How to Become a Rainmaker at Your Firm

To all lawyers who want to grow your book of business authentically without burning out:

Are you getting the return you expected from all the hours you spend writing thought leadership pieces, attending networking events, and leaving voicemails to prospective clients? Are you getting all the clients you wanted?

If the answer is no, I might be able to help. I’ve done it for lawyers, as well as other professional services companies and service providers. I think I can do it for you. At the very least, I’m offering a way to find out without risking a single penny of your money.

Do you have a plan on how to grow your book of business? Most lawyers don’t. In my survey of ~100 lawyers, most don’t even know where to start. They try to follow what everyone else is doing–after all, if it works for others, it must work for them too, right?

Not necessarily.

The reality is that what worked yesterday won’t always work today. What works today for someone else won’t always work for you.

Clients are different. Industries are different. Times are different.

You are different.

For example, the coronavirus pandemic has completely changed how “networking” happens.

You can no longer go on long lunches with clients.

People’s attention is more scattered than ever before. They don’t have time to even spend with their kids, reply to their emails, and keep up with their work

Publishing more content (aka “thought leadership”) alone isn’t going to cut it anymore.

Times have changed. Client expectations have changed. Younger buyers are taught to be critical of anyone who solely relies on their appeal to authority. They want solutions to their business challenges, not empty posturing.

So what works?

What Works Today

Succeeding today is not about becoming a smooth talking greasy salesman.

Conversely, it’s not about becoming a more technically proficient lawyer either. Really!

This last point is surprising to people. You spent a lot of time grinding it out through law school and as an associate. Throughout all of it, the focus was on becoming a more competent lawyer.

Unfortunately, that skill alone won’t take you forward.

When you start business development yourself, you realize this requires a completely different set of skills. It also requires a distinct game plan uniquely suited to you.

What helps you succeed is a system that works for you and your clients.

The same system doesn’t work for everyone. There are many courses that promise you “the magic system” to make it all work. You might have even had speakers at your first trying to teach you how to do it all. It doesn’t work, because they have a one-size-fits all approach. It’s also not useful if they come in once and then leave forever.

A good system needs these characteristics:

  • Customized: to your strengths, your unique value, and your ideal customer.
  • Actionable: you don’t need someone to tell you that you should “send that person an email”. You need to know how to do it!
  • Practical: It has to fit within your schedule. It cannot take up all your time.
  • Scalable: It has to work over and over again as you continue to grow.

Do terms like “your strengths” “your ideal customer” surprise you?

They surprise a lot of people. Your best odds of increasing billable hours does not come from taking on any and every client you can. It does not come from taking on any work that you can.

It comes from defining your edges and offering them to the clients where the cost to service them is manageable.

It also requires really understanding the client. This cannot be shallow. You have to understand deeply what their challenges, hopes and dreams are. You must develop a crystal clear look at their lives in aggregate.

After all, you might think these executives that buy your services buy them solely from a rational basis.

That is only partially true. Study after study across industries have shown the same thing:

People buy on emotion and then justify with logic.

People weigh the experience of working with you heavily into their decision making. You may not be the most proficient lawyer in your field, but if you deliver an outstanding experience, you will win business over and over again.

That’s why what you need is a system that works for you and also prospective clients.

The Value of a System

Freedom comes from a system. A system that works for you. A system which gives you clients that you enjoy working with. That you have an edge in. That fits your schedule and your strengths. That you can execute on time and time again.

Most lawyers don’t have a system. They are attending a conference here without a game plan. They are writing a piece there. They are randomly working their networks fishing for a lead.

None of this is a system.

Take the example of one such partner at a top law firm:

Over the last year working together, I have been able to 5x my book of business. This includes bringing in 3 public companies as clients, positioning myself as a thought leader in my niche, and bringing in business from over 50 companies. Over the next three years, I am on track to build one of the largest books of business at my firm.

Aaron Baer, Partner, Aird & Berlis LLP

That’s the power of a system. That’s what I’d like to help you build. With any risk on your part. Seriously.

This is what our work together will achieve. I will apply my systems based approach to customize an approach that works for you.

My goal is to help you be successful in your terms. I will guide you across all the dimensions you need help on. But before getting into exactly what all this entails, first you might be wondering: who am I and why should you listen to me?

An Outsider–and Proud of It!

profile picture
At the Symposium in Switzerland.

I’m Dhawal (pronounced: The-vel). I’m a Canadian living in California. Over the last 8 years, I’ve worked with multiple companies and multiple industries to help them figure out how to do effective business development.

You might be saying to yourself: you’re not a lawyer, you’re an outsider. Why should I work with you? Law is different!

