The Rainmaking Podcast

Most professionals hate the idea of selling. What if you didn't have to? Chris Papin has built a thriving multi-discipline practice as a JD, CPA, and insurance producer — without ever feeling like he's pitching. The secret is the trust economy: a system of intentionality, authenticity, and regularity that builds steady deal flow without pushing harder. Chris Papin is a licensed attorney, certified public accountant, and insurance producer who works with small business owners and entrepreneurs across every stage of their business lifecycle. He's also the author of 168 Hours: A Startup Business Guide That Respects Your Time. In this episode, Chris joins Scott Love to break down exactly how professional services providers can stop relying on hustle and start building the kind of credibility that brings clients to them. You'll learn: Why deals are driven by emotion — and what that means for how you build trust with prospects How to use a 90-second anecdote to open doors at any networking event without pitching The "step zero" mindset shift that separates professionals who get results at conferences from those who just survive them Why showing up with a QR code instead of a business card is a trust signal — not just a tech flex How to use AI to data mine a conference attendee list and identify your top 10 targets in 30 minutes The two biggest pitfalls that destroy deal flow — and how to avoid both What a client "funnel" actually looks like for transactional professionals (lawyers, CPAs, consultants) Why regularity matters more than intensity — and how to build consistency into your BD rhythm even during busy seasons The "Think, Document, Do" framework: the three-step system that turns good intentions into actual pipeline 3 action steps to start building steady deal flow through trust — starting today Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/CNP3rUgqQSo ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development. 📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com ---------------------------------------- This podcast is sponsored by SurePoint Legal Insights (formerly known as Leopard Solutions)–turning legal intelligence into opportunity. For a free demo, visit this link: https://surepoint.com/legal-insights/ ---------------------------------------- About Chris Papin: Chris Papin is a multi-talented professional with an impressive array of qualifications that give him a unique, holistic perspective as an advisor – a licensed attorney, a certified public accountant, and a life, accident, and health insurance producer. Chris holds a Bachelor's and Master's degree in accounting from the University of Oklahoma. He earned his Certified Public Accountant designation in 2007, followed by a Juris Doctor degree from Oklahoma City University School of Law in 2008. Admitted to practice before the United States Tax Court in 2010, Chris has garnered recognition for his achievements, including being chosen for the 2009-2010 Leadership Academy Class by the Oklahoma Bar Association and receiving the 2010 Trailblazer honor from the Oklahoma Society of Certified Public Accountants. In 2017 Chris' firm received the Recipient Thomson Reuters Innovation Award, a customer superstar award in the Thomson Reuters community, for doing the most to innovate, invigorate, and grow its practice for the benefit of its clients.  In 2022, Chris won the Top Emerging Firms of the Year, an award that celebrates innovative and forward-thinking companies that have made a significant impact in their respective industries. This prestigious award recognizes emerging firms that have demonstrated exceptional growth, financial performance, and a commitment to sustainability and social responsibility. It serves as a testament to the recipient's dedication to innovation, customer satisfaction, and business excellence. Links: https://papinspeaks.com/ https://www.linkedin.com/in/chrispapin/ Order Chris Papin’s book here:  https://www.amazon.com/dp/B0GL8P2PJD Learn more about your ad choices. Visit megaphone.fm/adchoices

Most law firms know AI is changing their industry. Fewer know exactly where to start, what to avoid, or how to build a technology strategy that doesn't blow up mid-implementation. Eric Thurston is Executive Chairman of SurePoint Technologies — one of the most widely used legal technology platforms in the country — and a veteran software executive with more than 20 years of experience building and scaling technology companies. He's seen thousands of law firms navigate technology change from the inside. In this episode, Eric joins Scott Love to share a clear-eyed, practical view of where the legal industry stands right now on AI and technology, and what firm leaders need to do to stay ahead of it. You'll learn: How AI has evolved from "just ask ChatGPT" to a genuine business strategy — and what that shift means for law firms right now The two sides of legal technology: practice of law vs. business of law — and why the business side is where most firms are leaving money on the table Why change management is the most underestimated part of any technology implementation The #1 mistake law firm leaders make when buying new tech tools (hint: it's not the tool itself) Why older, monolithic systems can't interact with modern AI — and what to do about it How one firm identified $70,000–$100,000 per attorney per year in recoverable revenue through process improvement alone Why attorneys aren't going away — but the nature of associate work is already changing How forward-thinking firms are rebranding, restructuring, and positioning themselves to be acquisition targets or platform buyers Why data cleanup is the most overlooked prerequisite for any AI initiative 3 action steps law firm leaders can take right now to build a technology strategy that actually works Eric also shares details on SurePoint's annual Ignite Conference — September 14–16 in Savannah, Georgia — and the firm's suite of practice management, business development, and legal intelligence solutions. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/ozGhSb72pTE ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development. 📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Eric Thurston: Eric Thurston is Executive Chairman of the Board at SurePoint Technologies and a veteran software executive with more than 20 years of experience building and scaling technology companies. Having led organizations across legal technology, workforce management, and enterprise software, Eric specializes in driving growth, innovation, and customer success. Before becoming Executive Chairman, Eric served as President and CEO of SurePoint and previously held CEO and executive leadership roles at TCP Software, Personify, and Mitratech. His track record of building high-performing teams and growing technology businesses earned him recognition as an Ernst & Young Entrepreneur Of The Year® finalist. Link to Ignite: Ignite2026 - SurePoint Technologies https://surepoint.com/ignite2026/?utm_source=rainmakingpod&utm_medium=podcast&utm_campaign=me1215a1 Learn more about your ad choices. Visit megaphone.fm/adchoices

