October 19, 2005
Women Rainmakers
The in-focus section of the September 26, 2005, issue of The National Law Journal included a great article, “How Women Can Develop Business", by Karen Bush and Elaine Metlin.
Like it or not, most women, married or unmarried, play life by a different set of rules. For example, you don’t hang out with the guys. You don’t play in the Wednesday night poker group and talk about the NFL standings with the guys in the country club locker room. When marriage steps in, and especially when motherhood is celebrated, the rules further separate how men and women relate to others.
Rainmaking is relationship building and most discussions of rainmaking approach it from a guy standpoint. Yet the role of women in the top ranks of law firms and businesses is increasing.
Differences can be strengths rather than weaknesses. As the authors of the Law Journal put it, “By leveraging some of their differences as strengths, women attorneys may discover some innovative, effective and decidedly non-traditional approaches to developing business.”
Some suggestions include:
o Breakfast and lunch meetings vs. dinner
o Approach business development as a team effort¾take another member of the firm along
o Target women prospects; CEO, CFO, GCs, etc.
o Combine social and business relationship development:
- Women executives still play golf
- Firm events targeted at women executives:
· Wine tasting
· Cooking classes
· Book readings
· Yoga sessions
· Leadership speakers aimed at women in business
o Take advantage of corporate diversity programs encouraging companies to support a diverse team to handle their legal matters.
The number of women decision makers in business is on the increase. Women rainmakers may not be able to go in the men’s locker room but the reverse is also true. Women have their own advantages and strengths for developing existing client relationships or bringing in new business. As rainmakers, they can play by their rules and win the business.
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Filed under Marketing by Tom Collins