The Law Firm Rainmaker Program (LFRP) was uniquely created to help law firms solve many of their business development challenges, while complimenting their existing business development resources. It is the quickest way to analyze, and improve the effectiveness of a group of partners with varying skill sets. The goal of the program is NOT to teach a new methodology, or an entire new set of sales techniques, rather, it is to provide business development consulting that teaches individuals how to properly analyze their business development efforts so that they can make improvements. The program places an emphasis on consulting and developing strategy with each partner while holding them accountable for their results. Understanding what is done correctly vs. incorrectly is the first step to making improvements. More often than not, slight adjustments will lead to greater results.
Uniqueness of our Business Development Consulting Approach
When developing the Law Firm Rainmaker Program we incorporated a few things to ensure our approach is truly unique, easy to understand, and even easier to implement in your current environment.
Focus on Individual Attorney Development – Although the overall goal is to improve the success of the firm, we believe the best way to accomplish that goal is to educate, inspire, and empower individual attorneys. We assume that each attorney has a unique set of experiences that impact their ability to develop meaningful relationships, and generate business. Our approach is to deliver content in a way such that the most experienced attorney gets as much value as the attorney with the least amount of experience. Our Sales Success Formula works across industries, practice areas, and deal sizes, which means it can be used by any, and every attorney in the firm. With this flexibility there is no need to spend hours/days/weeks ensuring everyone gets on the same page before any real results can be achieved.
A Well-Researched and Proven Formula – On the surface our Sales Success Formula is so simple that it only takes minutes to learn, and you will never forget it. However, it is a powerful tool that can be use when evaluating any client you are pursuing. Donald Hatter is the creator of the formula, and it is based on his industry research, and his collective experiences working with companies of all sizes. He has personally done business with companies on six of the seven continents, and has developed partnerships with over 20 Global Brands, while delivering solutions to their corporate legal departments. Those companies include, but are not limited to, Wal*Mart, ExxonMobil, Texas Instruments, Shell Oil, Southern California Edison, Johnson & Johnson, American Airlines, Waste Management and Visa.
Delivery Approach – Despite the importance of generating revenue, many attorneys are hesitant when it comes to participating in any “business development training”. Some attorneys believe their success is all about developing relationships and therefore no “formal” training is needed. Some are offended by the word “selling”, and therefore they have little interest in attending sales, or business development training. Others are simply skeptical based on past experiences, and therefor they do not want to allocate any extended amount of time towards such efforts.
We take that thinking into consideration. Our knowledge is comprehensive, and it is not delivered in a way such that it requires an attorney to sit through days of business development, or sales training, performing activities whose lessons they cannot directly apply to their current situation. Rather, we deliver thought provoking, helpful, and insightful information all in one session; and to ensure proper implementation of the concepts, we offer session attendees follow up coaching to address their individual business development plans specifically.