Posting on LinkedIn once isn't thought leadership. Speaking on one panel isn't thought leadership. Real thought leadership is a strategy — and most professionals have never been given a clear framework to build one. Bill Sherman is COO of Thought Leadership Leverage, co-host of the Leveraging Thought Leadership podcast, and lead co-author of The Thought Leadership Handbook — the book Scott calls the most intellectually rigorous, practically useful resource on thought leadership he's ever read. In this episode, Bill shares the framework he and his colleagues developed over 20 years of consulting with Fortune 500 executives, professional services providers, and emerging experts who want their ideas to travel further and earn more trust. You'll learn: The difference between being an expert and becoming a thought leader — and why the skills don't automatically transfer Bill's 20-word test: what every core idea must do to earn a "tell me more" The 4 elements of thought leadership: Core Idea, Content Library, Market Offerings, and Platform Identity — explained in full What a content library actually is (and why sticky notes on a wall is a perfectly legitimate starting point) Platform identity: how people talk about your ideas when you're not in the room — and why that matters more than personal brand Why most professionals suffer from "content insecurity" (imposter syndrome's cousin) — and how to push past it The paradox of knowledge-sharing: why giving away your best ideas makes more people come back to you Why the "keep it behind the paywall" instinct is the #1 thing holding thought leaders back How AI is absorbing generic expertise — and what makes your voice irreplaceable 3 action steps to shift from expert to thought leader and start building your platform today Bill also shares how The Thought Leadership Handbook came to exist — from 2.6 million words of podcast transcripts and two co-authors who said they'd never write a book. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/jCFNedZciu4 ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development. 📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Bill Sherman: Bill Sherman stumbled into thought leadership when a Fortune 500 executive asked: "How do I scale the ideas in my book?" That was twenty years ago. Today he's COO of Thought Leadership Leverage and co-host of the Leveraging Thought Leadership podcast. After exploring why experts share their best ideas with strangers, he thinks more of them should. That's why he put his frameworks and tools into The Thought Leadership Handbook. Bill lives in Las Vegas, Nevada.  Links: Bill's site: https://aha-moments.com/ Book: https://thoughtleadershiphandbook.com/ LinkedIn: https://www.linkedin.com/in/bill-sherman-aha-moments/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Private equity has moved through healthcare, dental, and accounting. Law firms are next — and the deals are already happening. But most law firm leaders don't fully understand the structure, the math, or the risks involved. TJ Henry is the co-founder and managing partner of Federate, a management services organization that launches, operates, and scales law firms. He's also one of the most knowledgeable people in the country on how MSO structures work, what investors are actually looking for, and what law firm founders need to know before they sit down at the table. In this episode — part of the Sometimes Tuesdays legal-specific series — TJ joins Scott Love for one of the most detailed, practical conversations the Rainmaking Podcast has ever had on law firm M&A, private equity, and the MSO model. You'll learn: What an MSO actually is — and why it's the legal workaround that makes third-party investment in law firms possible How 20-year contracts, EBITDA calculations, and per-timekeeper fees actually work in these deals Why a $100M revenue firm doesn't generate $100M in EBITDA — and how to find the real number What realistic deal multiples look like right now (and why low-to-mid teens should make you nervous) Why the lawyers most likely to get a deal done are the ones willing to stay and grow — not the ones looking to cash out and leave The three levers every PE investor needs to pull to run a profitable MSO deal: EBITDA arbitrage, law firm growth, and cost reduction What investors get wrong when they try to buy into law firms without law firm operators on their team The difference between a roll-up model and a multi-firm MSO — and the conflicts-of-interest issue that makes one harder than the other Why small to mid-sized firms are actually better deal targets than AmLaw 200 firms What "law firm in a box" looks like — and how Federate can get a new firm up and running in 60 days If you're a law firm founder, managing partner, equity partner, or investor evaluating the legal services market — this episode is required listening. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/lGP1mVGOMzE ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development. 📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About TJ Henry: T.J. Henry is a seasoned legal operations and law firm executive with a track record of helping law firms and legal businesses launch, grow, and scale. He specializes in strategic transformation, operational design, and growth, with a focus on building the infrastructure, teams, technology, and systems that allow legal organizations to operate more effectively. T.J. is the Co-Founder and Managing Partner of Federate, where he works with law firms and investors across the legal industry. Links: https://federatelegal.com/contact/?utm_source=rainmaking_podcast&utm_medium=referral&utm_campaign=rainmaking_podcast Learn more about your ad choices. Visit megaphone.fm/adchoices

Scott Love has read thousands of law firm partner bios. Most of them are bad. Most of them read like word-for-word copies of every other attorney at every other firm — and they do nothing to compel a prospective client to pick up the phone. In this solo episode, Scott breaks down the five pillars of a high-performing online bio: the framework he's developed over 30+ years as a legal recruiter that turns a forgettable credentials list into a compelling narrative that makes clients say, "Get me that person." This one applies whether you're a law firm partner, a consultant, a financial advisor, or any other professional services provider whose bio is the first thing a prospect reads before deciding whether to reach out. You'll learn: Why most professional bios fail — and the one question every bio must answer The difference between marketing and business development (and which one your bio actually is) The 5 pillars of a compelling online bio: Key Differentiators, Distinction Points, Value Proposition, Track Record & Proof Points, and Thought Leadership The "so what? so that." exercise that instantly reveals whether your bio is making a real case for you Why in-house experience, prior careers, and unusual backgrounds are your biggest untapped differentiators — and why most people leave them out How to turn a generic credentials paragraph into a narrative that shows what you actually do for clients What thought leadership on a bio looks like — and the specific details that signal authority to a prospect The final bonus tip: 15 minutes a day that separates consistent rainmakers from everyone else Scott also references his co-authored book Rainmaker Confidential (with Henry DeVries and Mark LeBlanc) — a full playbook for thought leadership and client development. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/yP09gNC3SZo ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development. 📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Scott Love: Scott Love is a legal recruiter solely focused on recruiting corporate and finance partners for global law firms in major markets. He is the host of The Rainmaking Podcast, co-author of Rainmaker Confidential, and speaks professionally at conferences on sales, client development, and recruiting. 📘 Book: Rainmaker Confidential — RainmakerConfidential.com 📖 Rainmaking Magazine: free complimentary subscription at TheRainmakingMagazine.com 🎓 Free Webinars: RainmakingSeminars.com Learn more about your ad choices. Visit megaphone.fm/adchoices

The legal industry is about to change faster than most law firm leaders are prepared for. Private equity is coming. AI is already here. And the firms that keep doing things the way they've always been done are going to find themselves squeezed from both sides. Tim Keith is the CEO and founder of Propense AI, an AI-driven cross-selling and client intelligence platform built specifically for law firms. He's watched private equity transform the accounting industry in real time — and he's convinced the same inflection point is coming for legal, faster than anyone anticipates. In this episode, Tim joins Scott Love to lay out a clear-eyed view of what the law firm of the future actually looks like, what separates the firms that will lead from those that will be absorbed, and what managing partners and partners should be doing right now to get ahead of it. You'll learn: Why Tim believes the traditional partnership model will change dramatically within the next five years How private equity reshaped accounting in under four years — and why legal is next Why "we've never done it that way" is the most dangerous strategy in the current market The "one-firm mentality" — why cross-selling is no longer optional and how the best firms are executing it What non-lawyer ownership of law firms already looks like in practice (Arizona's precedent) How the billing model is shifting toward value-based pricing — and what that will look like in practice Why the "black box" of legal work is disappearing and what that means for your competitive position The rise of niche AI-native law firms — and the partners who are already leaving BigLaw to start them Why the middle market is going to get "swallowed up" and what that means if your firm lives there 3 action steps law firm leaders and individual partners can take right now to prepare Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/Ej-q2TZ0eGE ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development. 📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Tim Keith: Tim Keith is CEO and founder of Propense AI. Our AI-driven platform analyzes historical data and market signals, providing firms with the insights they need to anticipate client needs before they arise. By enabling firms to serve with precision, we strengthen client relationships, enhance trust, and ultimately create greater value for everyone involved. Learn more about your ad choices. Visit megaphone.fm/adchoices

