"But here's the twist. While a predictable formula might ruin a good show, it's really the secret weapon for lawyers looking to grow their books of business. At the heart of every successful rainmaker is a formula, something they created, borrowed, or straight-up stole. For me, it started with wasting an absurd amount of time networking. I had no direction and no results, so I had to develop a formula out of pure necessity to reclaim my time and drive real business."
"For lawyers buried in billables who understand the value of their time, there's no reason to reinvent the wheel. A proven process beats winging it every time. While I can't share every formula I use with clients, I will give you one that captures the core of them all: Planning, Process, and Performance. PlanningYou've heard it: failing to plan is planning to fail. That saying exists for a reason. One of the first questions I ask prospective coaching clients is, "Do you have a written plan?""
Television shows often rely on repeatable formulas such as problem-solution cycles or character-arc expansions that create predictability. Lawyers can harness similar repeatable formulas to grow books of business efficiently. Many lawyers waste time networking without direction, making a deliberate formula necessary to reclaim time and drive real business. A core three-part formula—Planning, Process, and Performance—underpins successful rainmaking. Most lawyers lack a written plan or rely on perfunctory firm templates, which contributes to ineffective business development. Adopting proven processes instead of improvisation allows billable-focused lawyers to scale client acquisition without reinventing the wheel.
Read at Above the Law
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