The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Terry Isner, founder of Jaffe PR, about how professionals can stand out in high-stakes pitch meetings and beauty contests. Terry shares insights on why traditional sales pitches fail and explains that buyers already know a firm’s expertise before the meeting. Instead of focusing on credentials, firms should prioritize building connections, demonstrating authenticity, and showing why they’re the best fit for a long-term partnership. He emphasizes that engagement, creativity, and emotional connection are key factors that set winning firms apart. Key topics include how to structure a pitch for engagement, ensuring that every team member has a voice rather than relying on a single partner to lead the meeting. Terry also discusses the importance of storytelling in pitches, using real-life client success stories to create memorable, relatable, and impactful presentations. He shares strategies for making pitches interactive and dynamic, avoiding static PowerPoint slides, and leaving prospects with a lasting impression through creative branding elements. Additionally, Terry introduces the concept of emotional marketing, explaining how personal stories, humor, and vulnerability help build trust and differentiate a firm from competitors. This episode provides practical strategies for professionals looking to transform their approach to pitching and dramatically improve their win rates. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- A marketing philosopher, brand consultant and dynamic speaker for the legal industry, Terry M. Isner is known as “the empathy man” because of his humanistic approach to business strategy. Whereas many business professionals overlook compassion as part of the branding equation, Terry believes humanism is essential to a firm's success in today’s socially conscious environment. As Terry says, “If humanity gets left out of the board room, nobody wins.” In the world of legal marketing, Terry fulfills a niche as a business strategist with an extensive background as an award-winning creative director and artist. This unique mix of creative and analytical thinking makes him more likely to set trends than follow them. In fact, Terry often draws inspiration from other industries to formulate new approaches to legal marketing, PR and branding. He also stays current on the latest trends in technology to devise ways to leverage innovation to advance brands. Terry’s philosophical approach to business is just that – a philosophy. Bringing concepts such as creativity, inclusion and compassion into corporate culture is a reflection of the world we live in. Firms that fail to be cognizant of such issues risk damage to their reputations and devaluation of their brands. Terry helps preserve brand equity by helping firms adapt to these changing times and sharing their unique stories in creative ways across multiple channels, including print, digital and social media. He also uses his passion and expertise to empower marketers to be effective agents of change within their own organizations and help drive their firm’s sales, branding and culture. Increasingly, employees desire an employer that emphasizes a culture of diversity and compassion. This trend is accelerating as significant generational shifts ignite change in the workplace. Terry specializes in helping firms maintain a cohesive culture and navigate generational change through creative internal campaigns, unique team-building activities and community engagement opportunities that foster camaraderie at all levels. Links: https://www.jaffepr.com/our-team/terry-m-isner https://www.linkedin.com/in/sharingtmi/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Amy Malo, professional certified coach, about navigating career transitions with clarity, courage, and confidence. Amy, who has extensive experience in both internal and third-party legal recruiting, shares insights on how professionals can take control of their careers rather than simply following opportunities that come their way. She explains that career inflection points—moments when professionals feel misaligned with their work—are natural and should be seen as opportunities for reassessment and growth. Key topics include recognizing the signs of an inflection point, conducting self-assessments to identify core values, key skills, and ideal work environments, and creating a career plan similar to a business strategy. Amy discusses the importance of choosing rather than feeling trapped in a career path, reframing career decisions with intentionality, and managing external pressures from family or societal expectations. She also shares actionable strategies for professionals considering a lateral move, including how to evaluate opportunities, align career choices with long-term goals, and avoid the pitfalls of counteroffers. This episode provides a structured approach to career management for professionals seeking fulfillment, growth, and long-term success. Visit: https://therainmakingpodcast.com/ ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- As an Executive and Career Coach, Strategic Talent Management Consultant, and Experienced Recruiter with over three decades in the legal field, I empower clients to navigate challenges, set meaningful goals, and actualize their professional aspirations with clarity, courage, and confidence. Links: https://www.linkedin.com/in/amy-berenson-mallow/ https://talent-success.org/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Charlene Gisele, professional coach and burnout prevention expert, about how high-performing professionals—especially