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The Rainmaking Podcast: Daily Summaries Delivered
by Scott Love
The Rainmaking游戏副本 will help you to get more business, better business, and all the business from your clients. This podcast is for professional services firms, law firms, and professional sales people. Discover the secrets of the world's leading experts in client development, business development, sales, closing, prospecting, networking, negotiation, influence, motivation, and achievement.
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- 2 weeks ago28 min
TRP 351: Practicing Law at the Speed of Light with Dr. Larry Richard
Every two weeks, the business development tactics top lawyers use are free at therainmakingmagazine.com ---------------------------------------- Nine out of ten lawyers score in the bottom half of resilience. That’s not an opinion — it’s 32 years of personality data from over 10,000 lawyers. Dr. Larry Richard is the researcher who found it, and he wrote the book on what to do about it. Dr. Larry Richard holds a J.D. from Penn Law and a Ph.D. in Psychology from Temple University. He’s spent three decades studying lawyer personality and is the author of the new book Thin-Skinned: Why Lawyers Are So Low in Resilience, and the New Science That Can Help. In this episode, he joins Scott Love to break down the seven atypical personality traits that define lawyers — and the evidence-based framework that can help them manage stress, raise resilience, and thrive in a profession that’s changing at unprecedented speed. What you’ll learn: The 7 atypical personality traits that make lawyers exceptional at their work — and vulnerable in their lives Why 90% of lawyers consistently score in the bottom half of resilience — and why that number hasn’t moved in 32 years Why empathy in lawyers (and people under 40 generally) is declining — and what it’s connected to What sociability really means — and why lawyers average at the 12.5th percentile The catastrophizing spiral: how one associate’s mistake became a tent in a park in her mind — and what that reveals about low resilience Why personality traits are more genetic than social — and the crucial exception: resilience, skepticism, and empathy can actually be changed The three-legged stool of the brain: how thoughts, feelings, and actions are chemically linked — and how changing one changes all three Why positive emotions aren’t soft — they chemically neutralize the damage from the negative hormones lawyers produce all day 50+ evidence-based resilience strategies organized into four practical buckets 3 action steps to start building your resilience practice today Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/HKir95XRnFk ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://attorneysearchgroup.com/schedule Or email Scott to connect with him at: scott@attorneysearchgroup.com 📅 Monthly webinars for transactional partners: RainmakingSeminars.com ---------------------------------------- This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity. For a free demo, visit this link: https://surepoint.com/legal-insights/ ---------------------------------------- About Dr. Larry Richard: Larry Richard, J.D., Ph.D., is widely recognized as the leading expert on the psychology of lawyer behavior and a trusted authority on improving performance in law firms and legal departments through behavioral science. He works with legal organizations to enhance organizational effectiveness, capitalize on strengths, and bring out the best in their people by applying research-based insights into how lawyers think, behave, and respond to change. Dr. Richard is a graduate of the University of Pennsylvania Law School (J.D.) and practiced as a litigator before earning his Ph.D. in Psychology from Temple University. Over the course of his career, he has collected and analyzed personality data on thousands of lawyers and has consulted with hundreds of premier law firms and corporate legal departments on complex behavioral challenges, including building psychological resilience; coaching and developing leaders; managing unprecedented change; developing talent strategy; and fostering lawyer well-being. Link: LawyerBrain.com Learn more about your ad choices. Visit megaphone.fm/adchoices
- 3 weeks ago24 min
TRP 350: Value Creation Through Strategic Alliances with Kyle Harkema
Every two weeks, the business development tactics top lawyers use are free at therainmakingmagazine.com ---------------------------------------- Most strategic alliances look perfect on paper. Six months in, they’re falling apart — and nobody knows why. Dr. Kyle Harkema is the author of Strategic Clarity: The Practical Method for Transforming Vision into Results and a scholar-practitioner with a doctorate in business administration. In this episode, he joins Scott Love to break down why alliances fail — and the exact behavioral framework leaders need to build partnerships that actually deliver. What you’ll learn: Why alliances fail even when the strategic logic is sound — and what’s really going wrong The one sentence that reveals whether your alliance is ready: “Because we’re working together, our customer can now ___” The 5 trust-building questions every alliance must answer before work begins Why lagging KPIs (revenue, EBITDA) are the wrong place to start — and what leading indicators to watch instead The