Pressure is inevitable. But whether it contracts you or expands you — that's a choice. Dr. Emma Zia has spent nine years helping founders, executives, and high performers figure out which voice they're listening to, and how to change it. Emma is a high performance expert, author of Power Under Pressure, and holds a Doctorate in Metaphysical Science. She works with leaders at critical inflection points — when the stakes are highest and the old patterns are loudest. In this episode, she joins Scott Love to unpack the Contractor vs. Expander framework, the six hidden unconscious patterns that quietly cap success, and the practical tools to break through each one. Scott calls this one of the most personally meaningful conversations on the Rainmaking Podcast — one he read aloud to his wife and daughter. It's a little different. And it might be exactly what you need. You'll learn: What the Contractor and Expander voices are — and how to tell which one is running your decisions Why you cannot outperform your inner world (and what that means for your business results) The 6 hidden patterns that keep high performers stuck: Imposter, Overdrive, Chaos, Fortress, Freeze, and Control The Dimmer vs. Inflator — two faces of the Imposter pattern and how to spot them in yourself Why Warren Buffett's success is an argument against the Overdrive pattern The PlayStation level analogy: why you can't skip to the next level without breaking through the current one first Why fighting reality only intensifies suffering — and what acceptance actually looks like for a high achiever How one client went from zero sales for six months to $60K collected in four weeks after a single session The visceral body exercise that tells you in real time whether you're in contraction or expansion 3 action steps to start accessing your power under pressure today Visit: https://therainmakingpodcast.com YouTube: https://youtu.be/pdS6k1sUZRk ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development. 📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Emma Zia: Dr. Emma Zia is a high-performance expert with over 9 years of experience working with leaders, founders, and teams during periods of growth and transition. She holds a Doctorate in Metaphysical Science and works with the unseen structures that drive success. Her approach blends psychological understanding with Extrasensory Perception (ESP), translating unseen principles into practical tools for becoming your best self in life and business. Links: Website: https://www.emmazia.com/ Book a session: https://calendly.com/emmazia/clarity-session-personal-business Get a copy of my book: https://www.amazon.com/dp/B0GY1C84Z3 Connect on LinkedIn: https://www.linkedin.com/in/emma-zia/ Learn more about your ad choices. Visit megaphone.fm/adchoices

Research shows lawyers score below average in emotional intelligence compared to the general population. That gap is costing law firms talent, trust, and millions in preventable attrition. David Sarnoff is an ICF Certified Executive Coach, leadership trainer, and former attorney who founded Sarnoff Group LLC to do development work that actually sticks. He's also the co-author of Beyond the Courtroom: Proven Strategies from the Legal Field for Leadership, Emotional Intelligence, and Well-Being in the Modern Workplace. In this episode, David joins Scott Love to break down why emotional intelligence is so hard for lawyers to develop — and exactly how to build it. This is a legal-specific episode from the Sometimes Tuesdays series, and it's one of the most practically useful conversations the show has had on leadership, retention, and what actually keeps great attorneys and staff from walking out the door. You'll learn: Why lawyers as a population score below average in EQ — and what Martin Seligman's research on pessimism reveals about why The connection between low EQ and the legal profession's alarming rates of depression, substance abuse, and burnout Why 70% of what you communicate is nonverbal — and what partners are accidentally telling their teams without knowing it The "three words exercise" that reveals the gap between how you see yourself and how your team actually experiences you What the amygdala hijack is and why it makes otherwise rational lawyers act irrationally under stress The box breathing technique Navy SEALs use to stay calm in chaos — and how one practice group leader used it to stop a blow-up in real time What KKR discovered when they studied empathy in their portfolio company CEOs (it has nothing to do with being "nice") Why people don't leave law firms — they leave partners (and what the data says about attrition costs) How to use the EQI 2.0 assessment to get a baseline and track growth 3 specific action steps to start elevating your emotional intelligence today Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/HrfAyoqt9EQ ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development. 📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About David Sarnoff: I founded Sarnoff Group LLC to do work that actually moves people, not just training that gets forgotten by Monday morning, but coaching and development that changes how leaders think, communicate, and show up for their teams. As an ICF Certified Executive Coach, leadership trainer, and former attorney, I bring a perspective most coaches can't offer: I've lived inside the high-stakes, high-pressure environments my clients navigate every day. That background shapes everything about how I work. Links: LinkedIn:  https://www.linkedin.com/in/davidsarnoff/Website:   www.sarnoffgroup.com Learn more about your ad choices. Visit megaphone.fm/adchoices

"No is a complete sentence." It took Gina Rubel years of executive coaching — and nearly 25 years of running a top legal PR firm — to fully believe that. In this episode, she makes the case for why. Gina Rubel is the CEO and General Counsel of Furia Rubel Communications, a nationally recognized legal marketing, litigation PR, and crisis communications agency. She joins Scott Love for the Rainmaking Podcast's first-ever episode dedicated entirely to saying no — when to do it, how to do it, and why the most successful professionals in any field have mastered it. This conversation is packed with practical frameworks: red flag checklists, core values exercises, real-world stories from crisis comms and RFP negotiations, and the "yes, and" mindset that turns a firm no into a future opportunity. You'll learn: The 6 most common reasons a professional services provider should turn down business — and how to recognize each one early How to build your personal red flag checklist before you take another intake call Why your core values — not your revenue goals — should be the filter for every new client relationship The RFP negotiation story: how saying "we can't do this in time" turned into a stronger client relationship Why "no" doesn't always have to mean no — and how the "yes, and" approach keeps doors open How to actually say no to a prospect without over-explaining or burning the bridge Why culture fit doesn't mean identical culture — and what the real alignment requirement is The red flag you're probably overlooking: clients who don't value your advice When an existing client relationship warrants a no (and how to handle it with integrity) 3 action steps to start saying no to the right things starting today Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/DHktJ3_6xMw ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development. 📖 Subscribe to Rainmaking Magazine — free complimentary subscription: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Gina Rubel: Gina Rubel is the CEO and General Counsel of Furia Rubel Communications, Inc., a nationally recognized legal marketing, litigation PR, and crisis communications agency serving law firms, their clients, and legal industry organizations. Links: https://www.furiarubel.com/ https://www.linkedin.com/in/ginafuriarubel/ Learn more about your ad choices. Visit megaphone.fm/adchoices

You think you know your brand. Your clients experience something else entirely — and that gap is costing you business. Paula Zirinsky is the founder of Zirinsky Strategy LLC and a marketing strategist with over four decades of experience helping law firms, professional services organizations, and global companies discover what their brand actually is — not what they assume it is. In this episode, Paula joins Scott Love to unpack brand intelligence, strategic listening, and the brand discovery process that reveals the hidden stories, emotional differentiators, and unexpected insights that separate the best firms from everyone who sounds exactly like them. You'll learn: What brand intelligence actually is — and why emotional differentiation matters more than rational differentiation Why "we know our brand" is the most dangerous thing a law firm can say The single most powerful question to ask a client that unlocks the stories behind your brand How the pause after "tell me a story" often produces the most valuable insight of any interview What the "triage" story reveals about finding a hidden differentiator hiding in plain sight Why process can be as powerful a brand story as personality How brand discovery interviews actually strengthen client loyalty — sometimes just by asking What blocks organizations from implementing brand work successfully (it's not budget) How strategic listening applies to lateral recruiting and partner development — not just marketing 3 action steps any firm can take right now to start listening differently — even without a consultant Whether you're a managing partner, chief marketing officer, or a solo practitioner trying to stand out in a crowded market — this episode will change how you think about what your brand actually is. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/auqwyRY0NeQ ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development.📖 Subscribe to The Rainmaking Magazine — free 30-day trial: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Paula Zirinsky: Paula Zirinsky, the founder of Zirinsky Strategy LLC, is a seasoned marketing professional who excels in tackling marketing challenges and problem-solving through branding, thought leadership, and intentional marketing initiatives. With over four decades of experience, she possesses a proven track record in identifying growth opportunities for global companies and has a knack for building the necessary infrastructure and teams to drive strategy, branding, thought leadership, marketing, and business development. Paula is also well-versed in content creation, communications, digital programs, and the implementation of technology platforms. Links: https://www.zirinskystrategy.com/about https://www.zirinskystrategy.com/contact Learn more about your ad choices. Visit megaphone.fm/adchoices

