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RSSAuthor Archive for Mike O'Horo

Mike O'Horo is a serial innovator in the law business. His current venture, RainmakerVT, is the world's first interactive online rainmaking training for lawyers, by which lawyers learn how to attract the right kind of clients without leaving their desks. For 20 years, Mike has been known by lawyers everywhere as The Coach. He trained more than 7000 of them, generating $1.5 billion in new business. Mike can be reached at mikeohoro@rainmakervt.com

Convert Unhappy Clients into Fans

Convert Unhappy Clients into Fans

Clients can become upset with us for many reasons, some of which are within our control, and others that aren’t. We make mistakes, forget things, have bad days, or simply get overwhelmed by the unexpected. Such is life. However, what happens afterward determines the future of that relationship, and countless other potential relationships that that […]

Sales and Marketing are Not the Same

Sales and Marketing are Not the Same

There is an understandable confusion among lawyers about the difference between Sales and Marketing. First, lawyers still struggle to understand marketing, as demonstrated by the fact that most lawyers’ marketing considerations are limited to one of marketing’s four P’s: marketing communication and other forms of Promotion. Law firm Marketing departments still have little or no […]

What You Know vs. Who You Know

What You Know vs. Who You Know

For most of your career you’ve probably heard the adage, “It’s not what you know, but who you know.” That reflected the relationship-centric nature of doing business in a Seller’s market, where demand exceeded supply, and everyone who expended even a little effort got business. Now that you’ll face a Buyer’s market for the remainder […]

The Bright Line Between Marketing and Sales

The Bright Line Between Marketing and Sales

These days in the legal world, you don’t hear the terms “marketing” and “sales” very often. “Marketing” lost its luster during the severe cutbacks in law firms’ marketing communications programs during the recession. Firms lost their appetite for big investments that would take a long time to pay off (at least visibly) because they faced […]

Learning to Learn

Learning to Learn

Many lawyers struggle to learn business development skills, in no small part because they don’t embrace the need to get better at it. Oh, sure, they say all the right things, but when it comes down to setting aside time (and sometimes money) and committing to learning, applying, getting feedback, and practicing, they have lots […]

Creative Price Negotiation

Creative Price Negotiation

Most lawyers struggle with negotiating pricing with prospects and clients. Part of this is the product of lawyers’ personalities, which are generally conflict-averse. Part of this is based on the fear that inartful price discussions could cause them to overplay their hand and lose the business. However, a large part comes from having a singular […]

3 Steps to Business Development Simplicity

3 Steps to Business Development Simplicity

Why do so few lawyers engage in business development, despite abundant and inarguable evidence of its necessity? Many lawyers have told me that the biggest barrier to getting started is feeling overwhelmed, not knowing what to do, or how to begin. Fair enough. You’re not alone. Psychologists cite three obstacles to getting started: According to […]

Shared Qualities of Top Sellers

Shared Qualities of Top Sellers

Selling is a learned skill, which means anyone can become good at it if they commit to it. Like any other skill, some will have less difficulty than others learning it, but anyone can learn. Cultivating the following traits and mindsets will accelerate your learning curve and raise the ceiling on how good you can become. Here is what […]

Defining “Must Do”

Defining “Must Do”

Whether we’re talking about professional business development or our personal lives, there’s always a long list of things that we don’t get done, despite our declarations that we coulda, shoulda, woulda, oughta, wanta do them. So, which do we actually get done? Only those we must do. What defines “must,” and how does it differ […]

What Does the Pace of Law Firm Mergers Mean?

What Does the Pace of Law Firm Mergers Mean?

According to a recent ABA Journal article, Law Firm Mergers Continue at Record Pace, the first nine months of 2015 saw the highest number of law firm mergers since Altman Weil began tracking them, and all were acquisitions of firms with fewer than 35 lawyers. In late December, Law360 reported that 2015 set a record […]

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