in the legal industry—can prevent burnout and thrive in their careers. Charlene shares her insights on recognizing the early warning signs of burnout, such as behavioral changes, strained relationships, and physical health issues, emphasizing that burnout doesn't happen overnight but leaves "breadcrumbs" along the way. She explains that by noticing these subtle shifts early, professionals can take proactive steps to prevent burnout before it leads to serious health or personal consequences. Key topics include identifying behavioral shifts like increased reliance on unhealthy coping mechanisms, the impact of burnout on relationships and team dynamics, and practical strategies for sustainable recovery. Charlene outlines adaptive behaviors such as prioritizing quality sleep, engaging in physical activities, and adopting mindful practices like meditation and self-hypnosis. She also highlights the importance of treating personal health like a business by tracking key health metrics and conducting regular behavioral audits. This episode offers actionable advice for rainmakers and high achievers looking to balance intense workloads with sustainable, healthy lifestyles. Visit: https://therainmakingpodcast.com/ ---------------------------------------- At Charlène Gisèle®, I partner with professionals and leading organisations to achieve sustainable high-performance and burnout prevention. 🔹 Our Approach: Using our unique and CPD accredited ‘Sustainable High Performance' method, clients achieve enhanced well-being and productivity, balancing personal and professional lives. 🔹 Experience-Driven: My background as a Big Law litigator, combined with Master certifications in NLP, Business, and Health Coaching, shapes our tailored guidance. 🔹 Recognition: Our methods have been featured in leading publications such as the The Financial Times, The Times, and BBC Radio. Client Benefits: ✅ Burnout Prevention: Tailored strategies for industry-specific challenges. ✅ Leadership Growth: Unlocking leadership potential. ✅ Emotional Resilience: Strategies to maintain composure and performance in high-pressure environments. ✅ Speaking Engagements: Delivering Award-winning keynotes on well-being and performance. Links: https://www.linkedin.com/in/charl%C3%A8ne-gis%C3%A8le-bourliout/ https://charlenegisele.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Janet Falk, founder of Falk Communications, about how professionals can maximize their time and networking opportunities at conferences. Janet shares expert strategies for preparing before an event, engaging effectively during the conference, and following up afterward to build lasting business relationships. She emphasizes that conferences are not just about attending sessions but about making meaningful connections that can lead to new business and valuable referrals. Key topics include how to research and reach out to key attendees and speakers in advance, using LinkedIn and membership directories to set up meetings, and leveraging informal networking opportunities such as coffee breaks, meals, and receptions. Janet also shares practical tips on asking insightful questions during panel discussions, strategically using business cards and branded materials, and following up with personalized messages to maintain relationships after the event. This episode provides a comprehensive framework for professionals looking to turn conferences into powerful business development opportunities. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Janet Falk, Ph.D., is a Communications professional with more than 30 years of experience in-house, as a consultant and at public relations agencies. As Chief Strategist at Falk Communications and Research (www.JanetLFalk.com), she advises attorneys at small law firms and with a solo practice on Media Relations and Marketing Communications to: attract new clients, remain top of mind with prior clients, keep in touch with referral sources, help recruit associates, generate a news story about litigation that puts pressure on opposing counsel and achieve business goals. Janet leads workshops on these topics and advises on media relations, website, LinkedIn profile, articles in non-legal industry trade publications and client newsletters, among other areas. She has published articles on Media Relations and Marketing in The New York Law Journal, The New Jersey Law Journal and Marketing the Law Firm and is a frequent speaker on webinars and podcasts about Public Relations, Networking and Legal Marketing. Speak with her for a complimentary Strategic Communication Session (30-minute consultation) to assess your Communications activity and online presence. She guarantees TWO IDEAS. Links: Website: https://www.Janetlfalk.com Subscribe to monthly newsletter: https://bit.ly/2MNB11W http://www.linkedin.com/in/janetlfalk Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with David Ackert, business development expert and author of The Short List, about how professionals can focus on high-value relationships to grow their book of business. David explains the concept of applying the Pareto Principle (80/20 rule) to networking, where 80% of results come from just 20% of relationships. By identifying and nurturing a select group of key clients, referral sources, and prospects, professionals can maximize their impact without wasting time on low-yield connections. Key topics include defining a "short list" of 9 to 35 key relationships, strategically engaging with those contacts to drive business opportunities, and using data-backed insights to optimize networking efforts. David shares practical steps on