warning signs that a partnership is breaking down: multiplying meetings, slowing decisions, and information that stops flowing cleanly When and how to structure revenue share, licensing, or a joint venture spin-off Why a contract preserves the friendship — and how to structure one that holds up when priorities conflict How to identify the right alliance partner: complementarity, incentive compatibility, and behavioral alignment The “set it and forget it” trap — and why every alliance needs a semi-annual check-in at minimum 3 action steps: define your joint value proposition, build a strategic decision framework, and measure the behaviors that create value Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/_E7xsyl4xa0 ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://attorneysearchgroup.com/schedule Or email Scott to connect with him at: scott@attorneysearchgroup.com 📅 Monthly webinars for transactional partners: RainmakingSeminars.com ---------------------------------------- This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity. For a free demo, visit this link: https://surepoint.com/legal-insights/ ---------------------------------------- About Kyle Harkema: Kyle Harkema is the author of Strategic Clarity: the practical method for transforming vision into results. This book is a research-backed diagnostic mirror that decodes how your company truly thinks, listens, and acts. Because strategy lives in behavior—not plans. Dr. Kyle Harkema, DBA, MBA, is a distinguished scholar-practitioner with a wealth of experience at the intersection of academia and industry. With an academic foundation built on rigorous study and research, combined with extensive practical experience in the business world, Dr. Harkema epitomizes the modern scholar-practitioner—a professional who not only understands theoretical frameworks but also knows how to apply them in real-world contexts. Links: https://www.kylejharkema.com/https://www.youtube.com/@KyleJHarkemahttps://www.amazon.com/Strategic-Clarity-Practical-Transforming-Results/dp/B0GSSFW28Z/ref=sr_1_1?crid=2JLLWIRMP1RUR&dib=eyJ2IjoiMSJ9.UR4TNoOVMfqJ_fvS4GMcOBOoA1bE6XarRTdlIr2fLZ4.7bK32nKomY_dIBRWCAAvsOJGqGgJfdVkX6xM0FIBQN4&dib_tag=se&keywords=strategic+clarity+harkema&qid=1791577862&sbm=true&setroute=search&sprefix=strategic+clarit%2Caps%2C148&sr=8-1 Learn more about your ad choices. Visit megaphone.fm/adchoices
- 4 weeks ago31 min
TRP 349: The Transactional Partner’s BD Advantage: How Corporate, Finance & Real Estate Lawyers Win More Business with Ryan Grelecki
Every two weeks, the business development tactics top lawyers use are free at therainmakingmagazine.com ---------------------------------------- Corporate, finance, and real estate partners have a business development advantage most of them never fully leverage. Ryan Grelecki is here to change that. Ryan Grelecki is a global consultant and master GrowBIG® facilitator at Bunnell Idea Group — one of the most respected BD consulting firms in the legal industry. In this episode, he joins Scott Love for a webinar built specifically for transactional lawyers: deal lawyers, corporate partners, finance and real estate attorneys who are ready to turn their built-in advantages into a real business development system. What you’ll learn: Why transactional lawyers have 4 structural BD advantages that litigators simply don’t have The mere exposure effect: why frequency of contact is one of the most powerful forces in relationship-building Who to target in every deal — not just clients, but strategic partners who become referral engines The “protomoi” framework: how to identify the 5–10 relationships most critical to your practice growth Why a face-to-face ask is 34x more effective than email — and how to use that inside every deal White space analysis: how to mine your existing clients for work you’re not getting yet What “earned dogmatism” is — and why becoming an expert can actually close you off to growth The give-to-get investment: how to design a low-risk, high-value experience that earns the right to ask for work The 4 C’s of conference attendance: Clarity, Connect, Converse, Commit — and why 75% of the work happens before you arrive How to build BD habits that survive busy seasons — the MIT framework and the no-zero-days system 3 action steps for transactional partners ready to build a real pipeline Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/MIsxplvDHuU ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://attorneysearchgroup.com/schedule Or email Scott to connect with him at: scott@attorneysearchgroup.com 📅 Monthly webinars for transactional partners: RainmakingSeminars.com ---------------------------------------- This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity. For a free demo, visit this link: https://surepoint.com/legal-insights/ ---------------------------------------- About Ryan Grelecki: Ryan C. Grelecki, J.D., is a global consultant and master GrowBIG® facilitator & coach at Bunnell Idea Group, where he helps professionals in the legal, consulting, insurance, and other industries build the skills to grow client relationships and win new business. He specializes in designing relationship-focused, give-first BD curricula and 1:1 executive coaching experiences that turn technical experts into confident rainmakers. Links: https://www.linkedin.com/in/ryangrelecki/ https://bunnellideagroup.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices
- Oct 8, 202631 min
TRP 348: After a Merger: How to Build Trust and Collaboration with Dr. Heidi Gardner
Every two weeks, the business development tactics top lawyers use are free at therainmakingmagazine.com ---------------------------------------- Most law firm mergers fail to deliver on their promise. Not because the financials were wrong — but because nobody did the cultural due diligence. Dr. Heidi Gardner is a Distinguished Fellow at Harvard Law School, former Harvard Business School professor, McKinsey consultant, and author of two best-selling books — Smart Collaboration and Smarter Collaboration — both published by Harvard Business Press. She leads Gardner & Co., a research and advisory firm that helps professional services leaders turn collaboration into client growth. In this episode, Dr. Gardner joins Scott Love to break down exactly why post-merger trust and collaboration fail — and what leaders must do differently before, during, and after a combination. What you'll learn: Why mergers fail more often than not — and what "working" actually means from a client's perspective The cultural due diligence most firms skip entirely — and the data you should be asking to see before signing The two flavors of trust that are both essential for collaboration: competence trust and character trust Why homophily — the instinct to affiliate with your own tribe — is the silent killer of post-merger integration How to use data to identify collaboration leaders vs. islands — before and after a merger Why "not every dollar is a good dollar" — and what a sticky, strategic dollar actually looks like The difference between leading and lagging indicators of merger success — and which ones to track quarterly Why hero-worship success stories backfire — and the less sexy story that's actually more valuable to tell What the Smarter Collaboration Profile psychometric reveals about partnership blind spots and bifurcated cultures Why law firms absolutely do not invest enough in leadership development — and what that costs them 3 action steps: visit SmartCollaboration.com, get curious about your clients, and examine your collaboration network Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/td3QJm__7Ig ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://attorneysearchgroup.com/schedule Or email Scott to connect with him at: scott@attorneysearchgroup.com ---------------------------------------- This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity. For a free demo, visit this link: https://surepoint.com/legal-insights/ ---------------------------------------- About Dr. Heidi Gardner: Dr. Heidi Gardner authored two best-selling books Smart Collaboration and Smarter Collaboration, published by Harvard Business Press. A Distinguished Fellow at Harvard Law School, she was previously a professor at Harvard Business School, a consultant at McKinsey & Co., and manager at P&G. She presently leads the research and advisory firm Gardner & Co., and has lived and worked on four continents. She helps professional service firm leaders turn collaboration into client growth and sustained performance. Links: https://www.linkedin.com/in/heidi-k-gardner-ab5b825/ smartercollaboration.com https://www.amazon.com/s?k=smarter+collaboration&crid=3AHLKBDCRF21B&sprefix=smarter+collaboration+%2Caps%2C122&ref=nb_sb_noss_2 Learn more about your ad choices. Visit megaphone.fm/adchoices
- Oct 6, 202620 min
TRP 347: Career Assessment for Law Firm Partners with Scott Love
Every two weeks, the business development tactics top lawyers use are free at therainmakingmagazine.com ---------------------------------------- Every year, around bonus and distribution season, law firm partners ask themselves the same question: is it time to make a move? In this solo cast, Scott Love — legal recruiter with 30+ years in the industry and specialist in corporate and finance partner placements — walks through the 10-category career assessment framework he uses with partners every day. If you've ever wondered whether your current firm is still the right fit, this episode gives you a structured, honest way to think it through. What you'll learn: The 10 categories that determine whether a partner should consider a move — from leadership confidence to long-term personal fulfillment Why most partners leave for one of two reasons — and how to identify which one applies to you The 1–10 satisfaction scale: what a six or below actually means for your next step Why "I'm not asking you to leave — I'm asking you to have a 30-minute conversation" is the right frame The "rule it out, then rule it in" approach to evaluating another firm without overcommitting How to use a personal journal to track your diligence at each round without losing perspective Why the most important question isn't which firm pays more — it's which firm is best for your clients What the LPQ process actually looks like — and how Scott's team helps partners navigate it The free resource at partnersonthemove.com: flowcharts, quizzes, ethics guidance, compensation info, and more — no registration required When to reach out to Scott directly — even if you're not sure you're looking Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/erxMA31lttg ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://attorneysearchgroup.com/schedule Or email Scott to connect with him at: scott@attorneysearchgroup.com ---------------------------------------- This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity. For a free demo, visit this link: https://surepoint.com/legal-insights/ ---------------------------------------- About Scott Love: Scott Love is a legal recruiter solely focused on recruiting corporate and finance partners for global law firms in major markets. He is the host of The Rainmaking Podcast, co-author of Rainmaker Confidential, and speaks professionally at conferences on sales, client development, and recruiting. 