Every law firm has that one lawyer. The “rainmaker.” The one who seems to effortlessly attract high-value clients, build powerful networks, and drive growth year after year.
But here’s the truth: rainmakers aren’t born—they’re built. Through habits, systems, and a mindset most lawyers simply haven’t developed.
Let’s break down what truly makes a rainmaker lawyer—and how you can become one.
1. They See Business Development as Part of the Job
Rainmakers don’t treat business development as a side task. It’s core to their identity.
They block time weekly for:
- Reaching out to potential clients or referral sources
- Attending strategic events (not just legal ones)
- Following up with intention
- Creating visibility through writing or speaking
They think: “If I don’t generate work, the pipeline dies.”
2. They Build Long-Term Relationships, Not Quick Wins
Top rainmakers don’t chase leads—they nurture relationships.
They:
- Keep in touch with former clients
- Remember birthdays, milestones, and business wins
- Give without expecting anything in return
- Refer work to others generously
In return, they become indispensable connectors in their industries.
3. They Specialize—and Speak Their Clients’ Language
Rainmakers rarely try to serve “everyone.” They niche down.
They know their target client’s:
- Business model
- Industry trends
- Legal pain points
- Preferred communication style
That’s why clients say, “You get us.” And when that happens, price becomes less of an issue.
4. They Follow Up Religiously
The fortune is in the follow-up—and rainmakers know it.
They don’t send one message and disappear. They:
- Use CRMs to track conversations
- Send useful content instead of “just checking in”
- Create value at every touchpoint
They’re persistent, but never pushy.
5. They Have a Personal Brand
Rainmakers are known for something.
It might be:
- “The go-to lawyer for real estate investors”
- “The lawyer who explains tech law in plain language”
- “The one who helped that startup scale and exit”
They publish. They speak. They post on LinkedIn. They don’t hide behind the firm logo—they build visibility.
Conclusion: Rainmaking Is a Skill—Not a Mystery
You don’t need to be extroverted or salesy to become a rainmaker. You need a system, a mindset, and a willingness to treat business development like any other legal discipline: learn it, practice it, and master it.
Because the lawyers who bring in the work? They shape the future of the firm.
