Law firms measure the amount of new business, or 'rain' that partners originate in order to evaluate performance, determine compensation, and pay bonuses. Developing better rainmakers has always been a challenge for the law firm's managing partners or group practice leaders. During this process the question most often asked is, "Are rainmakers born or made." Until the release of this Study, the answers have been anecdotal.

The Sears Study reports the critical differences between the ten (10) reasons given for 'not being able to make rain' and the ten (10) 'real' reasons that attorneys can't make rain. According to this Study, attorneys can adopt the skills required to 'make rain' by changing the behaviors that prevent them from selling their services to new clients. Among the key factors of this four-year Study of roughly 1,000 attorneys: the prime reason that prevented them from making 'more rain,' or gaining new clients, was their 'core fear of rejection during the selling process' rather than their stated reason: "I didn't go to law school to be a salesmen."

The demographics of the 785 attorneys that participated in the first phase of the Study and the 200 attorneys participating in the second phase are as follows:

• 100% Attorneys interested in improving their rainmaking skills
• 79% Attorneys in practice eight years or more
• 84% Attorneys at the partner level
• 92% Attorneys seeking new employment
• 33% Attorneys directed by management to increase business origination

Phase One tracked responses from 785 attorneys who were each asked, "Why can't or why don't you make rain?" They are listed in order of descending frequency of that response:

1. "I didn't go to law school to be a salesman."
2. "I'm not just a glad-hander."
3. "I'm not going to make promises I can't keep."

Phase Two tracked responses from 200 attorneys to the questions related to the characters and activities that took place in Making Rain. They are listed in order of descending frequency:

1. "The degree of rejection I'd face scares me."
2. "It's not in keeping with my image."
3. "The approach in law is fixed. Soliciting business isn't."

The key findings of this Study demonstrate that poor inter-personal skills resulting from low self-esteem is the key driver hindering attorneys from improving their rainmaking skills. These key findings support the need for a highly confidential 'soft-skills' training program capable of helping attorneys change their limiting behaviors to improve originations and the quality of their relationships with clients and colleagues.

MENTORINGPROS RAINMAKING STUDY:
RAINMAKING IN THE LEGAL PROFESSION.
Are Rainmakers Born or Made? A Four Year Study. View study>>