Many have thought this. They’ve been proven wrong. Consider what Aaron Baer, equity partner at Aird & Berlis, a full service firm with ~200 lawyers said:

Aaron Baer, Equity Partner, Aird & Berlis LLP

“I was skeptical of needing more help from people outside legal industry, as I had previously found that many outsiders really didn’t understand some of the challenges. However, as I tried to articulate my value to prospective clients, I realized this was more difficult than I had assumed. I needed an expert to help me figure this out….

Week by week, I started to implement the ideas, and the results were surprising. It was actually working. My initial skepticism vanished. I learned that while the legal profession has some differentiating features, these were the kind of things that an expert like Dhawal – who was inquisitive and extremely perceptive – was able to overcome. I had completely misjudged things and could truly see the value of bringing in fresh thinking and best practices from someone who was a sales expert, even if they weren’t a trained lawyer.”

In reality, the experience of buying legal services is no different than buying management consulting services, or buying services from many technology solutions providers. It is this buyer or client orientation that helps me deliver outsized value to you.

Unfortunately, most lawyers teaching business development to other lawyers are still essentially stuck in their own paradigm as lawyers. They are teaching the same tired things that every other lawyer is doing and that’s why their results are average at best.

After serving companies across a dozen industries, I’ve learned what it takes to adapt quickly and speak the client’s language. It has also exposed me to far more best practices from across different industries.

What’s more, I know what it takes to think strategically and act tactically for you. This experience is backed by a pedigree that helps me truly sit on your side of the table. This includes…

  • An MBA from a Top 10 Global Business School – York University.
  • Winning the Global Drucker Challenge: one of the most prestigious awards in the world of management thinking.
  • Winning the Wings of Excellence Award at the St. Gallen Symposium in Switzerland.
  • Author of “The Simple Book of Sales & Marketing” which you can read for free here.

So if you’re ready to work with someone who can help you grow your practice in 2021, I’d like to present you a way to get started.

You have someone with the pedigree, education, experience, and results-orientations to help you get there.

I took all the best ideas and put it into a coaching/training program that gets you results. Introducing…

The Rainmaker Package

There are 5 core modules as part of this package. They are all designed to help you develop a system that consistently gets you results. It is always customized to your need. These modules include:

Note: The rainmaker package comes with a 100% money back guarantee. Take the ideas for a spin for a full 365 days after our final session. If you aren’t satisfied, ask me and I will refund your money back. Easy as that.

  1. Building a USP (Unique Selling Proposition): This is the most important thing you will do. You absolutely need to figure out an edge where clients can value you beyond all else. This is not just about which areas of law you practice, a USP is about connecting directly to the needs of the client, and providing such clear value that they’d want to work with you. The USP is valuable in making sure that you speak with the right people at the right time.
  2. Creating a Strategy. Whether you are looking to land large Fortune 500 companies, or your approach is to go after a much larger number of SMBs, you need a strategy that stems out of your USP above. In this module, we will go over how to best reach these clients and make an offering to them. Based on your USP and the clients you want to serve, we will devise a custom strategy that works for you. One size does not fit all.
  3. Executing the Plan: We will focus on how best to execute on the strategy created above. This involves talking about tools, techniques, and creating a crystal clear action plan that you can execute on.
  4. Running the Meeting: From my survey of ~100 lawyers, 9/10 lawyers are not fully comfortable asking for the business. There is an art and science to the actual meeting which you cannot guess. In this session, we will uncover the best ways to run a meeting focused on value.
  5. Optimizing: This last module will help you tweak on all the levers so you can continue to replicate this over and over again. This involves even tangible things like writing emails to get paid on time without looking pushy, techniques on retaining your clients, and finding cross selling opportunities to build your business further.

Each of these sessions comes with tangible action steps. These training sessions are highly hands on and are focused on practical action steps that gets results.

Pricing: $1,497
Payment plans are available upon request on our discovery call.

How to Get Started

Step 1: Schedule a Talk

Training is a big investment in yourself. Let’s get on a no-pressure call to understand what your goals are and how compatible we are. Book a time to speak right here.

Step 2: Get on the Call

We will do our call on Zoom. Once you book a time, you will get an automatic calendar invite for the day off. Expect a candid discussion on your current situation and future goals.

Step 3: Get Coaching

Moving ahead, if we determine we can work together, we will setup a regular schedule for training calls as we work our way through the modules.

How Coaching Works

Calls take place over Zoom. They usually go from 1 month to 3 months depending on how quickly you’d like to move.

Each call is interactive. We will focus on concepts, and then focus on actionable steps. Between calls, you will have email access to me, and we can even hop on quick phone calls if you’ve got a client situation you’d like to work on. Expect a minimum of 5 hour long calls, but we will do more as needed to get through the 5 modules below.

I will work to accommodate your schedule. If you want early mornings or late evening sessions, we can make that work. If you’d like a weekend session, we can figure it out as well. Keep in mind however that I am based out of North America, so coordinating across Asia or Australia/New Zealand might be more challenging.

