Building Rainmakers: The Definitive Guide to Business (Paperback)
Every law firm needs a business development strategy--rainmakers are the breadwinners for firms and the heart and soul of recruiting and maintaining clients. But how are rainmakers created? How do you turn a smart law school graduate into a marketing maven? And how does law firm management ensure that members of the firm are learning the art and science of being a rainmaker? Building Rainmakers: An A to Z Guide to Business Development Training is a complete encyclopedia of business development training techniques, indispensable advice for law firm management, partners, and associates looking to successfully bring in clients. Tips and tools are distilled from interviews with more than thirty leaders and innovators in rainmaking and business development training, including associates, partners, and mentors from Baker McKenzie, Stinson Leonard Street, Duane Morris, Nixon Peabody, and the LawVision Group. A clear and precise business development mentoring path can give law firm leaders confidence that the firm is creating and deploying rainmakers. Building Rainmakers provides not only business development techniques that can help your law firm train and coach very talented attorneys into very successful rainmakers, but also the metrics necessary to make sure it's happening and measure its progress. The new market reality requires a very high level of business development skills. Building Rainmakers will help you and your firm compete in today's highly competitive marketplace.
David King Keller has been a business development consultant and coach for more than 20 years, growing the revenue for businesses ranging from solo practitioners to international Fortune 100 corporations. He is a member of the American Bar Association (ABA), the Bar Association of San Francisco (BASF), the American Association for Justice (AAJ), and the Legal Marketing Association (LMA). David has instructed CLEs and presented to law students on ethical ways to grow your practice. David has been a Trustee or on the Board of Directors for many charitable organizations: California Institute of Integral Studies; Operation Outrage, an African Relief Agency; Seventh Step Foundation; Meals on Wheels; International Center For Attitudinal Healing; San Francisco Unified School District High School For Business and Commerce; Isotek Corp.; Trust For World Health; and HIRE. He holds an MBA from Pepperdine University, certificates in coaching, counseling, mediation, and negotiation, and is the author of 100 Ways to Grow a Thriving Law Practice, which won the prestigious 2011 Law Firm Practice Development Award from the Legal Marketing Association Bay Area Chapter.