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Typically when one thinks about a rainmaker in the legal profession a high powered attorney comes to mind, but is this an accurate assessment of who can be a rainmaker in a firm?  Oftentimes, the paralegal interacts with clients just as much or more than an attorney.  In order to make it rain an individual must understand more than the law that affects a client’s case but how to work with the client during the case.

Bringing in new clients is only one aspect of rainmaking.  The other aspect is maintaining relationships with current clients.  With this view of rainmaking it is crucial to a firm’s sustainability and growth to ensure that their paralegals understand the fundamentals of rainmaking.  Since rainmaking has a lot to do with understanding the principles that are rooted in marketing and sales, it is imperative to understand what those principles are.

Following are the seven personality traits of a top salesperson according to an article written by Steven W. Martin in the Harvard Business Review: Click here to read the full article

  1. Modesty                                            Selling Style Impact: Team Orientation
  2. Conscientiousness                             Selling Style Impact: Account Control
  3. Achievement Orientation                    Selling Style Impact: Political Orientation
  4. Curiosity                                           Selling Style Impact: Inquisitiveness
  5. Lack of Gregariousness                       Selling Style Impact: Dominance
  6. Lack of Discouragement                     Selling Style Impact: Competitiveness
  7. Lack of Self Conscientiousness           Selling Style Impact: Aggressiveness

I correlate the use of a paralegal to assist with rainmaking to the determination to use a Psychologist vs. a Psychiatrist.  Both understand how to deal with people during crisis but the psychiatrist is authorized to prescribe medication and the psychologist is not.  Sometimes the medicine prescribed by the psychiatrist is needed to treat certain imbalances, but other times the skills of the psychologist is all that is needed to bring the patient back to equilibrium.