Because they could not advertise, these “Rainmakers” used the skills lawyers are trained to use, writing and speaking. This came naturally; those lawyers are trained to write, things like briefs and contracts, and to speak, especially when arguing a case.

Financial professionals, such as accountants, were not so lucky. Their college training focused on how to add and subtract. Harsh as it may seem, accounting rules are basically rules of when to add and when to subtract from one side of the ledger to the other.

What are clients looking for? Determine what a prospects needs are, supply it and you’ll be successful, right? It’s what every sales manual you’ll ever see, that doesn’t cover the basics of Rainmaking skills, will try to tell you. Find a need and fill it. But, you’re in a profession, licensed or not, and what [...]

Being a “Rainmaker” is a designation aspired to by many professionals. It doesn’t matter whether they are self-employed, work for a regional or local firm, or are employed by a major firm in their industry. Firms in almost all professions seek Rainmakers as part of their team, whether they are engineers, doctors, lawyers, accountants or [...]