The second quality of a rainmaker we’ll talk about is the ability to develop the right contacts. Like any entrepreneur, a legal rainmaker must know how to network to drum up business. Useful network contacts can be found in many different professional communities; the important part is simply to get out there and be a public face in your community. The more people see you in a professional role and the more connections you make with people who might need your legal assistance, the more successful you will be as a rainmaker.
Focus on relationship building
The key is to think of networking as building relationships. Networking should not feel like a hard sell, and success should not be measured by how many people seemed immediately interested in your services.
A successful day of networking should result in memorable conversations and a good time spent in the company of other professionals. Paradoxically, the less you focus on yourself, the more successful your networking will be.
Network with the right people
Just about everyone can be a potential network target. You should network with more people than simply those who might become your clients. Good contacts in this category include:
- Other lawyers
- Business leaders and advocates
- Competitors for overload/conflict work
While these people may not actively take on your services, they can be good referral partners to open doors to new business relationships. Remember that when you network, you are trying to take advantage of other people’s professional networks as well. Someone you network with today may have a friend or family member involved in a North Carolina car accident six months down the line, and your contact may refer them to you if you serve that geographic location and made a memorable impression!
Where to find clients
Clients can be found in many locations and settings. There are several different opportunities for networking to consider. Potential groups or settings to reach include:
- Professional and hobby groups
- Alumni organizations
- Community or charity organizations
- Religious groups
- Anywhere with people you know!
Indeed, some of the best networking happens at wedding receptions, school functions, sports games or other such casual events. You should always be on the lookout and carry business cards with you. You never know when you might be able to link up with someone who needs you or your firm’s legal services!
The next necessary quality of a rainmaker we’ll be covering is confidence, so check back soon to learn about developing yours and making it rain!