Some would argue that Rainmakers are born that way, and those that aren't can't. It is conceded that developing business does not come easily for a lot of folks, but the skills can be taught, at least to most lawyers.
Ed Poll's article that appeared in LawyersUSA this week, advises small firm and solo lawyers to make themselves rainmakers by going where the prospects are. I would add where clients and referral sources are as well.
Further, I would agree that some planning (vs. "random acts of golf and lunch") is necessary, and Ed's suggestions are good ones.
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