Most law firms spend enormous resources attracting the right attorneys — but the executives running the business behind them are just as hard to find, and just as easy to lose. Ted French is the co-founder and president of ASG Legal Search and a 35-year veteran of the executive recruiting and staffing industry. Having previously built and sold Acclivity Healthcare — a firm that placed over 18,000 professionals with 300+ organizations — Ted now focuses exclusively on recruiting C-suite and director-level non-attorney talent for law firms across the United States. In this episode, Ted joins Scott Love to break down exactly what's driving demand for executive legal talent right now, why firms keep losing the best candidates, and what it takes to win in a hypercompetitive market. You'll learn: Which C-suite roles are in highest demand at law firms right now — including a new one most firms are just starting to hire for The real reason top executives leave their firms (hint: it's not compensation) Why law firms are losing talent to consulting firms, private equity, and tech companies The #1 mistake firms make in their hiring process that costs them their top candidates How AI is reshaping the executive committee — and what the leadership team of tomorrow will look like Why "hiring for industry experience" instead of leadership capability is a critical pitfall What exceptional firms do differently to make their opportunity impossible to say no to 6 best practices for attracting and closing the right executive — from job description to onboarding How to retain executives once you have them (retention starts before they consider leaving) 3 action steps law firm leaders can take right now to improve their ability to attract top talent If you lead a law firm or serve on its executive committee, this episode will sharpen how you think about the business leaders who make your firm run. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/sC7cbTuQanc ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development.📖 Subscribe to The Rainmaking Magazine — free 30-day trial: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Ted French: Ted French is a nationally recognized executive recruiter, entrepreneur, and staffing industry leader with more than 25 years of experience building and scaling high-performing recruitment and staffing organizations across healthcare, professional, and legal services. He currently serves as General Manager and Co-Founder of ASG Legal Search, where he leads strategic growth initiatives and delivers professional talent solutions to legal organizations throughout the United States. Under his leadership, ASG Legal Search delivers highly targeted legal talent solutions to law firms and corporate legal departments with a focus on quality, speed, and client partnership.  Key focus areas include recruiting C-level and director-level talent, exclusively in law firms. Previously, Ted founded and led Acclivity Healthcare, one of the most successful specialized healthcare recruiting and staffing firms in the region. Over a distinguished 23-year tenure, he served as Principal Recruiter and General Manager, leading all operational, sales, and leadership functions. During that time, Acclivity Healthcare placed more than 18,000 healthcare professionals with over 300 organizations nationwide, generating annual revenues exceeding $10 million. The firm became known for its disciplined recruiting process, exceptional client retention, and outstanding placement performance. Throughout his career, Ted has built a reputation for operational discipline, sales leadership, and results-driven recruiting execution. His expertise spans executive search, workforce planning, applicant tracking systems, business development, and large-scale recruiting and staffing operations. He is widely respected for his ability to build elite recruiting teams, optimize processes, and deliver consistent hiring success for clients across diverse industries. Links: https://attorneysearchgroup.com/legal-staffing https://www.linkedin.com/in/tedfrench/ Learn more about your ad choices. Visit megaphone.fm/adchoices

What would your day look like if every part of it, from the moment you woke up to the moment you went to sleep, was actually working for you? Sarah Tetlow is a productivity consultant, trainer, speaker, and author of The Perfectly Productive Day. A repeat guest on the Rainmaking Podcast, Sarah is one of the leading voices in productivity for attorneys and professional services providers, helping law firms reduce stress, increase focus, and grow their business without burning out. In this episode, Sarah and Scott Love walk through the six components of a perfectly productive day: morning routine, commute, workday, evening routine, bedtime, and sleep, and unpack the science-backed habits that make each one work. You'll learn: What a "perfectly productive day" actually means and why the goal isn't perfection The science behind delaying caffeine and drinking water first (and why it helps with the 2 p.m. crash) The 5-minute "kitchen workout" that builds self-trust before your day even begins How to make your commute driving, transit, or work-from-home transition genuinely productive Why doom-scrolling on the train is quietly sabotaging your entire workday The "future self" mindset shift that helps you push through procrastination every time Sarah's shutdown routine: the 3-step end-of-day reset that sets up tomorrow before it starts How the Time Timer eliminates distractions and defeats perfectionism Why your morning brain, before you check your phone, already knows what you should prioritize 3 action steps to start living a more productive day immediately Sarah also shares her free book club, free productivity resources, and a new book in the works: The Perfectly Productive Workday, diving deep into distractions, procrastination, and email management. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/j_XEknTjLlE ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development.📖 Subscribe to The Rainmaking Magazine — free 30-day trial: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Sarah Tetlow: Sarah Tetlow is an experienced productivity consultant, trainer, and speaker for attorneys and other busy professionals. She uses her past experiences, organizational and strategic thought process, education, and training to help law firms improve their bottom line and operate more efficiently. More importantly, Sarah's clients see a reduction in stress and anxiety and an increase in focus and new business. Through one-on-one consulting, strategic planning, workshops, and group trainings, Sarah works with attorneys, law firms, and busy professionals to find personalized ways to manage their day with a proactive and focused approach. Links: https://www.linkedin.com/in/sarah-tetlow/ https://www.firm-focus.com/team Order Sarah’s book: https://perfectlyproductiveday.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

You don't need a massive audience to build authority in your niche. You just need the right 10 people listening — and a system to get in front of them consistently. Ben Mena is the founder of Select Source Solutions and host of The Elite Recruiter Podcast — the largest recruiting industry podcast with over 300 episodes and 700,000+ downloads. What started as a boredom project during COVID became a full brand, a thriving community of 13,000+, and a steady stream of new business. In this episode, Ben joins Scott Love to share exactly how professional services providers can use podcasting — whether hosting or guesting — to build authority, earn trust, and fill their pipeline in an era increasingly saturated with AI noise. You'll learn: Why you don't need to start your own show to benefit from podcasting How to find the podcasts your ideal clients are already listening to — and get on them What the "trust economy" is and why podcasting is the most powerful tool to win in it How one episode of podcast content can fuel a month's worth of LinkedIn posts and clips The cocktail napkin playbook for launching a niche podcast from scratch Why "manufactured authority" is real — and how to build it in as few as 5 episodes The biggest mistake professionals make when they aren't getting results from content How to use guests strategically to build referral relationships and strategic alliances When it's okay to stop a podcast — and when you should keep going 3 action steps to launch or level up your podcast strategy right now Whether you're a law firm partner, consultant, or executive recruiter — if you want to be the first name people think of in your niche, this episode is your blueprint. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/1BU71EllCAY ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development.📖 Subscribe to The Rainmaking Magazine — free 30-day trial: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ----------------------------------------About Ben Mena: Benjamin Mena is the founder of Select Source Solutions, a boutique executive search firm specializing in GovCon leadership roles. He's also the host of The Elite Recruiter Podcast, the largest recruiting industry podcast with over 300 episodes and 600,000+ downloads, featuring conversations with the top recruiters and firm owners in the world. Benjamin brings 20 years of recruiting experience supporting large US defense contracts, and runs the Elite Recruiter Community, a private membership of agency recruiters and solo firm owners focused on billing more and building better businesses. He also hosts The Pinnacle Take, the official podcast of the Pinnacle Society. Link: www.selectsourcesolutions.com www.linkedin.com/in/benjaminmena Learn more about your ad choices. Visit megaphone.fm/adchoices

