Market Areas > Practice Management > Rainmakers

Turning Associates Into Rainmakers: Essential Skills to Train, Mentor and Steer Profitability

Course Description:

Who will make the rain fall at your firm when it comes time for your leading rainmakers to retire or move on?

The financial health of most firms relies on the efforts of a few great rainmakers – lawyers who are able to keep the new-business pipeline flowing while their colleagues focus on the practice of law.

Great rainmakers just don’t fall from the clouds; they’re trained, mentored, and practice the essential skills for success.  You have potential rainmakers all around you, but the question is— How do you identify these potential goldmines and steer them toward profitability? 

Join CCM and our expert faculty in this in-depth audio program to learn key strategies and best practice techniques used by leading firms to encourage and reward the passing of rainmaking skills from one generation of lawyers to the next. 

In just 75 minutes, you’ll learn:

• How to turn partners, associates (or yourself) into rainmakers 
• Which training, mentoring and time management tactics work best
• How to build lasting client relationships
• Techniques to identify marketing “danger zones” – and how to avoid them
• Key questions to identify your client’s needs
• Practical strategies for discovering each lawyer’s unique existing strength – and how to build on it

Featured Faculty:

Julie Fleming-Brown, J.D., A.C.C., Life at the Bar LLC,
Attorney development coaching

Julie Fleming Brown, J.D., A.C.C. is a 1993 graduate of the Emory University School of Law. Julie practiced law (primarily specializing in patent litigation) for over 10 years in several law firms including Jones Day, before founding Life at the Bar LLC in 2005. She now provides coaching and consulting to law firm associates and partners, focusing on topics such as attorney development (leadership, professional, and client development), career strategy, and work/life integration. She also publishes the weekly email newsletter Leadership Matters for Lawyers.
Julie is a certified leadership coach (Georgetown University) and holds the Associate Certified Coach credential from the International Coach Federation, of which she is a member. She is a Fellow of the American Bar Foundation and currently serves as the Editor-in-Chief of The SciTech Lawyer, the quarterly publication of the American Bar Association Section of Science and Technology Law. Julie divides her time between Atlanta and Orlando, and may be contacted by telephone at 800.758.6214 or by email to jfb@lifeatthebar.com.

Larry Bodine, Business Development Advisor, Larry Bodine, Esq.

Larry Bodine is a business development advisor who helps law firms generate revenue and get new business by:

• Conducting marketing assessments and devising strategies to increase revenue.
• Coaching lawyers to develop their personal marketing plans
• Training groups of partners and associates in business development techniques
• Using technology to market the firm

He has advised firms as large as a 3,000-lawyer global law firm to a 25-lawyer trial boutique. He was named a Technolawyer Legal Technology Consultant of the Year, and named an Award winner by the American Bar Association, for writing the best article published in the ABA's Law Practice magazine: "What the Web Can Do for You."

Larry presented the first business development program that received CLE credit, for a "Rainmaker" program presented to State Bar of Arizona members.

Larry has also made many public presentations for the Legal Marketing Association (in nearly every city where the LMA has a chapter), American Bar Association Annual Meeting, the North Carolina Bar Association, the Chicago Bar Association, LegalTech, the Pitney Bowes Client Advisory Meeting, the Association of Legal Administrators, the Community Associations Institute, Meritas legal network, the Practice Development Institute (Chicago), and the Marketing Directors Institute.

We're so confident you'll get what you want out of this conference that we'll refund every penny if you're not completely satisfied. No questions asked! It's 100% risk-free!

Pricing:

Your CD recording includes the complete audio conference presentation, audience Q&A and presentation materials.

CLE:

CCM provides audio conference attendees with CLE credit processing services. To expedite CCM processing your CLE request, please complete and submit the evaluation form available from CCM at the conclusion of the audio conference. It will be necessary to enter the following information: name of each attorney requesting CLEs with full contact information, including e-mail address, bar number, and the state in which the attorney wants credits. Each attorney requesting credits must submit an evaluation.

Please be advised CCM audio conferences are subject to approval from each CLE issuing organization and approval is not guaranteed (state bar associations in Delaware, Indiana, Kansas, Ohio, and Pennsylvania do not grant CLE credits for audio conferences). The approval process takes approximately 6 - 8 weeks for most organizations but can take as long as 3 - 4 months. You will be notified via e-mail with the final status of your CLE application.

Any person applying for CLE credits must attend the audio conference from start to finish (attendance will be taken for compliance reasons). Requests for CLE credits must be received no later than two weeks following the conclusion of the audio conference or live conference. CLE credits are not available for CD recordings.

If you have any questions regarding CLE credits, contact Jill Adler at 631.368.2082 x 21 or jill.adler@meeting-matters.com.

Each CCM event presents a variety of information and is presented for each organization to develop its own approach and methodology.