Frequently Asked Questions

Really? There’s a money back guarantee on this?

Yes. Really. The quality of my work is guaranteed. Your satisfaction is guaranteed. You have a full 365 days to execute on everything we worked on from our last session together. If at that point you’d like your money back, just send me an email and I will promptly refund your fees.

In my opinion, you cannot possibly know the benefits, experience, enrichment, security, peace of mind you can bring in your practice through my program unless you experience it. So, I want you to let me take the risk for a change. That’s right!

Everyone else says, ‘Buy from me. Give us your money,’ etc. I’m saying, do the opposite. Let me allow you to experience my service without any risk!

This is surprising to many people. As far as I can tell, there is no other provider who offers such a rock solid promise. I can offer this because I have seen my methodology work repeatedly–with lawyers, but also close to a dozen different companies and industries. I can offer this because of one reason: it works!

You’re just one person. Why work with you?

My reputation is on the line with each client I take on. That’s why you get better value, better individualized attention, and better results working with me. A large corporation with dozens if not hundreds of “sales trainers” are too large to care after they’ve gotten paid. Many of these are also glorified motivational seminars–their value is over once the session is over.

Are there payment plans you offer?

Sure, send me a message using this contact form and let me know what payments terms work for you. I can then issue an invoice and we can do it that way.

What times do you run your sessions?

I will work to accommodate you. If you want early mornings or late evening sessions, we can make that work. If you’d like a weekend session, we can figure it out as well. Keep in mind however that I am based out of North America, so coordinating across Asia or Australia/New Zealand might be more challenging.

Can we speak before working? Just to feel things out?

Actually, I insist on it! Let’s hop on a 30 minute call where you can tell me your goals and approach and we can figure out if we a mutual basis of working together. Setup a time here. This is NOT going to be like a sales call. It is a no pressure situation for you.

The Cost of Inaction

Many people think they can keep waiting. They believe they can figure this out themselves. After all, they’re smart. They’re lawyers after all.

Undoubtedly you can–after making enough mistakes.

Even after figuring out the ropes, there is still the gap that comes from seeing the world as a lawyer. There will always be blindspots.

Equally as important, you must understand your own goals.

Why delay the significant rewards that come your way if you figure this out sooner. In a survey of 100 attorneys across the US and Canada, people mentioned that a greater book of a business would mean:

  • Greater financial rewards
  • More control over your hours, type of work, etc.
  • Greater flexibility to start your own practice
  • Greater leverage to move firms
  • Power within the firm
  • More likely to make partner
  • Less likely to lose your job
  • Not being worried about not having enough work

Why not invest in these significant and outsized gains?

The return on investment on this long term relationship makes a lot of sense for me. He is not a one-and-done workshop leader. It requires a system as well as individual and customized coaching over time for it to pay off. He can deliver this in spades, and I have complete confidence in the value that he can bring you or your firm. After all, if I can do this – then I have no doubt [you] can have success.

Aaron Baer, Equity Partner, Aird & Berlis LLP

Why not short circuit the learning process and work with an expert who already has a track record of delivering results? Who already can coach, train and make things happen for you?

There are many other coaching and training programs out there for lawyers to build their business development skills. None have come close to matching the 100% money back guarantee over a generous 365 days.

I want to make this into a no-brainer decision for you to work with me.

Let’s work to make you into a rainmaker. Schedule your no-pressure call today to see how we can work together to get to your goals today.

To your success,

P.S. The reality is that I can only work with so many people at the same time. My schedule does get filled up quickly, and I prioritize those people who have an appetite to learn and grow. If you’d to move, it’s better to setup a time to speak up sooner rather than later. You can do so here.

Additional Testimonials

He is one of the most diligent, patient and honest men I have met. It is my sincere pleasure to recommend him to anybody out there looking for RESULTS.

Aditya Gulia, Serial Entrepreneur, CEO, Grace & Stella.

I rank Dhawal as one of the best advisors I have ever had. He has an art for finding and acquiring new pockets of customers in a way that produces tangible results.

Sharon King, CEO, Starfield.

Dhawal’s expertise and understanding of what it takes to succeed as an early-stage startup company was invaluable to our second product release. As a strategic thinker and hard-working expert, he’s able to move seamlessly between strategic thinking and tactical execution.

Braven Greenlsh, CEO, Three Good Inc.

If you’re a business owner that wants real leverage to grow, you absolutely need a great marketing person. I believe Dhawal is that person. His ideas work practically for startups, as well as small and medium sized companies. I highly recommend working with him to grow your business.

Lelian Girard, CEO, TUIO Payments Inc.

Become a Rainmaker

Get Started Today with your Coaching — With a 100% money back guarantee over 365 Days. Work with a professional who can help you succeed.