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, deliberate business development, and effective leadership. He explains why partners who thrive treat the growth of their practice as an intellectual journey—one that requires continuous learning, humility, and intentional skill-building, rather than relying solely on past success or technical expertise. The episode also emphasizes the importance of consistency in relationship-building. Scott shares practical examples of how small, repeatable actions—such as one meaningful outreach per week—compound into powerful business development momentum over time. He also discusses the role of vision, platform, and firm strategy in determining whether partners can realistically reach their long-term goals where they are—or whether a different platform might better support their practice and clients. This episode is especially relevant for partners who want to grow their book of business thoughtfully, evaluate their current firm alignment, and make strategic decisions without unnecessary risk or pressure. It’s a candid, practical roadmap for partners who want to take ownership of their growth and career trajectory. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/4CLSYJBI9lY ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Scott Love is a legal recruiter who is solely focused on recruiting corporate and finance partners for global law firms in major markets. He is also a coauthor of Rainmaker Confidential, and speaks at conferences professionally to business groups on sales, client development, and recruiting. www.rainmakerconfidential.com Learn more about your ad choices. Visit megaphone.fm/adchoices

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 that combine the physical and mental sides of performance: nutrition, movement, rest/sleep, mindset, communication, and vision. Her point is that you cannot separate physiology from leadership—small shifts in hydration, rest, movement, or self-talk can immediately improve focus, mood, decision quality, and resilience. Luci also emphasizes that most professionals don’t pay attention to energy until they’re already depleted; the first step is simply noticing what drains you and what elevates you throughout the day. Rather than overwhelming people with a complete lifestyle overhaul, she advocates high-leverage, minimal viable changes—one small adjustment practiced consistently for a week or two (like increasing water intake, taking a 10-minute walk, or turning screens off an hour earlier). She recommends turning the six pillars into a simple monthly self-audit: draw a “wheel,” rate yourself from 1–10 on each pillar, identify the lowest score, and focus on one small improvement there. Over time, this creates compounding gains in energy and clarity. Luci closes by pointing listeners to her coaching and group programs built on these pillars, along with her podcast, Leadership Life, Health and Happiness, for continued strategies on sustainable performance. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/t10UiZsieEU ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- With two decades of experience at the intersection of leadership, physiology, and business, I help organizations and individuals perform at their highest level—by aligning strategy, communication, and human performance. As a COO and leadership strategist, I bring evidence-based health and behavioral science into the way teams lead, collaborate, and execute. My work focuses on creating clarity, strengthening decision flow, and building the conditions for sustainable high performance. My thought leadership is expressed through speaking, writing, and the Leadership, Life, Health & Happiness podcast. My book, Eat to Lead, integrates physiology and leadership science to help leaders perform with clarity and sustained energy. My mission remains constant—helping people reach their highest level of leadership while sustaining peak energy, focus, and well-being. Links: https://www.lucigabel.com/book https://www.lucigabel.com/ https://www.lucigabel.com/leadership https://www.linkedin.com/in/lucigabel/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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 core piece of that foundation is capturing success: turning client wins into case studies, testimonials, and social proof that sell future work far more effectively than any sales pitch. Rachel shares how even anonymized case studies—rooted in measurable outcomes—can generate immediate opportunities because prospects trust real results over marketing language. Rachel also emphasizes the power of automation to keep follow-up, nurturing, and onboarding consistent without overwhelming the professional. She explains how pre-call warmups, no-show follow-ups, “not now” sequences, and onboarding workflows can all run automatically while still feeling personal when handled thoughtfully. Instead of relying on memory or manual outreach, these systems create consistent touchpoints that nurture relationships until prospects are ready. She closes by offering three action steps: (1) focus only on the most impactful marketing activities; (2) actively seek out case studies and testimonials while the “win” is fresh; and (3) automate wherever possible to scale your time, maintain authenticity, and stay meaningfully connected with your audience. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/ti3s_Czs-dE ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- With over 25 years of experience, Rachel transforms struggling businesses into market leaders. She doesn’t just hand you a plan; she becomes part of your team, working alongside them to craft and execute strategies that deliver real results, all while you focus on running your business. Rachel excels at turning chaos into clarity, cutting through the noise, and driving growth with data-driven decisions. She’s also committed to developing your team, ensuring they’re equipped to sustain success long after her work is done. With Rachel handling your marketing, you’re not just fixing a problem—you’re setting your business up to dominate the market. You Get More Than Just RachelWhen you work with Rachel, you’re not just getting her expertise—you’re getting the full power of her team. They’re there to implement strategies, facilitate the process, and hold everyone accountable, ensuring that every plan turns into real, measurable success. Links: https://rachelminion.com/ https://www.linkedin.com/in/rachelminion/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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, and be seen as a credible authority without “bragging.” She stresses that opportunities rarely appear out of nowhere; early on, you must be proactive and deliberate about who you speak to, what you speak about, and where your audience gets its information (your “who, what, and where”). Elise walks through practical steps for both associates and partners. Juniors can co-author articles with partners, contribute to firm content, and speak for young-lawyer groups or bar sections to build skills early, instead of waiting until partnership pressure hits. She breaks down the advantages of panels (shared spotlight, conversational format, built-in networking) and describes how repeated speaking and writing gradually position you as the go-to expert in a crowded market. For writing, Elise suggests targeting publications your clients actually read, reviewing writer guidelines, pitching editors before drafting, and understanding who owns the IP so you can repurpose content on your website or LinkedIn. She closes with three action steps: (1) clarify your who/what/where before chasing opportunities; (2) be proactive—tell people you want to speak and write and work with marketing/PR if your firm has them; and (3) experiment with different formats, set a realistic cadence (e.g., quarterly), and build a body of work that consistently showcases your expertise. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/LgVA3ra7Vu8 ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Elise Holtzman has dedicated over 16 years to working with lawyers and law firms to help them be proactive about business development, leadership, and career acceleration. As a former practicing attorney with experience working at Fried Frank and Morgan Lewis, Elise brings a deep understanding of the practice of law (and the demands of operating a firm) to her work.  As founder of The Lawyer’s Edge, she helps leaders promote a healthy, growth-oriented culture in their firms and coaches lawyers on how to bring in more business, retain clients, and communicate effectively. Elise frequently speaks and writes on the subject of business development and career acceleration for lawyers and is the host of The Lawyer’s Edge Podcast.  Links: https://thelawyersedge.com/ignite/ https://thelawyersedge.com/lawyers-edge-podcast/ https://thelawyersedge.com/ https://www.linkedin.com/in/eliseholtzman/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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 client, estimate your close rate from qualified meetings, and back into the exact number of meetings you need per year and per month. Because meetings are the only part of the sales process a BD professional can truly control, Kelly argues that success should be measured in high-quality meetings, not just revenue, and that this clarity gives rainmakers confidence and focus. Kelly then walks through how to build a repeatable door-opening system. Instead of chasing only the biggest “tippy-top” companies, he recommends targeting the next tier down and the service providers that support them—often better, stickier clients with more realistic expectations. He urges firms to identify their ideal buyer personas (presidents, procurement managers, operations leaders, etc.), then use tools like LinkedIn to build targeted lists and send personalized connection requests and introductions. Kelly stresses the importance of separating roles—door-opening BD, proposal/sales, and account management—so nothing falls through the cracks, and he closes with three action steps: block 3–5 hours weekly for pure BD, define your ideal buyers by title in each vertical, and make direct contact via phone and email while always asking for the meeting. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/FJtovnbYvRo ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Kelly Kennedy is an Executive Business Development Coach specializing in empowering businesses and professionals to reach their full potential. In this role, he provides high-level strategic guidance tailored to meet the unique needs of each client, whether they’re entrepreneurs, corporate teams, or executives. Kelly’s coaching is built on a foundation of nearly two decades of expertise in business development, during which he has honed a results-driven approach that focuses on sustainable growth, relationship building, and practical strategies that clients can implement immediately. Through one-on-one coaching sessions, group workshops, and his Business Development Mastery Program, Kelly guides clients through essential business development concepts such as lead generation, client retention, CRM optimization, personal branding, and strategic planning. His goal is to equip clients with the skills and confidence to make informed, impactful decisions that drive measurable growth. Kelly’s coaching is known for its holistic approach, emphasizing not only business strategies but also personal development, resilience, and adaptability. In addition to individual progress, Kelly’s role as a coach includes fostering a community of driven professionals who support and learn from each other. His dynamic coaching style and commitment to accountability keep clients engaged and motivated, ensuring they stay on track toward their goals. Links: https://www.businessdevelopmentpodcast.ca/ https://www.linkedin.com/in/kellykennedyofficial/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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 problems you solve and value you deliver for them, and where they “hang out” for information (conferences, associations, publications, online communities). From there, she recommends pursuing speaking, writing, and podcast opportunities in those venues so you become the person who gets the call. Elise also unpacks the main reasons lawyers resist visibility: fear of being “salesy,” lack of time, and imposter syndrome (“I’m not really an expert”). She reframes rainmaking as service, not aggressive selling, and stresses that you don’t have to be the world’s #1 authority—only valuable to your audience. A major lever is building intentional referral-source networks: other professionals who serve the same clients but don’t compete with you (accountants, consultants, marketers, recruiters, other lawyers in different practice areas). By collaborating on events, content, and introductions, you “borrow trust” and create win–win–win outcomes for yourself, your referral partners, and your shared clients. Elise closes with three action steps: (1) block a “power hour” to define your who/what/where and list specific A-level referral sources who’ve already tried to send you work; (2) proactively ask for speaking and writing opportunities instead of waiting to be discovered; and (3) talk openly about your thought-leadership work—on LinkedIn, your bio, and in conversations—so others know you’re available as a visible expert. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kNaUHw9eMOs ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Elise Holtzman has dedicated over 16 years to working with lawyers and law firms to help them be proactive about business development, leadership, and career acceleration. As a former practicing attorney with experience working at Fried Frank and Morgan Lewis, Elise brings a deep understanding of the practice of law (and the demands of operating a firm) to her work.  As founder of The Lawyer’s Edge, she helps leaders promote a healthy, growth-oriented culture in their firms and coaches lawyers on how to bring in more business, retain clients, and communicate effectively. Elise frequently speaks and writes on the subject of business development and career acceleration for lawyers and is the host of The Lawyer’s Edge Podcast.  Links: https://thelawyersedge.com/lawyers-edge-podcast/ https://thelawyersedge.com/ https://www.linkedin.com/in/eliseholtzman/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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, audio, blogs, and social channels to reach prospects where they prefer to consume. Tony stresses keeping the show unscripted and authentic, niching hard on a clear avatar (for him, family-law firm owners), and partnering with the right communities (e.g., AAML) to book high-quality guests and create “network effects” that turn conversations into relationships. Tony shares what’s worked—and what hasn’t. With only ~68,000 family-law firms in the U.S. (most with ≤3 attorneys), chasing big vanity metrics is a distraction; serving a small, precise audience with specific problems wins. His playbook: start earlier than you think, accept that your first 40–50 episodes are reps, and move fast with “decision velocity”—ship, measure, iterate. Three takeaways for rainmakers who want to adopt the model: (1) define a narrow ICP and build episodes around their real pains; (2) deliver consistent, authentic conversations (video + audio) and atomize each episode across platforms; (3) calendar guest outreach like a pipeline (aim for 2–3 quality bookings a week), then let data—not ego—guide what you double down on next. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/W9HP-dx20Ko ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- As the President of Rocket Clicks I am responsible for integrating our Finance, HR, IT, Sales & Marketing, and Client Service teams. I am also ultimately responsible for building a healthy culture while driving P&L performance. Links: https://rocketclicks.com/ https://www.linkedin.com/in/anthonykarls/ https://www.linkedin.com/company/rocket-clicks/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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 uncover insights that lead to deeper relationships, new opportunities, and stronger retention. Jacob introduces the concept of client advisory boards—groups of top clients who meet regularly to offer candid feedback, co-create solutions, and shape a firm’s direction. He outlines the steps to implement a client feedback system: identify ideal clients, engage them in ongoing two-way conversations, and, most importantly, follow through on the insights gathered. Jacob emphasizes that curiosity, collaboration, and action are the hallmarks of firms that sustain growth over time. