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PODCAST

The Rainmaking Podcast

The Rainmaking Podcast will help you to get more business, better business, and all the business from your clients. This podcast is for professional services firms, law firms, and professional sales people. Discover the secrets of the world"s leading experts in client development, business development, sales, closing, prospecting, networking, negotiation, influence, motivation, and achievement. www.therainmakingpodcast.com

business marketing

All Episodes

29:26

TRP 310: The Flywheel with Andy Clark

The Rainmaking Podcast ·

2026/04/09

In Episode 310 of The Rainmaking Podcast, Scott Love speaks with Andy Clark—author of Getting the Whole Pie—about the flywheel concept for sustainable business growth. Instead of relying on one big breakthrough, Andy explains that long-term success comes from consistent, disciplined execution that builds momentum over time. He breaks down how professionals—especially in law, recruiting, and consulting—can create a “rainmaking flywheel” that generates steady inbound opportunities, stronger

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26:18

TRP 309: The Three C’s of Persuasive Communication...

The Rainmaking Podcast ·

2026/04/02

In Episode 309 of The Rainmaking Podcast, Scott Love speaks with Danny Bobrow, creator of the Persuasion Blueprint, about the Three C’s of Persuasive Communication: Caring, Connection, and Collaboration. Danny reframes persuasion as an ethical, non-coercive process focused on influencing outcomes through trust and understanding—not manipulation. He explains why most professionals fail to connect effectively: they assume their expertise is enough, when in reality, people make decisions emotionally

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25:14

TRP 308: [Legal] 2025 State of the Legal Industry...

The Rainmaking Podcast ·

2026/03/31

In Episode 308 of The Rainmaking Podcast (Legal Series), Scott Love speaks with Phil Flora of SurePoint Legal Insights to break down the 2025 State of the Legal Industry Report. The data reveals a surge in lateral hiring across nearly 6,000 law firms, with especially strong growth in transactional practices like corporate, real estate, and banking. Larger firms continue to consolidate market share, while mid-size firms accelerate mergers to stay competitive. The report also highlights a shift toward

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29:20

TRP 307: Mission Critical Leadership with Jon Lokhorst

The Rainmaking Podcast ·

2026/03/26

In Episode 307 of The Rainmaking Podcast, Scott Love interviews leadership expert Jon Lokhorst on what it means to practice mission-critical leadership in today’s volatile and complex business environment. Jon introduces a powerful framework for leading in all directions—not just managing direct reports, but also leading yourself, influencing peers, and effectively managing upward. In professional services firms, where hierarchy is often flat and influence matters more than authority, this approach

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25:08

TRP 306: [Legal] Build Authority and Win Clients...

The Rainmaking Podcast ·

2026/03/24

In Episode 306 of The Rainmaking Podcast, Scott Love speaks with Robert Weiss of MultiVision Digital about how law firms can build authority and win clients using video marketing. While most firms rely on referrals, networking, and written thought leadership, Robert explains that video accelerates the “know, like, and trust” factor by allowing prospects to see how attorneys think, communicate, and solve problems. Despite its effectiveness, most law firms are still underutilizing video—creating a

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24:02

TRP 305: Generational Issues in Professional Services...

The Rainmaking Podcast ·

2026/03/19

In Episode 305 of The Rainmaking Podcast, Scott Love sits down with Hannah Romick, an expert in performance improvement, change management, and stakeholder engagement, to unpack the growing impact of generational differences in professional services firms. As law firms and advisory organizations navigate shifting expectations around work, communication, and career development, leaders are increasingly challenged to align multiple generations under a shared culture. Hannah explains how generational

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26:04

TRP 304: [Legal] Connecting the Dots: Pricing,...

The Rainmaking Podcast ·

2026/03/17

In Episode 304 of The Rainmaking Podcast, Scott Love speaks with legal industry advisor Tim Corcoran about one of the most overlooked drivers of law firm profitability: pricing strategy. Many firms focus heavily on billable hours, origination credit, and revenue targets, but fail to connect the critical dots between how legal services are priced, how lawyers practice, and how firms ultimately generate profit. Tim explains why pricing is not just a finance function but a strategic leadership issue

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26:02

TRP 303: Business Development as Theater with Jason...

The Rainmaking Podcast ·

2026/03/12

In Episode 303 of The Rainmaking Podcast, Scott Love speaks with Jason Stiehl, Managing Partner of the Chicago office of Crowell & Moring, about a unique perspective on law firm business development: treating networking like theater.Jason explains why successful rainmakers approach conferences and networking events as a series of interactions over time rather than a quick sales pitch. Preparation, curiosity, and authentic connections are critical to building trust and long-term client

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25:25

TRP 302: [Legal] Characteristics of High Performing...

The Rainmaking Podcast ·

2026/03/10

In Episode 302 of The Rainmaking Podcast, Scott Love speaks with Jill Huse, Co-Founder and Chief Strategy Officer of Society 54, about the characteristics of high-performing law firms in business development.Jill explains why many firms struggle with business development, including failing to invest in marketing resources, neglecting succession planning, and relying too heavily on individual rainmakers instead of institutional client relationships. She also shares how leading firms build stronger

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29:12

TRP 301: The Business Development Shift with Doug Ott

The Rainmaking Podcast ·

2026/03/05

Episode 301 features your conversation with business development coach and author Doug Ott about his new book The Business Development Shift: How to Win Clients Through Intellectual Curiosity and Consistency. Doug’s core thesis is that professionals grow faster when they reframe business development from “selling” to “solving,” leading with authentic curiosity instead of pitches. He emphasizes that introverts can have an edge because strong BD is driven by listening, asking better questions, and

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29:48

TRP 300: The Power of Consistency with Mo Bunnell

The Rainmaking Podcast ·

2026/02/26

Episode 300 marks the 300th installment of The Rainmaking Podcast, and Scott Love celebrates the milestone by bringing back Mo Bunnell, a leading business development coach and author of Give to Grow, for a practical conversation on the power of consistency in business development. Mo explains that the biggest challenge for busy partners isn’t knowing what to do—it’s staying consistent when client work spikes and results from outreach feel unpredictable. Because BD rewards are “intermittent,” many

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25:28

TRP 299: [Legal] Avoiding Pitfalls Related to...