📘 Book: Rainmaker Confidential — RainmakerConfidential.com 📖 Rainmaking Magazine: free complimentary subscription at TheRainmakingMagazine.com 🎓 Free Webinars: RainmakingSeminars.com 🌐 Free resource for partners: partnersonthemove.com — no registration required Learn more about your ad choices. Visit megaphone.fm/adchoices
- Oct 1, 202627 min
TRP 346: The Rainmaker's Voice: How Professionals Turn Expertise into Trust with Paul Marchegiani
Every two weeks, the business development tactics top lawyers use are free at therainmakingmagazine.com ---------------------------------------- You can have the best legal mind in the room and still lose the pitch. What separates the attorneys who win business from those who don't often has nothing to do with the quality of their work — and everything to do with how they show up. Paul Marchegiani is the founder and CEO of Vox Vera®, a performance skills consultancy that trains lawyers, executives, and public figures in presence, voice, and spoken communication. A former BigLaw litigator, 15-year Hollywood dealmaker at Warner Bros., NBCUniversal, Miramax, and Amazon Studios, trained opera singer, actor, and the only U.S. lawyer to hold a P.R.A. teaching certification from Patsy Rodenburg, Emeritus Director of Voice at the Royal Shakespeare Company — Paul brings a perspective on communication that no one else in the legal world can. What you'll learn: Why legal training produces brilliant writers and analytical thinkers — and what it costs them in a pitch room What clients are actually evaluating when law firms present (it's not just the law) Why introvert vs. extrovert is the wrong frame — and what to think about instead What Paul learned negotiating 1,000+ deals in Hollywood that applies directly to legal business development How tensions in the body become credibility leaks — and how to spot and release them What presence actually is (and why the Royal Shakespeare Company's approach changes everything) Why getting in your head about how you're coming across is the worst thing you can do while speaking The CEO nonprofit case study: one session, one board presentation, and feedback they'd never received before Why poetry has a place in the practice of law — and how working with heightened language makes you a better communicator 3 action steps to start developing your Rainmaker's voice right now Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/XRXsJ_maA7Y ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: scott@attorneysearchgroup.com ---------------------------------------- This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity. For a free demo, visit this link: https://surepoint.com/legal-insights/ ---------------------------------------- About Paul Marchegiani: Paul Marchegiani ("mar-keh-JAH-nee") is a Los Angeles-based performance coach, former in-house entertainment lawyer and BigLaw litigator, and Founder/CEO of Vox Vera® — a premium performance skills consultancy that trains lawyers, executives, and public figures in presence, voice, and spoken communication. Prior to launching Vox Vera, Paul worked for over 15 years in Hollywood as a client-side studio executive at Warner Bros., NBCUniversal, Miramax, and Amazon Studios. He began his legal career as a litigator at Orrick and Morrison & Foerster after receiving his J.D. from U.C. Berkeley. Paul is an experienced stage performer and the only U.S. lawyer and senior business executive to hold a P.R.A. teaching certification from Patsy Rodenburg, Emeritus Director of Voice at the Royal Shakespeare Company. He teaches communication skills at Stanford Law School, Berkeley Law, and the University of Chicago Law School. Links: https://www.voxvera.com https://www.linkedin.com/in/paulmarchegiani/ Learn more about your ad choices. Visit megaphone.fm/adchoices
- Sep 29, 202629 min
TRP 345: Lateral Partner Hiring & Integration with Shireen Hilal
Every two weeks, the business development tactics top lawyers use are free at therainmakingmagazine.com ---------------------------------------- Half of all lateral partner hires don't last. That's not a recruiting problem. It's a vetting, compensation, and integration problem — and most law firms are making the same mistakes at every stage. Shireen Hilal is the CEO of Maior and a former COO of a national law firm where she drove +20% revenue and +30% profits per partner. She's also a former AmLaw 50 litigator and has led strategy for a $1B division at KPMG. In this Sometimes Tuesdays episode, Shireen joins Scott Love to break down exactly why lateral partner hiring goes wrong — and what firms and candidates can do differently. What you'll learn: Why the LPQ (lateral partner questionnaire) is not enough — and what you need to do instead How to assess the real portability of a book of business (hint: headline revenue is the last thing to look at) Why cultural fit