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/9AV80rUHyUo ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- President of Strategy for PIE, Jacob Parks, is the author The Growth Engine and of Never Say Sell.  His expertise includes partner remuneration and incentive plans, account planning, trigger of engagement, and how to expand a brand to include new service offerings, new industries, or new geographies. He has led client teams for McKinsey, Accenture, and KPMG among others. He leads The PIE Professional Services CMO and CGO network and is a graduate of Gonzaga’s MBA program, having previously taught undergraduate business students. Links: https://www.linkedin.com/in/jacob-parks/ https://www.profitableideas.com/about/meet-our-team/jacob-parks/ Order The Growth Engine today: https://www.profitableideas.com/perspectives/books/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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 social contract” of good faith and fair dealing. She shares how rainmakers can foster stronger loyalty and productivity by actively listening, showing gratitude, and treating team members as valued contributors rather than interchangeable resources. Hanna also discusses practical ways to address performance issues with empathy and clarity, emphasizing joint problem-solving over blame. She encourages leaders to take “empathy reality checks,” solicit honest feedback, and model humility—reminding listeners that trust must be earned, not demanded. The conversation concludes with three action steps: listen to your team, invest in communication and coaching skills, and demonstrate genuine appreciation. These principles, she argues, transform high-pressure work environments into loyal, high-performing teams. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/zwC5paGj0HQ ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- 📌 Resources & Links Connect with Hanna Hasl-Kelchner: linkedin.com/in/hannahaslkelchner Get Hanna’s free audiobook: bit.ly/4oer0L3 Visit her site: businessmo.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes brand strategist Cheri Quinn, Director of Brand Strategy at Mercury Creative Group, to discuss “Finding Focus in a Crowded Space.” Cheri explains that today’s marketplace is more crowded than ever—not just because of competition, but because clients are constantly flooded with information. To cut through the noise, professionals must clearly define their primary audience—the people they serve best—and communicate with authenticity and focus. Cheri shares her “dartboard” analogy for targeting ideal clients: those in the bullseye deliver the greatest results, while trying to appeal to everyone leads to “missing the mark.” She walks listeners through exercises to identify their favorite clients, understand their motivations, communication styles, and values, and align their firm’s brand strategy accordingly. By clarifying audience, message, and brand alignment, professionals can stand out in a crowded market and attract the right opportunities. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/pNZU13CEz9I ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Cheri Quinn is a brand and marketing strategist who specializes in asking open and honest questions and listening with an open heart and mind. As the Director of Brand Strategy at Mercury Creative Group, Cheri is a master at discovering and communicating an organization’s essential value. With a wealth of experience in brand strategy, strategic planning, marketing, and communications, she has helped numerous organizations discover their unique value and voice. Links: cheri@mercurycreativegroup.com https://www.linkedin.com/in/cheriquinn https://mercurycreativegroup.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes back Rudhir “Rudi” Krishtel, former patent litigation partner at Fish & Richardson, former senior patent counsel at Apple, and now executive coach and founder of Krishtel. Rudi discusses “Overcoming Pitfalls to Becoming a Rainmaker” and shares practical insights on how lawyers can shift their mindset to grow their book of business. He explains that business development is 80% mindset and 20% skillset—most lawyers don’t need more tools; they need a new way of thinking. By reframing marketing as helping, not selling, attorneys can replace fear and hesitation with purpose and authenticity. Rudi also outlines how to identify your smallest viable market—the eight to ten people or companies most aligned with your expertise—and focus all your efforts on being helpful to that group. Through strategic clarity and mindset realignment, professionals can eliminate fear of rejection, become more consistent in outreach, and build a sustainable business development playbook. Rudi concludes with three action steps: remember you’re helping, define your smallest viable market, and take concrete, helpful actions toward that audience over the next 90 days. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8Zwzm00eb9k ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Prior to becoming an executive coach and consultant, Rudhir practiced law for 15 years as a federal judicial clerk, Patent Litigation Partner at Fish & Richardson, and then as Senior Patent Counsel at Apple.   To focus his approach to support the legal community, Rudhir trained as a professional Co-Active leadership coach and as a yoga and mindfulness meditation instructor. Rudhir founded Krishtel in 2018, where he leads workshops and coaching on business development and leadership. He specializes in creating space for having difficult conversations and growth at the intersection of leadership, well-being, and collective engagement. Krishtel’s flagship BD Circle Program has reached hundreds of law firm partners and executives. Check out the BD Circle video here.  More info at www.krishtel.com and LinkedIn.  Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes back Stacey Brown Randall, author of The Referable Client Experience: A Proven Method to Generate Referrals Without Asking. Stacey shares her science-based framework for creating client experiences that naturally generate referrals—without the awkwardness of asking. She explains that client experience is not just about doing great work; it’s about how clients feel when working with you. Professionals who intentionally design their client journey to include both excellent results and meaningful relationship-building touchpoints create the emotional connection that makes them truly referable. Stacey outlines her three-stage model—New, Active, and Alumni—and shows how to tailor communication and touchpoints at each phase to build trust and loyalty. She also discusses “referral hot zones,” those key moments when clients are most likely to refer, and how to identify and leverage them strategically. By focusing on both client emotions and relationship touchpoints, professionals can bridge the gap between being referable and receiving consistent, high-quality referrals. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/lWTNQlQ3RMA ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Stacey Brown Randall is the multiple award-winning author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast and national speaker. She has had the privilege of helping well-known corporations and franchises but her focus is on small business owners and solopreneurs including HM Properties, O’Connor Insurance Associates, Keller Williams Real Estate, Farris Cooke CPA, Tyra Law Firm, Nicole Odom Coaching, Slater Interiors, HF Financial, Kintsugi Home Staging, Financial Symmetry, Rae Images, CAJA Bookkeeping, and hundreds more. Stacey has been featured in national publications like Entrepreneur magazine, Investor Business Daily, Forbes, CEO World, Fox News, Cheddar TV Network and more. She received her Master’s in Organizational Communication and is married with three kids. Links: www.StaceyBrownRandall.com www.referralquiz.com http://www.referableclientexperience.com Book link on Amazon: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269/ref=sr_1_2?crid=39MDIKFER2FKU&dchild=1&keywords=generating+business+referrals+without+asking&qid=1597412491&s=books&sprefix=generating+business%2Caps%2C233&sr=1-2 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes back Kevin Wheeler, a seasoned business development consultant with over 30 years of experience advising law and professional services firms on strategy, marketing, and client growth. Together, they explore “Growing Key Clients: The Low-Hanging Fruit of Business Development.” Kevin explains that most firms overlook their most lucrative opportunities—their existing clients. Rather than constantly chasing new business, firms can achieve greater profitability by deepening relationships with key accounts and institutionalizing client management. Kevin outlines the major barriers preventing firms from capitalizing on these opportunities, including compensation structures that reward origination over collaboration and a lack of leadership support for client-focused strategies. He provides a roadmap for building a strong key client program: secure buy-in from firm leadership, appoint dedicated client relationship partners, conduct regular client listening interviews, and link compensation to client growth goals. By developing structured account plans, engaging clients directly for feedback, and mapping relationships strategically, firms can uncover untapped opportunities, strengthen retention, and create long-term growth. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/unWLu82HdqY ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit www.therainmakingmagazine.com to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Kevin Wheeler has been advising professional services firms on all aspects of strategy, marketing, business development and client relationship management/key account management for more than thirty years. Before setting up Wheeler Associates in 1997, he had been Marketing Director with Nabarro Nathanson, the commercial law firm, and Cinven, the private equity house. He also held various senior in-house strategy and marketing positions with Coopers & Lybrand, now PricewaterhouseCoopers. As a consultant and coach, Kevin has provided services to more than one hundred firms drawn from the legal, accountancy, actuarial, real estate consultancy, tax, corporate finance, management consulting and insolvency practitioner sectors. Wheeler