UPDATE: This seminar occurred in the past, and the seminar materials are now available.
• LESA Library subscribers can already access course materials through the LESA Library.
• Alternatively you can purchase course materials a la carte (search business development).
• You can also view the list of upcoming seminars to discover live programs that are available now.
Every law practice is a business, and businesses can’t thrive for long if they don’t grow. Although connecting and networking with others can seem a daunting task, there are many different techniques you can use to grow your business depending on your personality and business needs.
We’re pleased to offer an upcoming LESA seminar that will provide you with tips and tricks to help you hone your skills in this area – Making Business Development a Natural Part of Your Everyday Life.
In this program, Steve Hughes will provide you with a range of strategies you can employ to develop your business by connecting with new clients (rainmaking, as it’s known in the business world).
Today’s blog shares Steve’s insights about what this program has to offer practitioners.
Why will the Making Business Development a Natural Part of Your Everyday Life seminar be valuable to practitioners? What will they gain?
I think the most important thing that they will get out of the session [is understanding] why rainmaking is important in general. … It’s such a vital part of the health and growth of any firm, any practice. One of the biggest obstacles that lawyers have is finding ways to integrate it into their lives, so they tend to avoid it. They tend to hope for magical things to happen. This program will give them tangible ways to use their specific skills to develop a plan that will work for them. There really isn’t a one size fits all [approach], that’s the other thing I would say to people. We’re often told that the rainmaker is that gregarious personality, shaking hands, and smiling, and “How are you doing?” and owning the room, and all that kind of thing. Really it does not have to look like that at all. In many ways, the more successful rainmakers are ones who essentially quietly go about their business, build relationships, and connect with people that way.
Can you explain the term rainmaker for those who might not be familiar?
Rainmaking is simply bringing new business, new clients, into your firm in an intentional way. … [This includes] building relationships, connecting with people, and eventually asking for the business – that’s a very big part of it. At some point you have to say, “We’d love to do your work.”
Do you think asking for someone else’s business is maybe the step that people find the hardest?
I do think so, yes. I’ve worked with a lot of lawyers who do all the right steps and then are afraid to take the final one. But until you actually ask someone, well, they might say no, but if you ask them there’s still the possibility of it working out. The smart thing really is to find out if you’re wasting your time or not, and whether it’s worth still pursuing that person. If it’s not going to happen, it’s better to part ways or spend your energies elsewhere.
What do you think will be the main takeaways for participants?
It really will be different for each person. It’s designed that way. I will provide a host of ideas and strategies and each person gets to say, “Okay, I can do that.” Some people might want to spend more time writing articles or blogging or doing more behind the scenes things to raise their credibility and their visibility. That’s one option. There are others who will want to spend more time on one-on-one interactions. So really it’s hard to say what one specific thing everyone will walk away with, because I’m going to offer quite a few [practical tips].
I don’t mean to dodge the question, but there isn’t just one thing. I guess the main thing is that … they need to do it, they need to be intentional, and they need to come up with a plan. From that, usually good things will flow. The thing I always get concerned with is people thinking that rainmaking has to be going to traditional networking events and handing out your business card … and all that kind of cheesy, almost used-car-sales-person type of stuff, and that’s not at all what we’re talking about here in this seminar.
And I guess that’s where the individual takeaway comes in, right? It will be what a person feels is best suited to their purpose and their personality?
Correct. Absolutely.
Is there anything else that you’d like to add about the seminar?
It will be very practical in nature, but I’m a big believer in attendees having a good time, so it will be delivered in an entertaining way. … This won’t just be a boring, talking head type of thing. It will be interactive. It will allow time for participants to internalize and apply what they’ve learned to their specific practice.
I do provide examples of how real lawyers have done it, even ones who don’t necessarily enjoy it. They’ve taken these x, y, or z steps that have led to certain kinds of results. I think it’s always encouraging to hear what other people have done.
I’d also say it’s never too late to start, no matter where you are in your career. A lot of times, very simple tweaks or very simple adjustments can lead to big results. I would compare it to a diet. We too often think, “I have to eat tree bark and flax seed,” but you could just make smart, sensible eating choices every time you have a meal. It doesn’t have to be all or nothing.
I’m sure you’ll agree that this blog points to a promising and useful seminar. If you’d like to take advantage of the tips and tricks Steve has to offer, you can register now to secure your spot in the Edmonton (April 14) or Calgary (April 15) seminar.
If you’re interested in learning more about how to grow and manage the business side of your practice in other ways, check out The Business of Law Program.
This program discusses things like accounting, business plans, professionalism, cash flow, time management, and more. Read our blog with The Business of Law chair Jocelyn A. Frazer to discover what this program has to offer you.
