A Hands-On Approach to Attorney Referrals: A Successful Strategy for this Southern California Family Attorney - There’s no better... Speaking from Experience: When it comes to personal injury cases, Sean S. Vahdat speaks eloquently from education,... 19 Secrets That Increase Response to Print Ads: Have you ever purchased a display ad in the newspaper and then not received a single... The Introvert Lawyer’s Guide to Networking: A few years ago, a meme that I found hilarious circulated the internet. It read... Build It or Change? Making Culture Tangible: 30,000 feet. Long-haul travel. I am tired but intrigued about what I am observing. - Not... The Future of Law Firm Business Development Belongs to the Bold: Ultimately, the meek may, indeed, inherit the earth. But history suggests that, in the... The “If-the-Market-Knew-My-Story” Approach to Business Development: There is a basic principle in communication theory—shared experiences form the basis... Community News – September 2018: Carothers DiSante & Freudenberger LLP (CDF), an award-winning employment, labor and... MILITARY TRAINING Brings Peace of Mind to Legal Clients: Court proceedings and legal negotiations are often framed in military terms in which... Is There Gold in Your File Cabinet?: How to really help your clients and make money— where you're not trading your time for...
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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

The Future of Law Firm Business Development Belongs to the Bold

The Future of Law Firm Business Development Belongs to the Bold

Ultimately, the meek may, indeed, inherit the earth. But history suggests that, in the meantime, meek salespeople will waste time, money and energy and miss out on the opportunities awaiting those with the vision and courage to take bold action. By now all but the most resolute of ostriches have accepted that the embryonic law […]

20 Traits of the 100%- Capable Rainmaker

20 Traits of the 100%- Capable Rainmaker

What does it take to be a great rainmaker, able to generate millions of dollars in business each year, reliably? As with every great accomplishment, there’s much more than you can see. The Winter Olympic broadcasts featured background stories about how athletes became among the best in the world at their sport. Before those stories, […]

20 Traits of the 100%-Capable Rainmaker

20 Traits of the 100%-Capable Rainmaker

What does it take to be a great rainmaker, able to generate millions of dollars in business—each year, reliably? What’s actually involved in the rainmaking sausage? As with every great accomplishment, there’s much more than you can see. Many lawyers, observing their rainmaker peers, likewise see only the most visible things they do versus the […]

Critical Success Factors. The Key to Exposing Demand.

Critical Success Factors. The Key to Exposing Demand.

Let’s get the new year started off on the right foot by simplifying what many lawyers struggle with. There’s a lot of confusing advice out there for lawyers who are trying to learn how to get clients. Let these three basic questions be your guide to simplified business development: What? Why? How? What problem, situation, […]

Make Time for Business Development With TIME-SHIFTING

Make Time for Business Development With TIME-SHIFTING

For the 25 years I’ve been coaching lawyers, their #1 excuse for not being more serious about business development (BD) has been “lack of time.” During our planning sessions, after you declare your goal, I ask how much time you’ll commit each week to achieve it. This is the “no matter what,” “never fall below,” […]

Networking: How To Disengage From a Dead-End Conversation

Networking: How To Disengage From a Dead-End Conversation

We’ve all found ourselves trapped in a dead-end conversation at a networking event. Someone drones on about a topic in which you have no interest. Or, it’s simply someone you don’t like. Or, there’s nothing wrong with the topic or the person, but you can’t spend that much time with any one person. You need […]

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 […]

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