Most professionals know they need more high-value clients. What they don't have is a system to bring them in predictably — without cold pitching, diluting their brand, or spending all their time on marketing instead of client work. Esther Stewart is a Business Growth Strategist and founder of Cottn Owl. A former Fortune 500 finance associate, she spent eight years inside billion-dollar institutions training 7 and 8-figure executives in white-glove sales, client retention, and institutional-grade growth strategy. After leaving a multiple six-figure corporate career in 2023, Esther built two multi-five-figure per month businesses using one offer, one sales system, and disciplined infrastructure. Her philosophy: premium clients don't buy hype — they buy certainty. In this episode, Esther joins Scott Love to break down exactly how professional services providers can build a client acquisition funnel that works — simply, intentionally, and at a premium level. You'll learn: What a funnel actually is — and why most professionals massively overcomplicate it How the price of your offer determines the length and structure of your funnel Why the only thing you need to sell first is a conversation The #1 pitfall that stops high-achieving professionals from growing their pipeline (visibility) How to overcome the discomfort of showing up online when you're used to being the expert, not the promoter Why on-camera ads outperform stock images at premium price points — every time How a fractional CFO generated $120K in new pipeline value in her first 30 days Why hiring a coach isn't enough — and how to pick the right coach for the right thing 3 steps to reverse-engineer your revenue goal into a working funnel If you're a lawyer, consultant, doctor, or high-level service provider sitting on a strong offer but struggling to fill your pipeline — this episode is your roadmap. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/PO0Dl5yR5Pc ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development.📖 Subscribe to The Rainmaking Magazine — free 30-day trial: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Esther Stewart is a Business Growth Strategist and founder of Cottn Owl, where she architects high-converting paid acquisition systems for founders selling premium offers. A former Fortune 500 finance associate, Esther spent eight years inside billion-dollar institutions training 7 and 8 figure executives in white-glove sales, client retention, and institutional-grade growth strategy. Today, she works with coaches, doctors, consultants, therapists, and high-level service providers who already have strong offers and want predictable, scalable client acquisition without diluting their positioning. After leaving a multiple six-figure corporate career in 2023, Esther built two multi five-figure per month businesses using one offer, one sales system, and disciplined infrastructure. Her philosophy is simple: premium clients do not buy hype, they buy certainty. Esther teaches founders how to build strategic sales systems, refine positioning, and scale through paid traffic in a way that protects brand equity and supports long-term growth. Links: https://cottnowlofficial.com/ [email protected] Learn more about your ad choices. Visit megaphone.fm/adchoices

You know you're great at what you do. But can you actually say it — clearly, confidently, and without sounding like you're reading a resume? That's the gap Donna Griffit has spent 16+ years helping professionals close. Donna Griffit is a corporate storyteller, communication coach at Stanford Graduate School of Business, and author of Sticking to My Story: The Alchemy of Storytelling for Startups. In this episode, she returns to the Rainmaking Podcast to share her X Factor framework — a method for uncovering your unique blend of talents, skills, and proof points and turning them into a compelling story that wins trust, rooms, and clients. This one includes a live, unrehearsed coaching session where Donna builds Scott's X Factor statement on the spot — and the result is something every professional in the room can learn from. In this episode you'll learn: What the X Factor actually is — and why most people can't see their own How to identify your natural talents using events and experiences you already own The GSBG and GYPSY frameworks for structuring your story in any context Why "tell me about yourself" is the most wasted opportunity in business How to overcome the "it's not modest to brag" block that holds professionals back What Ikigai has to do with finding your genius zone How to transform your LinkedIn summary from a resume blurb into a story that earns trust Why LinkedIn recommendations don't appear by magic — and exactly how to get them 3 action steps rainmakers can take right now to start owning their X Factor Whether you're networking, pitching a new client, or interviewing for your next opportunity — this episode will help you stop being forgettable. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/qXpxDSMFp2o ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 🎙️ The Rainmaking Magazine helps lawyers, consultants, and professional service providers build thriving practices through smarter business development.📖 Subscribe to The Rainmaking Magazine — free 30-day trial: https://www.rainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Corporate Storyteller and Pitch Alchemist for Startups and High-Stakes Moments, DonnaGPT, Best Selling Author, Communication Coach @Stanford GSB Links: https://donnagriffit.com/ Order Donna’s book here: Sticking to My Story: The Alchemy of Storytelling for Startups: https://www.amazon.com/dp/1991197314/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1676930482&sr=8-1 Donna's first appearance on TRP: https://youtu.be/FyJyl0E6o9A Learn more about your ad choices. Visit megaphone.fm/adchoices

AI isn't coming for lawyers — but it is coming for the lawyers who don't adapt. Dr. Catherine McGregor joins Scott Love to break down exactly what technology transformation means for the legal profession and what lawyers can do right now to get ahead of it. Catherine is an executive coach, author, and management consultant who works with law firms and in-house legal teams on leadership and talent development in the age of AI. She and Lloyd Johnson co-authored Preparing Lawyers for Technology Transformation — a book Scott calls essential reading for every law firm leader, C-suite executive, and practicing attorney. In this episode you'll learn: What the "exponential age" means and why the pace of change is unlike anything before The 9 Exponential Age Mindset Attributes (EAMAs) every lawyer needs to develop Why clinging to the "just do the technical work" comfort zone is no longer enough How to shift from lawyer-as-technician to trusted strategic advisor The IRAC trap — and why leading with conclusions wins business How Bias Jiu-Jitsu helps lawyers recognize and leverage their own cognitive patterns Why fear of AI is really fear of identity loss — and how to work through it 3 actionable steps lawyers can take today to future-proof their practice If you're a law firm partner, in-house counsel, or legal professional navigating rapid change, this episode will give you a framework to not just survive the AI era — but lead through it. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8WGkU9g6Ev0 ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you're serious about growing your book of business, you'll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 🎁 Try it free for 30 days. Explore premium articles from leading experts, discover new business development strategies, and see why professionals across the industry are making it part of their growth routine. 💥 Start your free 30-day trial today and experience the value for yourself: www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Dr Catherine McGregor PCC CPCC is an executive coach, author, and leadership development specialist who works with senior leaders including General Counsel, law firm partners and high-potential executives navigating complexity, visibility, and change. Her work focuses on helping accomplished professionals strengthen judgment, influence, and enterprise-wide impact in fast-moving, high-stakes environments. With a background in management consulting, education, and the performing arts, Catherine brings a distinctive blend of intellectual rigor, strategic insight, and human-centered coaching to her work. She is the author of two books Business Thinking in Practice for In-House Counsel and Preparing Lawyers for Technology Transformation: The Exponential Age Mindset. She has delivered leadership and transformation programs globally. Her coaching helps leaders move beyond functional excellence to think and operate at enterprise level—developing executive presence, strategic judgment, and the ability to translate complexity into clear, credible narratives for boards, executives, and stakeholders. A core focus of her work is supporting leaders in the Age of AI, strengthening discernment, ethical decision-making, and systems thinking alongside innovation. This is by developing the skills that professionals will need to master opportunities in the Age of AI in blending human work with AI and other technologies. Together with her colleague, Lloyd M Johnson Jr, she has developed the nine Exponential Age mindset attributes which help leaders maximize their human advantage in the age of AI and uses these as the basis for her coaching and leadership development programs. Links: https://www.linkedin.com/in/dr-catherine-mcgregor-pcc-cpcc-787b354/ http://www.catherinemcgregorcoach.com/ http://amazon.com/author/drcatherinemcgregor Learn more about your ad choices. Visit megaphone.fm/adchoices

