Even though HowToMakeItRain.com is geared specifically for solos & lawyers in firms with five or fewer attorneys, an associate who claims to be on the partnership track at a mid-size regional firm recently sent me an e-mail asking why I feel so strongly that every lawyer should learn how to make it rain. Below is part of my answer:
Big law firm economics depend on the associates or non-rainmaking partners to NOT NOTICE OR NOT MIND the fact that they will bill dozens, maybe hundreds of hours doing the substantive legal work while the Rainmaker enjoys an equal slice of the profits from that client’s fee.
All because the Rainmaker knew how to get the client in the door, identify their priority problem or opportunity, propose a course of action and reach agreement as to the value of the services.
So the Rainmaker gets paid about the same amount to help the client identify and figure out a logical plan of action to solve their problems and maximize their opportunities, which the clients appreciate; And the house pet has to spend countless hours executing the Rainmaker’s plan.
But they both share about equally from that client’s fee. And which one do you think the client appreciates more and will call the next time they themselves or one of their friends, family members or clients have a problem or an opportunity? (Rhetorical question)
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