Course 220: Lawyer's Guide to Rainmaking, The

This course is a comprehensive introduction to the business development practices of attorneys. It covers an experienced associate attorney’s role in both client development and pursuing new logos including an analysis of the relevant model rules of professional responsibility. Skills gained include personal branding, lead generation, lead qualification, relationship-building, opportunity spotting, working with sales technologies, leading a sales consultation with a prospective buyer, understanding buyer motives and emotional triggers, the origins of common objections raised by prospects and how to overcome them, and how to earn renewals, referrals and references from clients you serve.

This course is often followed by Course 410 – Precision Hunting: How to Land New Logos which delves deeper into new business development.

CLIENT TESTIMONIALS:

“Being a Swedish lawyer, I expected there to be certain elements of the course that would not apply to me, this ended up not being the case. I found the system and the structure highly applicable to my practice.” Learner, DLA Piper Stockholm, Sweden

“The lead generation module is in my opinion the most important for a young lawyer. The concept of ‘acquiring’ clients is elevated to an almost mystical level in many law firms and your course breaks it down to measurable and practical parts.” A. Tideman, Managing Associate, DLA Piper