Most professionals fear niching down. Sharon Toerek did the opposite — and built a nationally recognized law firm by going all in on one market. In this episode, Scott Love talks with Sharon Toerek, marketing and intellectual property attorney and founder of Toerek Law (Legal + Creative), about exactly how she doubled down on a niche — and how you can too. Whether you're a lawyer, consultant, or agency owner, this conversation is packed with practical steps to move from generalist to go-to expert. You'll learn: The difference between a vertical niche and a horizontal niche (and which one is right for you) Why the "Swiss Army knife" strategy fails small and mid-size firms How to validate a niche before going all in The "give first" mindset that builds a real flywheel What to do when your niche isn't gaining traction How to find and build relationships with non-competing experts in your space 3 action steps to start niching down today Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/DUQQEpJwBCs ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you're serious about growing your book of business, you'll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 🎁 Try it free for 30 days. Explore premium articles from leading experts, discover new business development strategies, and see why professionals across the industry are making it part of their growth routine. 💥 Start your free 30-day trial today and experience the value for yourself: www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Sharon Toerek: Sharon Toerek is a marketing and intellectual property attorney who helps independent marketing, digital, PR, and creative agencies protect their assets and turn their ideas into revenue. She is the founder of Toerek Law, a law firm dedicated to marketing agencies, where she focuses on intellectual property, smart contracts, and marketing regulation compliance. Sharon also hosts The Innovative Agency podcast and serves as a trusted legal partner to agencies and communities across the United States. Sharon shows agency owners how to turn legal from a cost line into a strategic profit engine. She helps teams lock down IP rights, manage AI and data privacy risk, and negotiate agency-friendly contracts that protect margin and client relationships. Sharon also supports agencies preparing for or going through M&A so they can defend enterprise value when it matters most. In a fast-changing market, she gives leaders clear, practical steps to stay creative, stay compliant, and grow. Links: https://www.linkedin.com/in/sharontoerek/ www.legalandcreative.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 323 of The Rainmaking Podcast, Scott Love interviews Alison Reynolds, Director of Digital Marketing at Vinson & Elkins, about the firm's major website redesign and what professional services firms must do to remain visible in the age of artificial intelligence. Alison shares lessons learned from an 18-month redesign project, including how AI-powered search is changing website strategy, why traditional SEO is evolving, and how firms must rethink content structure, user experience, site speed, and digital engagement. As generative AI increasingly becomes the first stop for research, law firms and professional services organizations must ensure their websites are optimized not just for Google, but for AI-driven discovery. The conversation explores practical strategies for improving website performance, increasing content visibility, leveraging AI for content recommendations, and measuring success through engagement metrics. Alison also discusses common website redesign mistakes, the importance of ongoing optimization rather than periodic overhauls, and how firms can audit their digital presence for AI readiness. Whether you're a law firm leader, legal marketer, business development professional, or professional services executive, this episode offers a roadmap for building a website that remains relevant in an AI-driven future. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/3ic1UMS4elw ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you're serious about growing your book of business, you'll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 🎁 Try it free for 30 days. Explore premium articles from leading experts, discover new business development strategies, and see why professionals across the industry are making it part of their growth routine. 💥 Start your free 30-day trial today and experience the value for yourself: www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Alison Reynolds is the Director of Digital Marketing for Vinson and Elkins. She is a digital marketing and communications leader and has been with Vinson and Elkins for eleven years. She pulls the curtain back to show us how she led the initiative to redesign their website in this age of artificial intelligence. “In my 17 years of progressive experience, I have connected brands and businesses to their target audience in meaningful, measurable ways. I am a hybrid: a journalist-turned-marketer who is passionate about the intersection of content, audience and data. I design integrated, multi-channel campaigns that strengthen customer loyalty, build brand authority and generate qualified conversions. I am a natural mentor who enjoys leading others in a fast-paced environment that encourages collaboration and constant learning.” Links: https://www.linkedin.com/in/alison-s-reynolds/ Learn more about your ad choices. Visit megaphone.fm/adchoices