The Rainmaking Podcast ·

2026/02/24

Episode 299 of The Rainmaking Podcast features Scott Love in conversation with Darren Wurz (author of The Lawyer Millionaire) on the most common personal-finance pitfalls attorneys face—and how to avoid them. Darren’s #1 warning is lifestyle creep: as income rises, spending rises with it (bigger house, cars, memberships, kids’ expenses), leaving high earners with surprisingly thin savings and heavy monthly burn. The fix starts with a mindset shift: define what truly drives happiness, think in

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25:34

TRP 298: How to Fit BD Into your Already Hectic...

The Rainmaking Podcast ·

2026/02/19

Episode 298 of The Rainmaking Podcast features Scott Love in conversation with Eva Wisnik on how to fit business development into an already hectic schedule—especially for busy law firm partners and associates. Eva explains that many lawyers are trained to “issue spot” (anticipate what can go wrong), which is great for client service but can sabotage rainmaking unless it’s replaced with an opportunity-focused mindset. She reframes BD as “selling through substance”: asking better questions, showing

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23:47

TRP 297: [Legal] Unique Challenges in Lateral Moves...

The Rainmaking Podcast ·

2026/02/17

In Legal Episode 297 of The Rainmaking Podcast, Scott Love welcomes Chuck Curtis to discuss the unique challenges law firm partners face when considering a lateral move. Drawing on decades of experience in attorney recruiting and integration, Chuck explains that the decision to move should be driven primarily by platform fit—whether a firm truly supports and promotes a partner’s practice area. He emphasizes that partners must thoughtfully evaluate whether their current firm provides the marketing

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26:58

TRP 296: Repurposing Content with Joshua Altman

The Rainmaking Podcast ·

2026/02/12

In Episode 296 of The Rainmaking Podcast, Scott Love interviews Joshua Altman, founder of Beltway Media, on how professional services firms can repurpose content to drive business development and brand visibility. Instead of treating webinars, interviews, white papers, or conference panels as “one-and-done” events, Joshua explains how a single piece of thought leadership can be transformed into blog posts, LinkedIn articles, short-form video clips, podcasts, email newsletters, and even white papers

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28:48

TRP 295: [Legal] How to Incentivize Partners for...

The Rainmaking Podcast ·

2026/02/10

Michael Roche joins Scott Love to unpack a deceptively hard leadership challenge in professional services: getting partners to consistently do business development, and designing incentives that actually drive the right behavior. Roche’s central message is that there’s no universal compensation fix—the right approach depends on firm size, strategic priorities (rapid growth vs. deepening key relationships vs. refreshing a stale client base), and even national partnership culture (e.g., UK lockstep

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27:47

TRP 294: Walking the Culture Talk with Alejandra Ramirez

The Rainmaking Podcast ·

2026/02/05

Episode 294 focuses on the gap between “we have great culture” and the day-to-day behaviors people actually experience inside a firm. Scott interviews Alejandra Ramirez, founder of Ready Cultures and a longtime internal communications leader in big law, on what it really means to “walk the culture talk.” Her definition is simple but demanding: culture is credibility—aligning stated values with observable actions. She argues firms should start by auditing whether claimed values (like collaboration or

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28:09

TRP 293: [Legal] Case Management: Opening Your Matter...

The Rainmaking Podcast ·

2026/02/03

In Episode 293 of The Rainmaking Podcast (Legal Series), Scott Love interviews Jay McAllister, founder of Paragon Tech, on how law firms can improve case management from matter opening through conclusion. Jay’s core insight: most firms use only 10–20% of their case management platform’s functionality (across tools like Clio, Smokeball, and Centerbase), leaving major efficiency gains “on the table.” He explains that many firms switch platforms reactively—because a system gets sunset (he cites Thomson

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28:10

TRP 292: Act Like an Owner: Five Unlocks for Creating...

The Rainmaking Podcast ·

2026/01/29

Episode 292 features Scott Love interviewing culture-transformation author and speaker Greg Hawks about his book Act Like an Owner: Five Unlocks for Creating Culture People Love and Results Leaders Need. Hawks frames workplace behavior through a simple but sticky metaphor drawn from his years as a landlord: in every organization you have owners (people who take responsibility and treat the “house” like it’s theirs), renters (people who do their jobs but don’t emotionally invest), and vandals (people

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26:56

TRP 291: Using Charitable Activities to Reinforce...

The Rainmaking Podcast ·

2026/01/22

Episode 291 features Scott Love in conversation with legal business development strategist Karen Kaplowitz on how lawyers can use charitable sponsorships to deepen client relationships and generate business in a way that feels authentic. Kaplowitz defines “charitable sponsorships” as the common scenario where a client invites a lawyer or law firm to support a charity through events such as dinners, honoree celebrations (often for a general counsel or senior executive), golf tournaments, or

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347 results

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