In the ‘good ole days’, you might have one, perhaps two rainmakers who’s main job it was to bring in clients for the firm. They would wine and dine and take to the golf course entertaining clients and prospects and over the years build long lasting and trusted relationships. While those ‘natural born rainmakers’ still exist, today’s competitive legal services market requires more lawyers to be out there generating business.
So what is different? The added ways lawyers can do that. It is afterall still about one thing, building relationships. Thanks mostly to technology, today’s lawyer has many more options of how to do that. From social media sites to blogging, video conferencing, texting, emails etc. So where do you start? First understand where your audience is and how they like to be communicated with, and match that to your own skills.