How to Train Attorneys to become Rainmakers

To Directors of Professional Development, Attorney & Associate Training:

Have you been getting the best value and return on your training or development sessions? Are you confident that they can take on leadership roles and confidently build a book of business?

The data tells us that the answer is an emphatic NO.

  • 9/10 associates are not fully comfortable asking for business from clients.
  • 1/2 of associates actively want their firms to train them to be effective at business development.
  • Sadly, a 1/3 of them feel that their firms don’t see value in providing this type of training.

(Source: Survey of 100 associates across the US & Canada, 2021).

From spending a long time building their technical proficiency as attorneys, associates are expected to become business development pros overnight as they move further up in the firm. However, this is a completely different set of skills that needs conscious cultivation. Your associates want training in this area. They don’t want a 1 hour or 1 day seminar either. They don’t want training that teaches them how to shake hands firmly and make small talk at conferences.

They want real hands on experience so they’re ready and prepared to contribute even more to the firm. 

Passive sessions miss the point: the art of growing your business is not static knowledge. It is applied knowledge. It needs a hands on approach to work.

What’s more, the business landscape has changed significantly in the last few years. Relying on the old playbooks from older more established partners isn’t enough. 

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

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. 

Industries are different. Times are different. Clients are different. They are more demanding and expect more business value.

A motivational speaker, a one day seminar, or one off working sessions are just not enough. Associates want a practical hands on approach where they can form a actionable system that works for them.

This is what I do. I’ve done it for other lawyers, as well as other professional services companies and practitioners. 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 firm’s money.

Before I get into these details, you might be wondering–who exactly are you? Well, let me tell you a bit about myself.

An Outsider–and Proud of It!

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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. 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 of ~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: To stand out, you need to look outside. I’m proud to be an outsider that helps you do that. It is my secret advantage that helps me serve you better.

An attorney’s success depends on how fluidly you can understand your client, their challenges, their language, and work to solve that. It also depends on how well you can understand your own edge. This is what I help you identify and deliver on.

The truth is that the experience of buying legal services is no different than buying management consulting services, or buying services from 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.

That’s also the reason no one offers a 100% money back guarantee on their training or coaching programs. That’s exactly the reason why I am one of the few that does offer a money back guarantee.

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 for my thinking on the Future of Work.
  • Author of “The Simple Book of Sales & Marketing” which you can read for free here.

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

Throughout all of my experiences, I’ve learned that training people to be excellent at growing a business requires a few things.

What It Takes to Succeed

Success in business development requires a system that works for the attorney and their 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 client.
  • 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.

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. I’ve put all these insights into a multi-week hands on training program that works for you and the associates.

The Power of Hands On Training

Hands on training makes a difference. Designing a system changes everything. Take the example of one such partner at a full service 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 customized system, delivered with hands on training. That’s what I’d like to help you build. With any risk on your part. Seriously.

I want to train your associates to build a system that works for them so they are ready to contribute to the firm.

I’ve put my best ideas together to put together the program below.

The Rainmakers Program

There are 5 core modules as part of this package that I can provide to your group of up to 5 associates. You are always welcome to join of course as the Director of Training or Development.

These modules are all designed to help attorneys develop a system that consistently gets them results. Each of these are hands on workshops, not passive busywork. These modules include:

  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 interactive and hands on and are focused on practical action steps that gets results.

Investment: Starting at $2,500 after an initial discovery call to determine goals and fit.

Note: The rainmakers package comes with a 100% money back guarantee. If you aren’t satisfied, ask me and I will refund your money back. Easy as that.

How Coaching Works

Pick up to 5 people who have the greatest potential in your firm to be future equity partners or rainmakers in your firm. You are most welcome to join these calls as well.

Calls take place over Zoom. They take place over multiple weeks over the span of 1 month to 6 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, associates will have email access to me, and they can even hop on quick phone calls if they’ve got a client situation they’re working on. You are always welcome to attend these calls and your participation will not count for the 5 person limit.

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.

Finally: it is always risk free to work with me. I provide a 100% satisfaction or your money back guarantee with my programs.

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?

Sure. Let’s hop on a 20 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 Changing Landscape of Law Firms

The situation out there has gotten more competitive than ever before. Great talent knows that if they cannot find a way to work upwards, they will leave.

Associates and even partners need more support, training, and help than ever before. Sometimes, they might not express it. But if given the opportunity, they will take it on and thrive.

After a turbulent 2020, now is the time to take action and setup the firm for business success for the next 3-5 years. All that begins with the right training.

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 and the firm to work with me.

Let’s talk on a no-pressure discovery call and figure out your goals to see how I can serve you.

Sincerely,

P.S. Realistically, I can only take on a certain number of engagements at a time. If you’re looking to make this skillset into an important strategic area inside of your firm, I’d recommend reaching out to me 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.

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