Associates is also a leading provider of strategic and client insight solutions and thought leadership delivered through bespoke market research studies. As well as his consultancy and coaching activities, Kevin writes, blogs and lectures frequently on strategy, marketing, business development and CRM/KAM issues facing professional services organizations. Links: https://www.linkedin.com/in/kevinjwheeler/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes Jordana Confino, founder of JC Coaching and Consulting and author of the blog Chronicles of a Recovering Type A+ Perfectionist, to explore “The Perfectionist Paradox.” Jordana explains that perfectionism is not about high standards—it’s a fear- and shame-based mindset driven by self-doubt and the need to prove worth. She reveals how this approach undermines both mental health and performance, blocking creativity, risk-taking, and authentic business development. Drawing on neuroscience and positive psychology, she describes how to replace the inner critic’s harsh voice with self-compassion, rewiring the brain through neuroplasticity to enhance confidence and performance. Jordana shares practical strategies to help high-achieving professionals and lawyers break free from destructive perfectionism. These include “drawing your critic” to externalize self-judgment, practicing compassionate self-talk, and identifying core values to shift from fear-based motivation to values-driven achievement. By replacing self-criticism with self-compassion and clarity, professionals can perform at a higher level, strengthen resilience, and enjoy greater fulfillment in their careers and lives. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/Td8DVO6nlZM ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Jordana is a certified professional coach, speaker, and advisor, valued for her expertise in positive psychology and well-being, and her unparalleled ability to connect with and inspire everyone she meets. Seven years after graduating from Yale Law School, Jordana founded JC Coaching & Consulting to empower lawyers and other high-achieving professionals to transform their lives and work for the better. Having spent the bulk of her career working as a lawyer and in legal education at elite institutions, Jordana knows that many high-achieving, successful people hold limiting beliefs that prevent them from truly flourishing. For many years, she was one of them. Jordana transformed her life leveraging the science of positive psychology and human motivation theory, and she is passionate about helping others do the same. Jordana is an Adjunct Professor at Fordham Law School, where she previously served as the inaugural Assistant Dean of Professionalism. Jordana teaches a course on Positive Lawyering, which educates students on how they can harness the insights and science-backed strategies of positive psychology to reach their highest potential and build meaningful, satisfying careers in law. She also teaches Peer Mentoring & Leadership, a one-of-a-kind course designed to equip mentors with the tools and training they need to optimally support their mentees and emerge as leaders in the profession. Jordana was voted Fordham Law Adjunct Professor of the Year in 2021. Website: https://www.jordanaconfino.com/ Blog: https://www.jordanaconfino.com/subscribe LinkedIn: https://www.linkedin.com/in/jordanaconfino/ Values Discovery Guide: https://www.jordanaconfino.com/values Self-Compassion Guide: https://www.jordanaconfino.com/self-compassion-guide  Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love welcomes David Freeman, award-winning consultant, best-selling author, and founder of Lawyer Book Builder, to discuss how laterals can thrive when joining a new firm. Drawing from over 30 years of coaching thousands of lawyers, David shares actionable strategies to help partners integrate quickly, build internal allies, and accelerate business development. He likens lateral transitions to being “the new kid in school” — success depends on taking ownership of relationship-building rather than waiting for the firm to do it. David explains how laterals can identify internal allies across practice groups, collaborate with marketing and BD professionals, and proactively offer value to colleagues through what he calls “gifts.” He introduces practical tools like the Memory Matrix—a simple spreadsheet to track and maintain relationships—and emphasizes consistency, visibility, and giving before asking. The conversation closes with three key takeaways: create a detailed integration and BD plan, track and nurture high-value relationships monthly, and build an accountability system to ensure consistent follow-through. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/bToVlYNrosk ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- David H. Freeman, J.D. is a former practicing lawyer from New York, an award-winning consultant, and a two-time best-selling author. He’s a member of the National Law Journal Hall of Fame for being voted the #1 business development consultant and coach in the United States for several consecutive years. For over 30 years, David has trained and coached well over 10,000 lawyers in over 235 law firms world-wide, he’s worked with nearly half of the Am Law 200, he’s the author and co-author of 16 books on law firm business development and leadership, and he’s the creator of Lawyer BookBuilder, an step-by-step, turnkey training and accountability program that shows lawyers how to become exceptional rainmakers. Links: https://lawyerbookbuilder.com/ https://davidfreemanconsulting.