how to track and maintain these relationships, ensuring consistent follow-up and meaningful engagement. He also highlights the importance of relationship-building over transactional networking and explains how to create authentic connections that lead to long-term success. This episode provides a clear, structured approach to business development for professionals looking to streamline their efforts and see measurable results. ---------------------------------------- David is Co-Founder and CEO of Ackert, Inc. and its subsidiary, PipelinePlus. He is a highly regarded business development thought leader. Over the past two decades, David has pioneered revenue acceleration programs for hundreds of professional services firms around the globe. He is the founder of several groundbreaking ventures in the industry, including Legal Lift, the MLR100, the MLR200, BDI, numerous Managing Partner Roundtables, and the PipelinePlus software suite. His programs have won “Your Honor Awards” in both the U.S. and Canada, and his software has been featured in NLJ’s “Technologies on the Rise.” David regularly keynotes at partner retreats and speaks at industry conferences. He also serves as a guest lecturer at USC’s Marshall School of Business, Carnegie Mellon University, and at the UCLA School of Law. David is the author of The Short List: How to Drive Business Development by Focusing on the People who Matter Most, published by Greenleaf. He has contributed quotes and articles to numerous media including the Los Angeles Times, the National Review, the Daily Journal, the Wall Street Journal, Above the Law, Attorney at Work, Law.com, The Recorder, and the Los Angeles Business Journal. His Market Leaders Podcast has won several JD Supra Reader’s Choice Awards. David volunteers as a Big Brother with the Big Brothers and Sisters program in Los Angeles. He is also the co-founder of Voices in Harmony, a mentoring organization that has worked with at-risk youth around the globe. He co-produced and appeared in the documentary film, “After Kony: Staging Hope,” chronicling mentoring programs he helped to design and facilitate for former child soldiers in Northern Uganda. The film was used as part of an awareness-raising campaign that raised millions of dollars for health and education in underserved Ugandan communities. David’s charitable work earned the “Difference Maker” award from one of his alma maters, Ithaca College. David holds a master’s in psychology and is a Fellow at the College of Law Practice Management. Links: Order The Short List here: https://pipelineplus.com/theshortlist/ www.PipelinePlus.com https://www.linkedin.com/in/davidackert/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark C. Fava, a seasoned aviation lawyer, retired Navy captain, and author of Lessons from the Admiral, about how to build a thriving legal practice from the ground up. Mark shares the story of how he pivoted from being Delta Airlines' chief operations attorney during 9/11 to returning to private practice in South Carolina—where he had to start over and build his book of business from scratch. Mark outlines the deliberate strategies he used to position himself as the go-to aviation lawyer in his region, including writing targeted articles, speaking at niche conferences, and becoming a visible and reliable contributor in key legal associations. He explains how volunteering for the least desirable job (like fundraising for an ABA section) helped fast-track his leadership credibility and ultimately led to speaking engagements and board positions. He also discusses how publishing thought leadership—no matter how small the outlet—boosted his visibility and credibility over time, attracting both clients and media. Mark emphasizes the importance of aligning your brand with your passions, targeting specific niches where you can own mindshare, and focusing on long-term relationship-building over short-term gains. He shares tactical advice for new rainmakers, including how to leverage Google search visibility, create a content calendar, and cultivate media relationships through punchy, quotable commentary. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Mark C. Fava is a career aviation lawyer and retired naval flight officer. He is a prolific writer and entertaining speaker. Mark retired from the US Navy as a captain, having commanded three units, including an aviation squadron. He has been a law firm partner and a corporate executive lawyer. As a law school adjunct professor, he has also taught aviation law and legal writing. Mark was the chief operations attorney at Delta Air Lines on 9/11 and spent years in the Navy’s P-3 Orion chasing Soviet submarines. He has practiced law for over thirty years and is currently a vice president at the world’s largest aerospace company. He lives in his hometown of Charleston, South Carolina, with his wife and three daughters. When not working, reading, or writing, Mark enjoys life in the low country and appreciates a cold glass of sweet tea in the summer and a good oyster roast in the fall. His first book, “Lessons from the Admiral, Naval Wisdom and Sea Stories for Leaders” was an Amazon New Release Bestseller in January of 2025. Links: https://markcfava.com/ https://www.linkedin.com/in/markcfava/ Order Mark’s book, Lessons from the Admiral, here: https://a.co/d/bg9tc6Q Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Frino and Katie Desiderio, co-authors of The Beekeeper: Pollinating Your Organization for Transformative Growth, about how leaders can cultivate a high-performance culture within their organizations. Drawing insights from their research