isn't a soft factor — and how to assess it with the same rigor as financials The "coloring in the lines vs. entrepreneurial" framework for diagnosing cultural misalignment before it happens What actually comes out at dinner vs. a 45-minute Zoom — and why in-person matters for expensive hires Why confirmation bias derails lateral hiring decisions — and a simple fix that adds real data What the onboarding vs. integration distinction means — and why giving someone a password is not integration The trend Shireen is hoping becomes standard: tying a sponsoring partner's year-end metrics to the success of their lateral hire What candidates should ask that no one thinks to ask — including talking to a recently acclimated lateral partner 3 action steps across vetting, comp, and integration to immediately improve your lateral hiring outcomes Free resource: Shireen's one-sheet of the right late-stage questions to ask — reach out to her directly via the show notes Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/z5ZdvcjrdA8 ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: scott@attorneysearchgroup.com ---------------------------------------- This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity. For a free demo, visit this link: https://surepoint.com/legal-insights/ ---------------------------------------- About Shireen Hilal: Shireen Hilal is the CEO of Maior, where she helps law firms build better strategies and improve operations. Shireen founded Maior after two decades in law and professional services, including practicing as a litigator in AmLaw 50 firms, serving as the COO of a national law firm (+20% revenue and +30% profits per partner during her tenure), leading strategy for a $1B division of KPMG, and building change programs at BDO. Shireen also writes columns for Law360 and Today's Managing Partner. Links: Maior's website: https://www.maiorconsultants.com/ Shireen's LinkedIn: https://www.linkedin.com/in/shireenhilal/ Learn more about your ad choices. Visit megaphone.fm/adchoices
- Sep 24, 202628 min
TRP 344: Cross-Selling in Professional Services Firms with Rebecca Hnatowski
Most law firms say they want to cross-sell. Few have the internal foundation to actually make it happen. Rebecca Hnatowski is the founder of Edwards Advisory and a specialist in cross-selling strategy and lateral integration for law firms and professional services organizations. In this episode, she joins Scott Love to break down why cross-selling initiatives stall — and exactly what has to be in place before the first client conversation ever happens. What you'll learn: Why "let's cross-sell" without internal groundwork almost always fails The trust problem at the root of most cross-selling breakdowns — and how to fix it Why partners refuse to share clients (and how origination credit structures make it worse) How to build a manageable cross-sell target list from data your firm already has A gap analysis framework: how to identify which clients have unmet legal needs in other practice areas How to use AI (including Claude and ChatGPT) to research target clients and identify opportunities in minutes When to bring in an external consultant vs. handle cross-selling initiatives internally How a post-merger integration timeline affects cross-selling readiness — and when to wait How to turn a target list into actual client strategy conversations (including the perfect year-end ask) Why leaderboards and internal competition keep cross-selling initiatives alive past the first six months 3 action steps to start building a real cross-selling program at your firm today Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/7dBb6ypgRvU ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: scott@attorneysearchgroup.com ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development. 📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com ---------------------------------------- This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity. For a free demo, visit this link: https://surepoint.com/legal-insights/ ---------------------------------------- About Rebecca Hnatowski: Rebecca Hnatowski is the founder of Edwards Advisory, LLC, where she helps law firms and lawyers turn relationships into opportunities for growth. Drawing on nearly 20 years of in-house legal marketing and business development experience, she helps firms put cross-selling into practice by strengthening internal relationships, identifying client needs, and connecting colleagues' capabilities to those opportunities. Through tailored strategies, interactive workshops, and coaching and accountability, Rebecca helps attorneys follow through — and helps firms make more of the talent and relationships they already have. Links: Learn more at: edwardsadvisory.com https://www.linkedin.com/in/rebeccahnatowski/ Learn more about your ad choices. Visit megaphone.fm/adchoices
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About The Rainmaking Podcast
The Rainmaking游戏副本 will help you to get more business, better business, and all the business from your clients. This podcast is for professional services firms, law firms, and professional sales people. Discover the secrets of the world's leading experts in client development, business development, sales, closing, prospecting, networking, negotiation, influence, motivation, and achievement.
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