husband for over three decades. Links: https://www.graytonic.com/ https://www.linkedin.com/in/karischwear/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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, host Scott Love speaks with Jenn Johnson, founder of Calibrate Legal, about effectively leveraging a law firm's marketing and business development teams. Jenn explains how partners can align their efforts with internal marketing professionals, optimize their strategies, and achieve greater results by fostering collaboration and leveraging the expertise of "revenue enablers"—the non-legal professionals who drive organizational growth. Key topics include understanding the difference between marketing and business development, creating targeted strategies to attract ideal clients, measuring marketing ROI, and building a culture of collaboration between partners and marketing teams. Jenn also shares insights on addressing generational gaps, the importance of aligning internal and external brand messages, and creating evidence-based accountability to ensure marketing efforts lead to measurable success. Visit: https://therainmakingpodcast.com/ --------------------------------------------- Jennifer Johnson prepares today’s law firms for tomorrow’s legal marketplace. She calls upon nearly 20 years of experience inside, and as a consultant to, law firms to deliver industry-leading strategy and executive search services. Law firms around the world rely on Jennifer to find sophisticated talent – impact players who will bolster their brands and bottom lines. Legal marketing teams rely on Jennifer for the tools and training they need to drive performance and ROI. As the driving force behind the Revenue Enabler movement, Jennifer is passionate about eliminating the ‘non-lawyer’ phrase and mentality. She speaks and writes on the topic regularly, and she guides Calibrate Legal’s consulting services and product development. Jennifer spent six years in lawyer recruitment and marketing at an Am Law 100 firm, and she has held numerous leadership positions within the Legal Marketing Association including currently serving as Secretary of the International Board of Directors. This positioning gives her a competitive advantage that saves her clients time and energy. Jennifer earned a bachelor’s degree from Baylor University and lives in Austin, Texas with her two children. Links: https://calibrate-legal.com/ https://www.linkedin.com/in/jenniferjohnsoncalibratelegal/ Learn more about your ad choices. Visit megaphone.fm/adchoices