on beekeeping, they explore how leaders can optimize their "hives" by fostering collaboration, self-awareness, and meaningful work. They emphasize that culture starts with leadership and requires humility, self-reflection, and a commitment to unlearning old habits. Key topics include the importance of self-awareness in leadership, replacing the golden rule with the platinum rule (treating others as they want to be treated), and making challenging decisions to maintain a healthy organizational environment. Michael and Katie also highlight the concept of "pollinating" an organization by prioritizing growth and learning at all levels and creating psychologically safe environments where individuals can thrive. This episode offers practical strategies for leaders who want to build stronger, more cohesive teams and drive transformative growth in their organizations. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Michael G. Frino always was told he was creative and had a vivid imagination during his childhood. He parlayed this feedback by finding a passion for writing and storytelling. He published his first poem in 1993 entitled The Human Tree and is the author of Welcome to Waycool School (2010) and Waycool School Takes the Bus (2011) children’s book series. In addition to writing, Michael has over twenty years professional experience working for Fortune 500 companies in sales, leadership and organizational development across the payroll/human resources, pharmaceutical, and med-tech industries. Michael finds his flow state today from helping organizations transform their culture with a focus on the growth and development of human beings. Katie P. Desiderio counts her blessings starting with the people in her life, which guides her approach to work where her focus is on every organization's most important asset – you! Her personality and behavioral attributes emphasize collaboration and all things that keep human beings in focus, which fuels her intrapreneurial spirit. As the mama of two extraordinary girls, she is committed to the development of rising leaders, namely in the spirit of leading from any seat. Along with her work as a tenured faculty member at Moravian University, Desiderio is Principal Partner in Learning of Proximal Development, LLC, an authorized DiSC partner, specializing in leadership development and the advancement of performance through learning. Upon completion of her doctorate in Organizational Learning and Leadership, Katie has been co-authoring scholar-practitioner journal articles, conference proceedings, and now this book with her learning partner and friend. Join them on this journey to inspire how you will pollinate the world! Links: Book 📕: The Beekeeper: Pollinating Your Organization for Transformative Growth https://a.co/d/56CgEGY Website: www.leadershipfables.com Linktree: https://linktr.ee/leadershipfables?utm_source=linktree_profile_share&ltsid=c2252cd7-73fe-4a74-adcc-605cc26f77a5 Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love welcomes Bob Silvy, a consultant and trainer specializing in professional services organizations, to discuss Getting Results from Training. Bob emphasizes the importance of designing training programs that focus on measurable results, long-term commitment, and consistent coaching to ensure effectiveness. He shares insights on engaging leadership, tailoring training to organizational goals, and tracking key performance indicators to evaluate success. Key topics include the importance of leadership buy-in, avoiding "one-and-done" training sessions, and combining training with personalized coaching for maximum impact. Bob also provides actionable strategies for selecting the right trainers, aligning training initiatives with growth objectives, and fostering a culture of continuous improvement. This episode is a must-listen for leaders looking to enhance team performance and achieve sustainable growth. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Bio: As a Senior Vice President at American City Business Journals, I worked exclusively with B2B clients across the nation for more than 30 years, having sold directly to decision-makers and managed sales teams. I’ve been recognized for creating and teaching results-oriented sales training programs for teams and individuals. I help professionals understand how to change sales behavior to produce greater success. I understand the importance of sales and marketing efforts that are coordinated and focused on measurable results. I get tremendous satisfaction from creating a high-performance sales environment that consistently exceeds revenue expectations. Throughout my 15+ years as an active member and sponsor of the Association for Accounting Marketing and Legal Marketing Association, I’ve gained insights from senior marketing, business development and growth leaders. As Managing Director at Level Four Consulting, based in Kansas City, MO, and serving clients nationwide, I provide sales coaching and training designed to increase business development results for growth-focused accounting and law firms.   