Rainmakers aren’t born, they’re taught
13 June 2011
Law firms still place too much reliance on that mythical creature the ‘rainmaker' argues Doug McPherson of Size 10½ Boots. But the good news for law firms everywhere is rainmakers aren't born that way, they're just good at putting some very trainable skills into practice.
The more law firms I work with the more I come to the opinion that fee earners and partners actually believe there is a magical cadre at their heart - the so called ‘rainmakers', mythical warriors born with an innate ability to conjure up fees, upon which the rest of the firm can feed until a new harvest is reaped.
Well it's nonsense. Suggesting any lawyer is born a natural salesperson is like saying the world's top sports stars just walked off the local park and into the nearest Bentley dealership!
Malcolm Gladwell (and I know I cited him last month and no, I'm not on commission) says there are no natural anythings. He says becoming an expert requires 10,000 hours of "focused practice, coaching and feedback." Using natural ability's OK when it's a hobby but to make it as a professional requires the 10,000-hour process.
The golfer Tom Watson (or variously Arnold Palmer or Lee Trevino according to that blessed fountain of truth, the internet) summed it up nicely with "it's funny, the more I practice the luckier I get" and, although Tom/Arnold/Lee didn't know it, that's probably the most insightful comment ever made on the legal business development process.
To read the rest of the article published in Business Development in Law, please click the link below.
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Bernard is an expert who knows his subject matter to the extreme. When he speaks you listen because he knows what he is talking about. I would have no hesitation at all in highly recommending him as a person and as someone who can really help you business to grow its sales and increase your profits!
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After a rigorous tendering process Size 10½ Boots came out as the obvious choice. Their understanding of our culture, issues, market and direction showed that they had put in the effort. Coming to the end of the first year and we are seeing the results that were promised and a new enthusiasm from the firm to embrace BD. I have no doubt that the investment we have made in Bernard, Doug and the team will be paying dividends for many years to come.
Jason Edge, Head of Marketing and Business Development, Mayo Wynne Baxter Solicitors
Our experience with Size 10½ Boots has been a breath of fresh air and, speaking as someone who would have laughed heartily at the idea of BD training for barristers 3 years ago, I am a convert and looking forward to what we can achieve with our new found direction and approach.
Scott Baldwin, Head Clerk, St Mary's Chambers
Bernard provides refreshingly down-to-earth advice. He was great at demystifying and humanising a series of marketing concepts and giving us practical action plans we could each take away from our training session. The training was lively, productive and fun.
John Haresnape, Head of UK Business Development, Taylor Wessing LLP, Law Firm
We needed to train our lawyers on the art of bringing in new business. Size 10½ Boots designed and delivered a high impact training programme, supplemented by one-to-one coaching for senior managers. The result was to create an energized marketing culture which has had a positive impact on the bottom line just when we needed it.
Mark Johnson, Managing Director, TPP Law
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