Making Rain: Ingredients for Success

Ask and Ye Shall Receive

One of the greatest distinguishing factors among partners who successfully and regularly originate business is that they ask for it. In any kind of service-oriented profession there are three steps that must be taken before the ''ask.'' They are:



Make a Connection

Relationships are everything. Clients and potential clients are first and foremost human beings. Sometimes it is uncomfortable for people to request what they want, and that should never be the focus of a meeting or a conversation when developing business. First a connection needs to be made, whether it is professional or a few polite questions that lead to common ground. Do you know someone in common? Are you both golf fanatics? Good interviewers always break the ice, and asking for business is a job interview, as is serving it and building those ties on current matters. Social decorum, politeness, and friendliness are as important as power and expertise. So behave with class.
Relay the Vision

After establishing a connection, it is time to talk about the ways that your firm or practice can serve a potential client's needs. What are your success stories with similar clients? What is it that makes your firm uniquely qualified for this client? If you know who your competition is, study them and draw a picture that distinguishes you without saying anything negative about the other guy. I want to stress that illustrating why you and your firm might be better does not mean trashing another firm or attorney. In fact, it is a lot more impressive and implies great confidence to say something positive or polite about the competition and then talk about what you can do for the firm without referring to or mentioning the other guy unless the client directly asks for you to lay out the differences, in which case you do it fairly and honestly. The client will get the picture if you've done your homework either way.

The Ask

We all hate rejection. I would be willing to bet that the aversion to being told no and the desire to avoid that discomfort has been responsible for the loss of billions of dollars of revenue. It is a reality that has to be faced. There are only a limited number of possible responses, so all of us who do client development simply have to accept this and suck it up. Rejection isn't pleasant, but the more you put yourself out there, the more easily you will learn something each time and not take it so personally when the answer is no. Now, about the ''ask'': you've connected with the client, you've presented information about yourself and your firm. Take a deep breath and say, ''I would appreciate any opportunity to work with you.'' That's it. If they say no, ask them if they have any feedback on why or in what circumstances they might. The issues might be easily addressed. If they are, follow up later. Follow up anyway down the road. Things change and waiting for them to come to you is not a strategy. Regardless of their response be gracious and say thank you. Never burn a bridge with anyone. You never know when your paths may cross again.

Those are the core basics of developing business. Prior to applying the rule of ''Ask and Ye Shall Receive,'' there is a lot you can do to lay the groundwork, whether you are a partner or a rising associate. The foundation for business development is an on-going project that requires attention. It is as critical as billing time if you are going to achieve great things. Here are some suggestions for activities and strategies:

Networking — Join LinkedIn and put a profile up. It is an amazing resource and you will be surprised to see how many contacts you have who can make an introduction for you or give you a recommendation. It is an excellent tool to have in your arsenal. The same goes for attending meetings and conferences. But if you go, you have to talk to people. If there is someone you've always wanted to meet, go shake their hand and introduce yourself and always have business cards.

Speaking Engagements and Articles — Market yourself. Does your firm ever offer seminars on subjects of interest? Are you a member of a particular bar section? One path to getting speaking engagements is writing and publishing articles of interest. It builds your reputation and enhances your standing as an expert. Again there is the ask piece: Contact organizations that do continuing education or seminars and ask if you can send over your biography and a list of articles, etc. and let them know you'd like to be considered as a speaker. Talk with colleagues at your firm about starting a practice group blog. Send interesting links or articles and speaking announcements to current and prospective clients.

Have a Business Plan — Even if you already have a healthy book of business and are content with your current firm, annually reviewing your business and analyzing your contacts is a very helpful practice. It is like a personal ''firm retreat'' where you can look at the big picture, acknowledge what has worked and what has not, and figure out what is missing or where those opportunities are that in the rush of daily practice you have not recognized. Adjust your rudders whenever you need to or commit to trying something different or new in your approach. Simply setting aside a couple of hours a week or setting a goal of doing six hours a month of business development and working on outreach or passing along an article to your clients can lead to referrals.

Some cultures do not lend themselves well to cross-marketing. Others lack any flexibility in billing rates. If you have had to turn down business because of your firm's rates, keep track of this and go out of your way to refer that potential client to a firm or attorney that you know and can recommend that can do the work at a more manageable cost. Most people don't take the time to do this, but referrals, whether from the client who is surprised by your generosity in suggesting someone else or the attorney surprised to receive a call saying you recommended him or her, are one of the greatest sources of work. What goes around comes around, and the legal world is not so large. So don't be petty. Practice the mentality of abundance. You may be surprised how things come back to you or how a client you once referred to a colleague shows up in your life at a later date with a different company and is pleased to work with you or speaks highly of you.

These theories and practices work, although the real world of law firm practice is sometimes frantic and has its share of obstacles. Finding time can be a challenge, as can knowing where to start, but once you do it gets easier. It is in your professional best interest to cultivate these skills if you have the capacity to do so. There is much to be gained by learning and practicing the art of making rain.
 

• See 30 Ways to Generate Business as an Attorney for more information.

About Harrison Barnes

No legal recruiter in the United States has placed more attorneys at top law firms across every practice area than Harrison Barnes. His unmatched expertise, industry connections, and proven placement strategies have made him the most influential legal career advisor for attorneys seeking success in Big Law, elite boutiques, mid-sized firms, small firms, firms in the largest and smallest markets, and in over 350 separate practice areas.

A Reach Unlike Any Other Legal Recruiter

Most legal recruiters focus only on placing attorneys in large markets or specific practice areas, but Harrison places attorneys at all levels, in all practice areas, and in all locations-from the most prestigious firms in New York, Los Angeles, and Washington, D.C., to small and mid-sized firms in rural markets. Every week, he successfully places attorneys not only in high-demand practice areas like corporate and litigation but also in niche and less commonly recruited areas such as:

• Immigration Law
• Workers Compensation
• Insurance
• Family Law
• Trust and Estate
• Municipal law
• And many more...