Links: https://www.level4consulting.com/ https://www.linkedin.com/in/bobsilvy/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love sits down with Stephanie Grober, Marketing and Public Relations Director at Horowitz Agency, to discuss the power of content marketing and thought leadership. Stephanie shares actionable insights on how professionals can build their visibility, establish themselves as industry experts, and generate measurable growth. Whether it's writing articles, securing speaking engagements, or leveraging awards and media opportunities, Stephanie provides a practical playbook for becoming a trusted voice in your field. Key topics include identifying areas of expertise, developing consistent content strategies, and repurposing content across platforms for maximum impact. Stephanie also highlights the importance of staying top-of-mind with clients and prospects through regular, high-value content. This episode is a must-listen for attorneys and professionals seeking to build credibility and grow their client base through strategic thought leadership. ---------------------------------------- Bio: Stephanie Grober is the Marketing & Public Relations Director at Horowitz Agency, an integrated marketing and public relations agency with offices in Los Angeles, New York City, and Vancouver (B.C.). Her team works with law firm clients ranging from BigLaw to boutiques, designing and executing content and communications strategies that generate bottom-line growth in measurable ways. Leveraging deep relationships with the press, she delivers high-quality earned media placements for clients and utilizes her extensive marketing background to amplify these results through a multi-channel approach. Stephanie joined Horowitz Agency in 2021 after serving as Marketing and Communications Manager for a Top 50 accounting firm in New York City.  Links: Website link: www.HorowitzAgency.com LinkedIn: https://www.linkedin.com/in/stephaniegrober/  Keywords: Thought leadership, content marketing, legal marketing, professional visibility, client growth, Stephanie Grober, Scott Love, The Rainmaking Podcast, PR strategies, marketing for attorneys. Learn more about your ad choices. Visit megaphone.fm/adchoices

Scott Love is the founder of The Attorney Search Group, a legal recruiting firm. His practice focuses on partner transitions and law firm mergers, with specialized expertise in recruiting for global law firms in the areas of corporate, finance, private equity, and related practices. This business experience brings credibility and legitimacy to his speaking presentations at business, association, and legal conferences on the topics of rainmaking and client development. Scott's easy going presence from the stage, his clean humor, and storytelling style make him a popular speaker at conventions, conferences, and executive retreats. Scott is the author of Why They Follow: How to Lead with Positive Influence, the co-author of Rainmaker Confidential, and has been quoted in The Wall Street Journal, Forbes, Bloomberg, The American Lawyer, Above the Law, The Huffington Post, Selling Power Magazine, Business Insider, and many more.  Scott produces the popular show "The Rainmaking Podcast" which is a top 2 percent podcast.  Scott is a graduate of the United States Naval Academy in Annapolis, Maryland, and is a former Surface Warfare Officer. Seven Strategy Questions with Scott Love 1.        What were the impediments that kept you from reaching your goals? 2.        What were your three greatest achievements? 3.        What was the single greatest missed opportunity? 4.        How can you learn from this? 5.        What trends did you observe that can help you next year? 6.        How can you create synergy and leverage in your area of expertise? 7.        Who are the people who can benefit by knowing you? Look for synergistic strategic alliances. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Learn more about your ad choices. Visit megaphone.fm/adchoices

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Kyle Smith, an expert in leadership and business growth, about how professionals can develop a winning mindset and take control of their career trajectory. Kyle explains that success in business development isn’t just about skill—it’s about mindset, discipline, and intentional action. He emphasizes that the best rainmakers cultivate a growth-oriented attitude, take ownership of their goals, and implement daily habits that lead to long-term success. Key topics include the power of self-discipline in business development, how to overcome self-doubt and limiting beliefs, and why successful professionals focus on long-term strategy rather than short-term wins. Kyle shares actionable strategies for building confidence, structuring time effectively, and using mental resilience to push through setbacks. He also discusses how leaders can inspire teams to adopt a results-driven mindset, create accountability systems, and leverage high-performance habits for sustainable business growth. This episode provides practical insights for professionals looking to improve their mindset, boost motivation, and achieve consistent success in business development. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Kyle Smith, CPA, a finance graduate from UT McCombs School of Business, is deeply committed to helping small and medium-sized businesses thrive. He began his career in Austin, gaining experience as an accountant and Controller for various bar and restaurant groups. His passion for guiding SMBs led him to earn his CPA and specialize in cost management accounting as Director of Finance at Celis Brewery. Kyle’s journey continued at Scalefactor, a software development company, where he advised clients across various industries. His ultimate aspiration was realized when he became a co-partner at Strata Cloud Accountants. Kyle specializes in working with business owners to align personal and company goals and help teach businesses the financial acumen needed to hold themselves accountable to those goals. All with the mission to help businesses and business owners be more profitable. Links: https://www.linkedin.com/in/kyle-smith-cpa-9582038a/ stratacloudaccountants.com/  kyle@stratacloudaccountants.