Developing Rainmakers: Supporting Skill DevelopmentWorld Services Group Annual Conference

September, 2007

Panelists:

Ann Miller, Nixon PeabodyRose Marie King, SyCip, Salazar, Hernandez & Gatmaitan

Moderator: Susan Manch, Shannon & Manch

Agenda The challenge: developing rainmakers Individual perspectives Firm perspectives Industry perspectives

Rainmakers: Nature or Nurture?

Can you train someone to be a rainmaker?

Isolating Competencies Behaviors of top business developers

Develop and maintain relationships Know what they (and their colleagues) are selling Know their clients and strive to learn their needs Listen and learn whether clients are satisfied Refer business to others in and outside of their

profession See their clients even when they are not working

with them

Business Development Skills Awareness of self and others Interpersonal Communication Analysis Listening Networking Time management Multi-tasking

Challenges?

What are obstacles faced in helping team members build business development skills in your firms?

In your geographic markets, cultures?

Individual Perspectives

How does a lawyer/professional build business development skills and sustain them throughout a career?

Firm Perspectives

How can firms support and coach lawyers and professionals at every level of experience in developing this skill set?

What Are the Incentives? Partners?

Associates?

Industry Perspectives

What firms are doing to develop the next generation of rainmakers?

A Business Development Skills Curriculum

New associates: Focus on work quality, client service training, oral

communication, networking, firm economics Mid-level associates:

Practice development planning, proposal writing, public speaking, writing for publication

Senior associates: Individual coaching on planning, hands-on experiences in

client surveys and meetings Partners:

Client team building, art of referral, succession planning

Key Points Rainmaking can be LEARNED Skill development efforts should start early Development efforts should span

professionals’ careers