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Rainmakers

Oct. 23, 2008

Positive Preparation

The best way to become more comfortable asking for a client's business is to be confident that you can add value for that specific client on that specific legal problem.

BY TRENTON H. NORRIS

Rainmaking. The term itself conjures up thoughts of mysterious powers, sought by many but bestowed on few, much like ESP or spoon-bending - unlearnable, unteachable and only discoverable by some Zen-like internal searching.

That's certainly what I thought a half-dozen years ago as a newly minted partner hoping to become Midas but feeling more like Sisyphus. And then I realized, after pitch upon pitch, articles, speeches, networki...

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