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Jim Camp Jr., retired Air Force Major General, author of Lead From No, and principal at the Camp Negotiation Institute. Jim shares his systematic approach to negotiation, which combines mindset, structure, and behavior to help professionals achieve stronger outcomes without unnecessary compromise. He explains why most people mistakenly equate negotiation with giving something up, and instead reframes it as “the effort to bring about an agreement with all parties having the right to say no.” Jim outlines practical tools like the negotiation checklist and journal, emphasizing preparation, emotional control, and asking the right questions to uncover an opponent’s true concerns, vision, and decision-making process. He highlights how avoiding pressure and welcoming “no” builds trust, lowers tension, and leads to more durable agreements. With stories from both business and military contexts, Jim demonstrates how negotiation skills are essential across professional services, leadership, and even everyday life. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/rVMKH3ZBKCc ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Jim, recently retired as a Major General in the United States Air Force (Jim Camp Jr.’s bio), rejoined the Camp Negotiations team after serving many years as the Commander of the Ohio Air National Guard, and National Guard Assistant to the Commander of the US Transportation Command.  Prior to dedicating his full-time efforts to military service, Jim helped build Camp Negotiations from 2000-2007 as a coach and contributor to “No, The Only System of Negotiation You Need For Work and Home.”   Serving at the National strategic level, Jim was personally responsible for negotiating the largest pay increase in history for thousands of Air National Guard Instructor Pilots.  Jim credits his military success to the Camp System of Negotiation. “If you lead people, you negotiate every day.”   Despite Jim's long military career, he’s remained an owner of Camp Negotiations and is now fully re-engaged as a coach.  His diverse leadership background, education, and military experiences bring a welcomed perspective to the Camp Negotiations Team.  In fact, Jim Camp Jr. recently published his new book, Lead from No: A Systematic Approach to Leadership Negotiation. His new work is highly acclaimed and considered to be a long-awaited sequel to his father’s book, Start with No.  His combination of business and leadership coaching stories makes a strong case that the Camp Negotiation system is highly effective and time-tested. Links: https://www.linkedin.com/in/jim-camp-jr-2a8ab79/ www.campnegotiations.com https://campnegotiations.com/lead-rom-no-book-jim-camp-jr https://campnegotiations.com/coaches Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Randy Peck (CEO) and Jordan Peck (VP of Business Development) of Peck Financial about the crucial but often overlooked issue of partner benefits during law firm transitions. Under the theme “Rainmakers Without Umbrellas”, they discuss how many high-earning partners neglect their own financial protection, leaving themselves and their families exposed when changing firms or going through mergers. From life insurance to disability and long-term care coverage, the Pecks explain how benefits often don’t keep pace with rising compensation—and why partners must treat themselves like their own clients by proactively evaluating their protection. They also highlight specific risks such as assuming new firms will provide sufficient coverage, overlooking portability of benefits, and ignoring international complications. With stories from decades of advising AmLaw 100 and 200 firms, Randy and Jordan stress that the biggest pitfall is simply looking past these issues during transitions. Their three key action steps: regularly audit your coverage, inventory benefits before moving, and compare them with offerings at your new firm. By taking these steps, partners can avoid being “rainmakers without umbrellas” and ensure long-term financial security. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kluHcPD4bqs ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Peck Financial is an established industry leader specializing in executive benefit solutions. For more than 30 years our core business has focused on developing and administering employer-sponsored executive disability, life, and long-term care insurance plans. While these plans have become more common in recent years, our clients consistently remark on our responsiveness and unmatched customer service. Links: www.peckfinancial.com https://www.linkedin.com/in/jordan-peck-992786156/ https://www.linkedin.com/in/randallpeck/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with social media strategist and LinkedIn expert Kait LeDonne about the shifting landscape of LinkedIn. Kait traces how the platform has evolved—from being a digital résumé hub to today’s creator-driven space optimized for knowledge and advice. She explains why vulnerability posts surged during the pandemic, how LinkedIn adjusted its algorithm to emphasize value-driven content, and what professionals should focus on now: consistency, storytelling, and educational insights. Kait also provides practical guidance for professional services providers who want to turn LinkedIn visibility into real business opportunities. She highlights the power of newsletters, personal branding, and using story as a bridge to credibility and trust. With actionable strategies—posting at least twice a week, engaging meaningfully with comments, and adding strategic connections daily—Kait shows how professionals can build influence, grow their networks, and convert visibility into revenue. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/o_pgpKiGDu8 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Kait LeDonne is a personal branding expert who specializes in transforming professionals into industry leaders, forging powerful employee personal brands, and demystifying the essentials of impactful personal branding. Links: https://www.linkedin.com/in/kaitledonne-personalbrandingexpert/ https://www.kaitledonne.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Gavin Sharpe, former lawyer, global legal search firm CEO, and now performance and leadership coach, to discuss the blind spots of rainmakers. Gavin explains that blind spots are unconscious behaviors others see but we often miss—like interrupting, failing to delegate, or hiding vulnerability. Left unchecked, these blind spots create limiting assumptions such as “I’m not a natural rainmaker” or “asking for help is weakness,” which can undermine success and stall growth. Gavin shares how lawyers’ personalities and the pressures of perfectionism often reinforce these blind spots, creating a cycle of stress and missed opportunities. He offers strategies for uncovering and challenging limiting beliefs, from seeking peer and client feedback to reframing outdated stories we tell ourselves. By identifying, examining, and dismantling these beliefs, professionals can unlock untapped potential, build stronger teams, and become more effective rainmakers. Gavin closes with actionable steps to help listeners start recognizing and addressing their own blind spots. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8rGE3jRwZTM --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Gavin Sharpe: “I blend coaching, business, and psychology, to facilitate ambitious leaders achieve their full potential. With a strong focus on the legal sector, I empower lawyers to cut through the noise, lead with purpose, and become great rainmakers.” Links: Webinar: https://www.rivierawellbeing.com/events/the-rainmaker-playbook-attracting-and-activating-top-performers/ Ditch The Pitch: Rethinking Sales in Law Managing Law Firm Talent in 2025: My Top Three Tips Lawyers Are the Biggest Imposters of Them All. I Should Know: I Am One of Them. Partners Are From Mars, Associates Are From Venus: The Real War for Talent Rainmakers Are Not The Answer To Law Firm Transformational Growth. Here Is Why What the Monaco Grand Prix Teaches Us About Performance Are You A Workaholic? Gavin Sharpe on Riviera Radio, Sept 2024 "Gavin Sharpe: Becoming a Rainmaker Starts with Mindset" Podcast www.rivierawellbeing.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Camille Stell, co-author of Respect: Insights to Attorney Compensation Plans. Together, they explore why compensation is more than just numbers—it’s about respect, transparency, and culture. Camille explains how lawyers often interpret pay as a measure of personal value, which can make compensation discussions emotionally charged. She shares insights into the complexities of law firm compensation, including the influence of multiple committees, the challenges of integrating laterals, and generational expectations around transparency. Camille also highlights how compensation strategies shape firm culture, impact collaboration, and affect retention and succession planning. She outlines emerging trends, such as rewarding team contributions, expanding non-equity career paths, and building transparency into comp systems. For law firm leaders, Camille suggests auditing current systems, aligning compensation with strategic goals, and increasing year-round communication to reduce the stress of “comp season.” Her practical guidance helps firms create fairer, more effective plans that balance individual rewards with long-term institutional success. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8roVK-hYZ48 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Camille Stell serves as Vice President of Risk & Practice Management for Lawyers Mutual Liability Insurance Company of North Carolina, where she provides coaching and consulting on succession planning, law firm compensation, and law firm innovation. She is a legal industry leader in law firm management, business development, and strategic planning. A Fellow in the College of Law Practice Management, Camille is a sought-after speaker and writer, having taught CLEs and led workshops for attorneys and legal professionals nationwide. A Meredith College graduate, she has been recognized by North Carolina Lawyers Weekly and the Triangle Business Journal for her leadership and impact. Camille is the co-author of two books written during the pandemic: Designing a Succession Plan for your Law Practice: A Step-by-Step Guide for Preparing Your Firm for Maximum Value, published in 2021 and RESPECT: Insights in Law Firm Compensation, 2nd Edition published in October 2024. Links: Contact: Camille@lawyersmutualnc.com Direct Dial: 919.447.3354 https://www.linkedin.com/in/camillestell/ Learn more about your ad choices. Visit megaphone.fm/adchoices