After interviewing more than 300 of the world's leading experts on business development, rainmaking, leadership, and professional services growth, Scott Love distills the most important lessons into his Top 10 Business Development Tips. In this solo episode, Scott shares practical strategies that law firm partners, attorneys, recruiters, consultants, accountants, and other professionals can use to build stronger client relationships, increase visibility, generate referrals, and grow their book of business. Topics include creating a written business development plan, identifying what makes you unique, building referral networks, developing strategic alliances, publishing thought leadership content, leveraging trade associations, creating consistent outreach habits, and becoming more intentional about rainmaking. Whether you're an experienced partner or an emerging professional looking to accelerate growth, this episode provides a practical framework for long-term business development success. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/vJzuWscckyY ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Scott Love is a well-connected legal recruiter in the deal ecosystem, where he brings law firm partners intelligence, introductions, and strategic moves.  He is the producer of The Rainmaking Podcast, the Editor in Chief of The Rainmaking Magazine, and co-author of Rainmaker Confidential.  Scott has also delivered over 1,000 live and virtual presentations to corporate, association, and legal groups on topics including business development and recruiting.  Links: https://attorneysearchgroup.com/scott-love https://www.linkedin.com/in/scotttlove/ www.therainmakingpodcast.com www.therainmakingmagazine.com Scott Love’s art can be found on Instagram: https://www.instagram.com/scottlovefineart/ His art website is www.scottlovefineart.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 321 of The Rainmaking Podcast (Legal Series), Scott Love interviews Bernie Clark, founder of Majux, about one of the biggest hidden growth opportunities in law firms: intake efficiency. Bernie explains why many law firms spend heavily on marketing and lead generation but fail to maximize results because they lack a structured intake process. From phone calls and website forms to text messages, chat widgets, and after-hours inquiries, every lead represents potential revenue—but only if firms have systems in place to qualify, track, and convert those opportunities into clients. Bernie breaks down the common intake mistakes law firms make, including poor lead qualification, inadequate follow-up, lack of data tracking, and failure to assign ownership of the intake process. He shares practical strategies for building intake scripts, implementing lead tracking systems, utilizing CRM and case management software, improving after-hours responsiveness, and continuously testing intake performance. For managing partners, law firm owners, legal marketers, and intake professionals, this episode provides a practical roadmap for increasing conversion rates, improving client acquisition, and maximizing marketing ROI. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/lWfRlhzEhO8 ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Prior to founding Majux, Bernie spent a decade in Marketing Leadership positions for large and medium-sized law firms. He is fascinated by the data and psychology behind influencing purchase intent. Different than some agencies, you won’t see Bernie starting a podcast, coaching program or plastered all over our website because what we do here is not focused on promoting Bernie’s profile, it’s about promoting our clients’ profiles. Links: https://www.majux.com/about/ https://www.linkedin.com/in/bernie-clark/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 320 of The Rainmaking Podcast, Scott Love interviews mortgage entrepreneur and networking strategist Sarah Hubbard on how professionals can boost deal flow through referrals, networking, and relationship-driven business development. Sarah explains why referrals remain one of the most powerful ways to generate trust, shorten sales cycles, and create consistent business opportunities—especially for lawyers, consultants, recruiters, investment bankers, financial advisors, and other professionals operating in the “deal space.” She shares practical strategies for finding the right networking rooms, building authentic relationships, and creating systems that turn conversations into long-term referral partnerships. The episode also explores Sarah’s MAP Framework for effective networking: Mindset & Intention, Authentic Presence, Precise Messaging, and Purposeful Follow-Through. Sarah discusses how AI tools like ChatGPT can support relationship management, follow-up systems, and networking preparation without replacing authenticity. She also shares why reputation, consistency, curiosity, and simply “doing what you say you’re going to do” remain the ultimate competitive advantages in professional services business development. This episode delivers actionable strategies for professionals who want to grow their pipeline through referrals and meaningful human connections. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/A5Sa2Xb5TXA ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Starting as the youngest loan originator at Vertex Financial Group in 2012, I quickly realized that traditional business development methods didn’t align with my strengths. By leaning into authentic relationship building and strategic networking, I transformed my mortgage business to generate 85% of revenue through referrals. My natural ability to connect, teach, and lead has attracted professionals across industries into my network, creating a thriving community of business leaders who support each other’s growth. This success sparked a passion for helping others overcome their networking challenges, leading me to develop workshops and write my upcoming book “The Intentional Networker.” Whether I’m originating loans, consulting, or speaking, my mission remains the same: showing others how to build genuine connections that drive business results while staying true to who they are. Links: https://www.linkedin.com/in/sarah-hubbard-flannery/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 319 of The Rainmaking Podcast, Scott Love speaks with Yuliya LaRoe, founder of Leadwise Group, about why partner development has become a strategic imperative for law firms. Yuliya explains that today’s legal market demands far more than technical excellence—partners are now expected to be leaders, business developers, managers, and culture builders. As law firms face increasing client sophistication, generational friction, retention challenges, and commercialization of the practice of law, firms can no longer assume that successful lawyers will automatically become effective leaders. Instead, firms must intentionally develop partners through structured leadership, management, and business development training. The conversation explores how firms can create partner development cohorts, competency frameworks, and long-term leadership pipelines that improve retention, strengthen culture, and help income partners progress toward equity partnership. Yuliya also breaks down why business development is a learnable system—not simply networking—and why people management skills are now one of the most critical capabilities for law firm leaders. For managing partners, practice group leaders, legal recruiters, and lawyers seeking long-term growth, this episode delivers a practical roadmap for developing stronger law firm partners and future rainmakers. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/22rk__7_u1M ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Yuliya (“YOO-lee-uh“) LaRoe is the founder and CEO of LeadWise Group, an award-winning law firm consulting and coaching company. Across the industry, she’s known as the law firm partner development expert and the coach who gets income partners promoted to equity.For nearly 15 years, Yuliya has coached and trained over 5,000 lawyers at AmLaw 100 and 200 firms nationwide. Through thousands of conversations, challenges, and breakthroughs, she built the proprietary frameworks, diagnostic tools, and development systems that power LeadWise’s work today, all grounded in the realities of law firm life: partner autonomy, billable pressure, and practice economics. Her methodology is now used by LeadWise’s nationwide network of coaches, trainers, and consultants to deliver consistent, measurable results for clients. Links: https://leadwisegroup.com/about/yuliya-laroe/ linkedin.com/in/yuliyalaroe Rain Dance by LSSO, June 3-4, Chicago https://legalsales.org/lsso-raindance-conference-2026 Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 318 of The Rainmaking Podcast, Scott Love speaks with communications strategist Alejandra Ramirez about one of the most overlooked drivers of successful mergers and acquisitions: communication. In this episode, Alejandra explains why 75–90% of M&A deals fail and how poor internal communication, lack of trust, and unclear messaging create confusion, disengagement, and talent loss during high-stakes transitions. She breaks down the difference between “big C” communication (leadership alignment and strategic direction) and “little c” communication (day-to-day operational clarity), and why both are essential for preserving culture, performance, and long-term deal value. The conversation also explores practical M&A integration strategies, including leadership alignment, communication planning, pulse surveys, employee trust-building, manager messaging frameworks, and how to prevent the “vacuum of uncertainty” that fuels rumors and disengagement. Alejandra shares actionable guidance for law firms, private equity groups, investment bankers, and corporate dealmakers who want smoother integrations, stronger employee retention, and better post-merger performance. If you are involved in mergers, acquisitions, succession planning, or organizational growth, this episode delivers a practical roadmap for avoiding common M&A pitfalls before they damage culture and profitability. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/ogqhCNdAxIE ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Alejandra Ramirez is an internal communications strategist and the founder of Ready Cultures. With nearly 20 years of experience in communications—including 15 years in Big Law and professional services—she helps leadership teams close the gap between what they say and what their people actually hear, especially in high-stakes environments where clarity directly impacts client experience and results. Her work focuses on executive messaging, crisis communication, and organizational alignment during moments of growth, change, and pressure. By strengthening internal clarity and trust, Alejandra helps firms improve execution, reduce friction, and deliver more consistent, high-quality client service—the foundation of sustainable rainmaking. Links: Website: https://www.readycultures.com/ 3H Framework: https://www.readycultures.com/3h-framework  LinkedIn: https://www.linkedin.com/in/malejandraramirez/ Rain Dance by LSSO, June 3-4, Chicago https://legalsales.org/lsso-raindance-conference-2026 Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 317 of The Rainmaking Podcast, Scott Love speaks with Pam Meissner of Cathedral Capital about “Exit Readiness for Law Firm Founders” and what it truly takes to prepare a law firm for a successful merger, acquisition, or succession transition. Pam explains why many law firm founders struggle emotionally after selling their firms and why exit planning is about far more than valuation—it’s about reducing owner dependency, building scalable systems, and preparing for life after the transaction. She outlines how buyers evaluate firms, including recurring growth, profitability, operational systems, team stability, and whether the business can function without the founder at the center of everything. The conversation also dives into the rise of private equity and managed service organizations (MSOs) in the legal industry, including what makes a firm attractive to buyers and the most common mistakes founders make when preparing for a sale. Pam shares practical strategies such as stepping away from the firm for 60–90 days to identify operational weaknesses, improving team retention, creating systems for business development, and increasing EBITDA and firm valuation over time. For law firm founders thinking about succession planning, mergers, or maximizing firm value before an exit, this episode delivers a highly practical roadmap for building a sellable law firm. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/z7XN3BkCpyU ---------------------------------------- If you are a successful law firm partner or law firm founder and want to hear about other options, please book a time on Scott Love's calendar here: https://calendly.com/scott-736/half-hour-phone-meeting-with-scott Or email Scott to connect with him at: [email protected] ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Pam Meissner is a powerhouse in the world of finance and leadership, with a career that spans CFO, COO, and CEO roles across industries. Known for her ability to drive business growth, she has helped companies scale to billion-dollar valuations while navigating the complexities of financial strategy and operations. Her expertise lies in turning numbers into narratives—helping business leaders make informed, confident decisions that fuel long-term success. Beyond her financial acumen, Pam brings a global perspective to her work. She has traveled across multiple countries, immersing herself in different cultures and ways of thinking. These experiences have shaped her leadership philosophy, reinforcing the importance of adaptability, innovation, and diverse perspectives in building successful businesses. When she’s not advising business leaders, Pam is an award-winning baker, an avid reader known as “the book lady,” and a self-taught fashion designer—having learned to sew her own wardrobe when traditional stores failed to meet the needs of her six-foot-tall frame. Whether she’s strategizing financial turnarounds, perfecting the art of the perfect cake, or tackling new challenges head-on, she brings the same passion, precision, and problem-solving mindset to everything she does. Pam Meissner is more than a financial expert—she’s a leader who understands the power of adaptability, curiosity, and resilience in both business and life. Links: https://cathcap.com/contact-us/https://www.linkedin.com/in/pam-meissner/https://cathcap.com/our-books/ Rain Dance by LSSO, June 3-4, Chicago https://legalsales.org/lsso-raindance-conference-2026 Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 316 of The Rainmaking Podcast, Scott Love speaks with executive coach and business strategist Ivy Slater about how professional services firms can create high-impact strategic plans that drive real growth. Ivy breaks down the structure of an effective strategic planning retreat, including who should attend, how to facilitate productive conversations, and why firms must think beyond short-term goals to create a long-term vision. She introduces her expanded “SWOTT” framework—strengths, weaknesses, opportunities, threats, and trends—and explains how leadership teams can use it to align finance, marketing, business development, and people strategy into one unified growth plan. The conversation also explores common strategic planning mistakes that derail firms, including lack of accountability, reactive leadership, and leadership teams getting trapped “in the weeds” of day-to-day administration instead of focusing on growth. Ivy shares practical guidance on implementation, quarterly accountability meetings, leadership cadence, and why numbers tell the real story of a firm’s future. For managing partners, law firm leaders, consultants, and professional services executives, this episode delivers a practical roadmap for strategic planning, leadership alignment, operational clarity, and sustainable firm growth. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/RRrc4EsMSvM ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Ivy Slater is the CEO of Slater Success, a consulting, coaching, and training company that helps professionals and business owners and their teams develop and implement strategic growth plans, scale with purpose, and build succession strategies for long-term legacy. A former printing company owner, Ivy brings decades of entrepreneurial and leadership experience to her work. She is the author of her third and latest book, BEST OF THE BEST: Lead Boldly, Scale Rapidly, Create Your Legacy. Ivy is a TEDx speaker and a sought-after voice on stages across the country. She hosts the weekly podcast Her Success Story, where she interviews bold and dynamic leaders. Her insights have been featured on ABC, CBS, and in publications including Ladders, Authority Magazine, and Real Simple. Links: https://slatersuccess.com/ https://www.linkedin.com/in/ivyslater/ The Law Firm Leadership Lab, May 14-15, New York City https://surepoint.com/managing-partner-lab/ The Law Firm Leadership Lab is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance.  Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges.  Why Attend  Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next.  Rain Dance by LSSO, June 3-4, Chicago https://legalsales.org/lsso-raindance-conference-2026 Learn more about your ad choices. Visit megaphone.fm/adchoices

