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Tea, Or Football, For Two

When a lawyer meets a potential client, in fairly short order rainmaking lawyers think about how to meet that potential client again, about how to plan encounters and endeavors that will start a...

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Very Good Can Be Good Enough

Years ago I got off the phone with a friend who said she wanted to be married. I was doubtful. Being married is easy; it can happen in weeks. Just go to the right bar. I was sure my friend wanted to be...

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Ambition

Should a lawyer feel embarrassed about being ambitious? Like intelligence, ambition has no inherent moral qualities. However, unlike intelligence, ambition is not morally neutral. Ambition is a kind of...

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Do You Really Want to be a Rainmaker?

It is sometimes a legitimate choice not to be a rainmaker. Some reasons are practical: not enough time, you have an academic or government job or work at a corporation that seems like it will be around...

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Career Implications of Scorched Earth

In a recently published ACCA booklet concerning litigation preparation, Mark Terman and his partners at Drinker Biddle recommend that civil litigants and their lawyers early on develop an overall...

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Six Mistakes Savvy Lawyers Avoid

Over the many years I have worked with lawyers on individual rainmaking plans, I have seen some simple errors made with disturbing regularity.  In an effort to increase all my reader’s business by at...

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Knowing How To Make It Rain®

In bad economic times, knowing how to Make It Rain® is crucial. It separates the successful from the less successful. On August 6, 2012, I spoke with Cindy Rakowitz concerning best practices for...

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“Getting to Yes” – Roger Fisher Taught Us All

Roger Fisher, Professor of Law emeritus at Harvard Law School and Director of the Harvard Negotiation Project, died in late August, 2012 at the age of 90. Of high relevance to lawyers in all fields was...

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In One Hour

Last April I had the pleasure of facilitating the Spring ABA Women Rainmakers (http://www.americanbar.org/groups/law_practice_management/committees/wr-committee.html) program on Niche Marketing. We...

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Dinner, With You?

I regularly work with lawyers looking to leave their current jobs. A number of these lawyers plan to practice solo or start a small firm. Primarily I help these ambitious, adventurous lawyers with...

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