This breadth of placements is unheard of in the legal recruiting industry and is a testament to his extraordinary ability to connect attorneys with the right firms, regardless of market size or practice area.

Proven Success at All Levels

With over 25 years of experience, Harrison has successfully placed attorneys at over 1,000 law firms, including:

• Top Am Law 100 firms such including Sullivan and Cromwell, and almost every AmLaw 100 and AmLaw 200 law firm.
• Elite boutique firms with specialized practices
• Mid-sized firms looking to expand their practice areas
• Growing firms in small and rural markets

He has also placed hundreds of law firm partners and has worked on firm and practice area mergers, helping law firms strategically grow their teams.

Unmatched Commitment to Attorney Success - The Story of BCG Attorney Search

Harrison Barnes is not just the most effective legal recruiter in the country, he is also the founder of BCG Attorney Search, a recruiting powerhouse that has helped thousands of attorneys transform their careers. His vision for BCG goes beyond just job placement; it is built on a mission to provide attorneys with opportunities they would never have access to otherwise. Unlike traditional recruiting firms, BCG Attorney Search operates as a career partner, not just a placement service. The firm's unparalleled resources, including a team of over 150 employees, enable it to offer customized job searches, direct outreach to firms, and market intelligence that no other legal recruiting service provides. Attorneys working with Harrison and BCG gain access to hidden opportunities, real-time insights on firm hiring trends, and guidance from a team that truly understands the legal market. You can read more about how BCG Attorney Search revolutionizes legal recruiting here: The Story of BCG Attorney Search and What We Do for You.

The Most Trusted Career Advisor for Attorneys

Harrison's legal career insights are the most widely followed in the profession.

• His articles on BCG Search alone are read by over 150,000 attorneys per month, making his guidance the most sought-after in the legal field. Read his latest insights here.
• He has conducted hundreds of hours of career development webinars, available here: Harrison Barnes Webinar Replays.
• His placement success is unmatched-see examples here: Harrison Barnes' Attorney Placements.
• He has created numerous comprehensive career development courses, including BigLaw Breakthrough, designed to help attorneys land positions at elite law firms.

Submit Your Resume to Work with Harrison Barnes

If you are serious about advancing your legal career and want access to the most sought-after law firm opportunities, Harrison Barnes is the most powerful recruiter to have on your side.

Submit your resume today to start working with him: Submit Resume Here

With an unmatched track record of success, a vast team of over 150 dedicated employees, and a reach into every market and practice area, Harrison Barnes is the recruiter who makes career transformations happen and has the talent and resources behind him to make this happen.

A Relentless Commitment to Attorney Success

Unlike most recruiters who work with only a narrow subset of attorneys, Harrison Barnes works with lawyers at all stages of their careers, from junior associates to senior partners, in every practice area imaginable. His placements are not limited to only those with "elite" credentials-he has helped thousands of attorneys, including those who thought it was impossible to move firms, find their next great opportunity.

Harrison's work is backed by a team of over 150 professionals who work around the clock to uncover hidden job opportunities at law firms across the country. His team:

• Finds and creates job openings that aren't publicly listed, giving attorneys access to exclusive opportunities.
• Works closely with candidates to ensure their resumes and applications stand out.
• Provides ongoing guidance and career coaching to help attorneys navigate interviews, negotiations, and transitions successfully.

This level of dedicated support is unmatched in the legal recruiting industry.

A Legal Recruiter Who Changes Lives

Harrison believes that every attorney-no matter their background, law school, or previous experience-has the potential to find success in the right law firm environment. Many attorneys come to him feeling stuck in their careers, underpaid, or unsure of their next steps. Through his unique ability to identify the right opportunities, he helps attorneys transform their careers in ways they never thought possible.

He has worked with:

• Attorneys making below-market salaries who went on to double or triple their earnings at new firms.
• Senior attorneys who believed they were "too experienced" to make a move and found better roles with firms eager for their expertise.
• Attorneys in small or remote markets who assumed they had no options-only to be placed at strong firms they never knew existed.
• Partners looking for a better platform or more autonomy who successfully transitioned to firms where they could grow their practice.

For attorneys who think their options are limited, Harrison Barnes has proven time and time again that opportunities exist-often in places they never expected.

Submit Your Resume Today - Start Your Career Transformation

If you want to explore new career opportunities, Harrison Barnes and BCG Attorney Search are your best resources. Whether you are looking for a BigLaw position, a boutique firm, or a move to a better work environment, Harrison's expertise will help you take control of your future.

Submit Your Resume Here to get started with Harrison Barnes today.

Harrison's reach, experience, and proven results make him the best legal recruiter in the industry. Don't settle for an average recruiter-work with the one who has changed the careers of thousands of attorneys and can do the same for you.

About BCG Attorney Search

BCG Attorney Search matches attorneys and law firms with unparalleled expertise and drive, while achieving results. Known globally for its success in locating and placing attorneys in law firms of all sizes, BCG Attorney Search has placed thousands of attorneys in law firms in thousands of different law firms around the country. Unlike other legal placement firms, BCG Attorney Search brings massive resources of over 150 employees to its placement efforts locating positions and opportunities its competitors simply cannot. Every legal recruiter at BCG Attorney Search is a former successful attorney who attended a top law school, worked in top law firms and brought massive drive and commitment to their work. BCG Attorney Search legal recruiters take your legal career seriously and understand attorneys. For more information, please visit www.BCGSearch.com.