Lending Library

Associate as Rainmaker: Building Your Business Brain, The

By David King Keller

Lending Library Number: 160

An associate's mid- and long-term success relies on building a foundation of relationships that are created during a lawyer's early years. This book is your guide to specific actions for mastering the game, offering attorneys of all experience levels useful insights into how a rainmaker gets results.

Broken into four thorough sections—Being a Rainmaker, Brain Basics, Rainmaker Techniques, and Tips from the Front Line—The Associate as Rainmaker contains specific techniques for business development, including:

  • Business development time slots
  • The art and science of selling
  • Creating an optimal performance state
  • Business development for shy attorneys
  • The art and science of rapport
  • Thirty-four steps to grow any practice

The book also includes a business development checklist that contains tips for each year you're an associate, as well as several appendices with exercises, goals sheets, and time management forms.