May 2, 2007
Staying in Touch Is the Key to Rainmaking
Lawrence and Jill Rose Kohn, writing in the April/May 2007 issue of Law Practice, explained that “Staying Connected” gives those entering the legal profession an edge up. Why? It gives you the edge because “staying in touch” is the performance secret of successful rainmakers.
It is so simple! It is so basic! Rain happens when you stay in touch with colleagues, acquaintances and all those with whom you have had business contacts. The idea is to never waste a relationship. Yet, it happens every day as attorneys get caught up in day-to-day fires and demands of a law firm. It happens because as our career and social contacts put us in touch with more and more people, our prior relationships fade into the past.
At least that is what happens if you fail to do one simple thing—keep records and use them. An old proverb says the best time to plant a tree is 20 years ago; the second best time is today! If you are not using a database to keep up with the people who can become clients, referral sources, or your promoters and sponsors, the second best time to do it is today.
If your firm doesn’t already have an enterprise level contact management system like ContactEase, you can encourage them to make the investment in one. But don’t wait another day. Go online and purchase a product for your own individual use. Two frequently used and inexpensive products include Act and Goldmine. I prefer Goldmine, but you can’t go wrong with either and they are both less than $200. You can also find other similar products by searching for "contact management software" on the Internet.
Morepartnerincome.com is sponsored by Juris, Inc. For information about Juris® products and services for increasing law firm performance and partner income contact Juris National Sales Center at 877/377-3740, e-mail info@juris.com or go to www.Juris.com.
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