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Encouraging Rainmaking by Rewarding the Means, Not the Ends

Arnie Herz of  Legal Sanity augments previous posts on rainmaking by offering some advice on motivating rainmakers. Herz references a post by Tom Collins at More Partnership Income, which argues that:

it's “not the attorneys’ sales successes that drive them, but the value placed on the struggle”  to bring in new business. So, law firms looking to motivate their  lawyer sales force -- including those practitioners who typically avoid  rainmaking at all costs -- should celebrate and acknowledge rainmaking  failures as well as successes [...] You can motivate existing rainmakers and encourage others to become rainmakers by creating a culture where it is not a failure to come home empty-handed if you hunted well.”

Given that it takes 50 or a hundred leads and queries to produce a client, rewarding the effort for rainmaking may be the only way to get people to do it.

Posted by Carolyn Elefant on July 25, 2006 at 05:21 PM | Permalink | Comments (0)


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