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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

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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26:40

TRP 290: [Legal] Financial Management and Strategies...

The Rainmaking Podcast ·

2026/01/20

Episode 290 features Scott Love in conversation with Ryan Kimler (Net Profit CFO) on financial management and strategy for independent law firms. Ryan argues that most small-firm owners struggle because they don’t have the right financial team around them, and he outlines a simple four-seat model: bookkeeper (tracks transactions and produces monthly financials), tax accountant/CPA (compliance and tax filings), fractional CFO (forecasting, efficiency, and decision support), and a

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25:23

TRP 289: Breaking Ground: How Successful Women...

The Rainmaking Podcast ·

2026/01/15

In this episode of The Rainmaking Podcast, Scott Love sits down with Deborah Farone, one of the legal industry’s foremost experts on law firm marketing, to discuss her new book Breaking Ground and the unique dynamics women lawyers face in developing a thriving practice. Drawing on interviews with 60 successful women rainmakers from around the world, Deborah explains how a lack of visible role models, unconscious bias, and confidence gaps can affect business development—but also how women can turn

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29:10

TRP 288: How to Avoid Career Pitfalls and Recover...

The Rainmaking Podcast ·

2026/01/08

In this episode of The Rainmaking Podcast, Scott Love sits down with Chad Dean, Managing Partner of Integrated Management Resources, to discuss how professionals can avoid common career pitfalls—and recover strategically when missteps occur. Drawing on nearly three decades of experience recruiting senior finance and accounting leaders, Chad emphasizes the importance of slowing down decision-making, understanding true motivations for change, and avoiding reactionary moves driven solely by

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10:51

TRP 287: Strategic Growth for Law Firm Partners with...

The Rainmaking Podcast ·

2025/12/23

In this solo episode of The Rainmaking Podcast, Scott Love shares hard-earned insights from nearly three decades in legal recruiting and thousands of in-depth conversations with law firm partners across the country. Drawing from patterns he’s observed among the most successful rainmakers, Scott breaks down what truly drives long-term growth for law firm partners—beyond pure legal skill.Scott outlines three core pillars that consistently show up in high-performing partners: strong legal acumen,

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22:51

TRP 286: Optimal Performance for High Achievers with...

The Rainmaking Podcast ·

2025/12/18

In this episode of The Rainmaking Podcast, Scott Love speaks with executive coach and author Luci Gabel about optimal performance for high achievers—and Luci’s definition is simple and practical: optimal performance equals energy. She explains that rainmakers and senior professionals aren’t just managing tasks; they are managing the internal capacity to think clearly, communicate well, make high-stakes decisions, and stay steady under pressure. Luci introduces a framework of six “pillars” of energy

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20:50

TRP 285: How to Make a Bigger Impact in Marketing...

The Rainmaking Podcast ·

2025/12/11

In this episode of The Rainmaking Podcast, Scott Love speaks with Rachel Minion, founder of Rockstar & Moon, about how professionals can make a bigger impact through smarter, more intentional marketing. Rachel challenges the instinct to “do more” and instead urges business owners and service professionals to do less—but do it better. She explains that spreading energy across too many platforms and initiatives leads to diluted results, while focusing on a few high-impact actions accelerates growth. A

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26:37

TRP 284: [Legal] How to Get Speaking, Panel, &...

The Rainmaking Podcast ·

2025/12/09

In this legal-focused edition of The Rainmaking Podcast, Scott Love welcomes back Elise Holtzman of The Lawyer’s Edge for part two of their conversation—this time on how lawyers can get speaking, panel, and writing opportunities. Elise explains that doing great work isn’t enough; if you’re “toiling away in obscurity,” clients and referral sources won’t find you. Thought leadership—speaking, writing, panels—is a practical way to demonstrate value, answer the questions that keep clients up at night,

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23:32

TRP 283: Opening Doors for Rainmakers with Kelly Kennedy

The Rainmaking Podcast ·

2025/12/04

In this episode of The Rainmaking Podcast, Scott Love speaks with Kelly Kennedy, executive business development coach and host of The Business Development Podcast, about what it really means to “open doors for rainmakers.” Kelly reframes business development as the disciplined art of creating interest and securing face-to-face meetings—not closing deals or running marketing campaigns. He introduces his concept of “meeting math”: start with your revenue goal, determine the average value of a new

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24:47

TRP 282: Becoming a Visible Expert with Elise Holtzman

The Rainmaking Podcast ·

2025/12/02

In this legal-focused episode of The Rainmaking Podcast, Scott Love speaks with Elise Holtzman, former BigLaw attorney and founder of The Lawyer’s Edge, about how lawyers can become visible experts rather than “well-kept secrets.” Elise explains that doing excellent work behind a closed door is not enough—clients and referral sources must see you as a top, credible choice. She introduces her simple “who, what, and where” framework: identify who your ideal clients and referral sources are, what

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21:20

TRP 281: Podcasting as a BD Strategy with Tony Karls

The Rainmaking Podcast ·

2025/11/20

In this episode of The Rainmaking Podcast, Scott Love talks with Tony Karls, co-founder of Sterling Lawyers and president of Rocket Clicks, about using a podcast as a practical business-development engine. Tony explains how his team built Revenue Roadmap, a single show with two recurring formats—growth stories on Tuesdays and how-to education on Thursdays—to balance entertainment with tangible value. The podcast is treated as a cornerstone content asset: every episode is repurposed across video,

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24:41

TRP 280: The Growth Engine for Rainmakers with Jacob...

The Rainmaking Podcast ·

2025/11/13

In this episode of The Rainmaking Podcast, Scott Love speaks with Jacob Parks, President of Profitable Ideas Exchange and author of The Growth Engine, about how professional services firms can drive sustained growth through structured client feedback systems. Jacob reveals that most firms miss huge opportunities by treating client feedback as a formality rather than a core business strategy. He explains that when firms pursue feedback to genuinely learn—not just to increase revenue—they inevitably

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28:11

TRP 279: The Rainmakers Playbook to Managing the Team...

The Rainmaking Podcast ·

2025/11/06

In this episode of The Rainmaking Podcast, Scott Love speaks with Hanna Hasl-Kelchner, attorney, business consultant, and author of Seeking Fairness at Work: Cracking the New Code of Greater Employee Engagement, Retention, and Satisfaction. Together, they explore “The Rainmaker’s Playbook for Managing the Team,” revealing how leadership, empathy, and trust directly impact performance and retention. Hanna explains that leading a team is not a transactional act—it’s a relationship built on an “implied

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335 results

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