In Episode 315 of The Rainmaking Podcast, Scott Love shares seven powerful business development lessons learned from building his art business—and how those same principles apply to law, recruiting, consulting, and high-level B2B sales. From niching deeply and creating true distinction to forming strategic alliances and leveraging charitable relationships, Scott explains how success in one domain can translate directly into another. The core message: the fundamentals of rainmaking are universal—you just need to apply them intentionally. Scott also dives into advanced concepts like storytelling, relationship-driven marketing (instead of constant pitching), and continuous learning as a competitive advantage. Whether you’re a law firm partner, investment banker, or professional services provider, this episode delivers a practical framework for building visibility, attracting opportunities, and creating long-term client relationships. If you want to grow your book of business in a more strategic and sustainable way, this is a must-listen episode. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/F2Bt3wI4YrI ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Scott Love is a well-connected legal recruiter in the deal ecosystem, where he brings law firm partners intelligence, introductions, and strategic moves.  He is the producer of The Rainmaking Podcast, the Editor in Chief of The Rainmaking Magazine, and co-author of Rainmaker Confidential.  Scott has also delivered over 1,000 live and virtual presentations to corporate, association, and legal groups on topics including business development and recruiting.  https://attorneysearchgroup.com/scott-love https://www.linkedin.com/in/scotttlove/ www.therainmakingpodcast.com www.therainmakingmagazine.com Scott Love’s art can be found on Instagram: https://www.instagram.com/scottlovefineart/ His art website is www.scottlovefineart.com The Law Firm Leadership Lab, May 14-15, New York City https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance.  Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges.  Why Attend  Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next.  Rain Dance by LSSO, June 3-4, Chicago https://legalsales.org/lsso-raindance-conference-2026 Learn more about your ad choices. Visit megaphone.fm/adchoices

In Legal Episode 314 of The Rainmaking Podcast, Scott Love speaks with Frank Koranda of Polsinelli about the power of niching deeply—and how building a focused, specialized practice can transform client development, deal flow, and firm growth. Frank shares how his firm moved beyond a general M&A offering to create a dedicated private equity M&A practice, aligning talent, messaging, and strategy around a clear differentiator. The result: stronger positioning in the market, faster deal execution, and deeper trust with clients who value specialization over generalization. The conversation also explores how niching impacts referrals, recruiting, and long-term client relationships. By clearly communicating their expertise and focusing on a specific ecosystem—private equity funds, investment bankers, and portfolio companies—the firm increased visibility and repeat work. Frank breaks down practical lessons for professionals looking to niche down: identify your strengths, eliminate distractions, and commit to a bold, differentiated strategy. For lawyers and professional service providers seeking sustainable growth, this episode is a blueprint for building authority through specialization. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/mhTSzDVIo64 ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com/info ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Frank advises clients on complex corporate and financial transactions, with a particular focus on private mergers and acquisitions. As Chair of the Private Equity – Mergers & Acquisitions Practice Group, he counsels private equity funds, strategic acquirers, family offices and their portfolio companies on stock and asset purchases, mergers, divestitures and financial reorganizations. He has represented clients in transactions ranging from multi-million to multi-billion in value.Beyond transactional work, Frank serves as outside general counsel to private companies, investment funds and family offices, supporting their day-to-day legal needs with a focus on practical solutions that drive business growth. His experience spans a wide range of industries, including: Health care products, services, and technology Telecommunications, technology and media Highly engineered manufacturing, light manufacturing, industrials and distribution Consumer products Professional services Infrastructure, transportation and logistics Links: https://www.polsinelli.com/frank-koranda Rain Dance by LSSO, June 3-4, Chicago https://legalsales.org/lsso-raindance-conference-2026   The Law Firm Leadership Lab, May 14-15, New York City https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance.  Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges.  Why Attend  Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next.  Learn more about your ad choices. Visit megaphone.fm/adchoices