Zen & the Art of Legal Networking

Rainmaking Recommendation from Jaimie Field: An Attitude Adjustment

Today’s post from Jaimie Field, Rainmaking Coach and Trainer, is the perfect follow-up to our second Two for Tuesdays’ Tip about being more open-minded. Today, she talks about attitude, and that anyone can learn to be a rainmaker if they have the right mindset!


Recently, a few articles, one in the New Jersey Law Journal and one in the ABA’s Law Practice Management section’s Magazine, were written about Rainmaking Coaching. They asked whether rainmaking can be taught (as you know from my tag line, which I have used for almost 15 years, “Rainmakers are Not Born, They Are Taught sm”, I believe they can and the attorneys with which I have worked can attest to this).

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Two for Tuesdays: Up Your Game

One of the things I think a lot about is client service – I’m regularly trying to figure out how I can bring more value to my own clients, but also looking critically at how others meet their clients’ needs and wants.

For all of us, no matter what work we do, we are all acting as providers and receivers of client service. As a receiver of service, I can be quite demanding – I’m very detail-oriented, I know the level of service I deliver to my clients, and I expect the same attention to detail and passion in those I’m working with. 

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Lawyers: Reach Out and Touch Someone

If you’re a regular reader of Zen, you’ll know that I love to look outside of the legal industry to find ideas for how we can market and develop business differently. With that in mind, I’d like to share a story with you – bear with me, and I’ll explain the legal connection.

If you read my Twitter profile, you’ll see that one of the ways I describe myself is as “crazy about my bassets.” I have two basset hounds (Barney and Oliver), and like any good pet parent, I love to take photos of them. I share a lot of these shots on social media, and have been tagging them with various hashtags (such as #bassetboys, #bassets, #bassethounds, and #dogsofinstagram). 

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Week of October 27, 2014 on ILNToday – A Roundup!

Not only is it Friday today, but it’s also one of my favorite holidays – Halloween! I’m very behind this year, in that I don’t even have any candy to hand out to trick or treaters yet and I’m not even wearing a costume!

But, to celebrate, I did put together a JibJab video for your viewing pleasure, featuring the ILN Administration, our Chairman, and a couple of our Board members! 

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Two for Tuesdays: Networking Negatives

Despite a lingering migraine this afternoon, I am bringing you a Two for Tuesdays post! Last night, I got thinking about some of the negatives that I’ve heard from my lawyers about networking, and how to combat those. Today, I’m bringing you two of the top complaints I’ve heard and some suggestions for solving them.

Networking Negative One: Awkward Silences

There are some people who can talk with anyone – my brother-in-law is like that. Put him in a room with a bunch of people he doesn’t know, and he excels at connecting with them without awkward silences.

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Week of October 20, 2014 on ILNToday – A Roundup!

We’re one week out from Halloween, and it’s finally feeling like a good, blustery October here in the northeast! Though I could have done without the nor’easter in the middle of the week, we’re finishing out with a lovely sunny, breezy fall day.  The perfect setup for the weekend!

But before you get out there and enjoy the weekend, take a quick break to read this week’s top posts!


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General Counsel Corner: Selecting Outside Counsel

Today, we welcome to the General Counsel Corner Tina Rao, the Chief Counsel, Healthcare for Maxim Healthcare Inc.

Our question to Ms. Rao was:

What is your process for selecting outside counsel?”

She let us know that: 

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Two for Tuesdays: Tips from Taylor Swift

The more I see of Taylor Swift, the more of a marketing genius I realize she is. And not just because I can’t get “Shake it Off” out of my head this week. There are a few things that Taylor does that create rabid loyalty among her fans – and I mean rabid.

Before you start asking what Tay-tay and her music have to do with the law, first, ask yourself what it would feel like to have your clients feel the same way about you as Taylor’s fans feel about her? What if your clients trusted you so implicitly that they never took their business to anyone else? What if they called you first before making a business decision, because you’re their trusted adviser? What if your clients lined up every time you wrote or spoke, because they knew what you had to say was that valuable? 

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Week of October 13, 2014 on ILNToday – A Roundup!

It’s a beautiful fall day here in the northeast, and since it’s Friday, you know what that means – time for a roundup! It’s been a big week of content here, so you’re getting a top 7 this week!


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Rainmaking Recommendation from Jaimie Field: Time Pickpockets

As we seem to get busier and busier these days, this post from rainmaking expert Jaimie Field rings especially true. What are your time pickpockets?


Way too many times have I heard the sentence, “I don’t have enough time for rainmaking and marketing activities” (Rainmaking Recommendation #62).

I have proven through mathematics this isn’t true (Rainmaking Recommendation #91), I have told you that you don’t need to spend inordinate amounts of time on rainmaking activities to make a difference to your book of business (Rainmaking Recommendation #5), I have even told you to plan your time (Rainmaking Recommendation #92).

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