By Ben Spandau, Funk & Spandau LLC
Rainmaking is a make or break concept in the small firm practice because the expectation, and many times the necessity, is to at least support yourself. In the solo firm practice, it is a feast or fathom concept. The term “eat what you kill” comes to mind. Fortunately enough, potential clients are generally plentiful in central Indiana, you just need to hone the skills of rainmaking to survive and prosper. So, how does the solo/small practitioner do that?
I have found that in my practice that it starts with something that we are all either naturally gifted with, or have at least worked hard to perfect: RESEARCH! Research who your ideal client is, what organizations they belong to or associate with, where do they spend most of their time, what tools do they use, etc. Research is a crucial first step to getting in front of and signing up ideal clients, so don't take it lightly.
After research, you must take action. Become a member of those organizations, learn about your ideal clients’ tools and trades, keep up with their lingo… be able to dance their dance, at least for a moment of time. Once you start to take action, take a look at this article to implement your actions more effectively. Happy hunting.
Note: The above approach is not advisable if you are a criminal defense attorney seeking new clients as it may have serious legal, ethical and health implications.
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