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dena Lefkowitz, executive coach and author of Winning in Your Own Court, about how professionals can develop confidence and overcome self-doubt in business development. Dena explains that many high-achieving professionals struggle with imposter syndrome and hesitation when it comes to networking, pitching, and asking for business. She emphasizes that confidence is a skill that can be developed through mindset shifts, intentional practice, and strategic action. Key topics include how to reframe self-doubt as a sign of growth, the importance of preparing and practicing business development conversations, and how to turn fear of rejection into motivation. Dena shares practical strategies for professionals who feel uncomfortable with selling, including how to make networking feel natural, how to build confidence through small wins, and how to create a personal brand that attracts business. She also discusses the power of storytelling in business development, explaining how professionals can use their personal experiences to connect with clients and referral sources. This episode provides valuable insights for professionals looking to develop confidence, embrace business development, and take control of their career success. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Dena Lefkowitz, Esq., PCC is the founder of Achievement by Design, LLC, a leading executive coaching firm focused on helping lawyers find career direction and partnering with law firms and law departments to help attorneys become great rainmakers and leaders. Dena is the award-winning author of Winning in Your Own Court: 10 Laws for a Successful Career Without Burning Out or Selling Out (American Bar Association 2021). Prior to coaching, Dena practiced law for over 20 years and was General Counsel to the Office of Open Records in Harrisburg, PA, and to the Chester Upland School District. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: https://achievementbydesign.com/ https://www.linkedin.com/in/denalefkowitz/ Order Dena’s book, Winning In Your Own Court  https://www.amazon.com/Winning-Your-Court-Dena-Lefkowitz/dp/1639051309 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Mellor, business consultant and sales strategist, about how professionals can build authentic connections to drive long-term business success. Mike explains that building genuine relationships, rather than focusing on transactional sales, is the key to sustainable client development. He emphasizes that trust, empathy, and strategic follow-up are essential for keeping prospects engaged and converting them into long-term clients. Key topics include how to structure a business development process that prioritizes relationships over quick sales, the importance of active listening to understand client pain points, and why personalization in outreach is critical for standing out. Mike shares strategies for leveraging CRM tools to track meaningful client interactions, maintaining consistency in follow-ups without being intrusive, and using storytelling to create deeper connections. He also discusses the psychology of decision-making in business development, explaining how professionals can subtly influence buying behavior by focusing on emotional engagement rather than just logical arguments. This episode provides practical strategies for professionals looking to elevate their rainmaking efforts, strengthen client relationships, and build a business development system rooted in authenticity and trust. Visit: https://therainmakingpodcast.com/ ---------------------------------------- I'm a rare consultant who thinks like an in-house CMO, not only ideating and developing processes and systems, but also implementing them within your cultural guardrails. Whether you prefer a "to-do" list as a project deliverable or want someone to build, design, and implement the entire solution for your business, I treat your valuable money and resources as though they were my own.   ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: https://www.linkedin.com/in/michaelmellor/ https://742advisors.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stacey Hanke, author of Influence Redefined, about how professionals can develop lasting influence and credibility in their client interactions. Stacey explains that influence isn’t about a one-time impression—it’s about consistency, trust, and intentional communication. She emphasizes that many professionals believe they are more influential than they actually are, which leads to gaps between how they perceive themselves and how they are truly perceived by clients and colleagues. Key topics include the difference between influence and persuasion, why consistency in communication is critical, and how to eliminate credibility killers such as weak body language, lack of preparation, and ineffective listening. Stacey shares practical techniques for becoming a more engaging and persuasive communicator, including how to adjust tone and messaging for different audiences and how to gain immediate feedback on communication effectiveness. She also discusses the power of presence, the role of nonverbal cues in trust-building, and how professionals can improve influence by focusing on clarity, brevity, and confidence. This episode provides actionable steps for professionals looking to enhance their influence, build stronger relationships, and improve client engagement through intentional communication. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Stacey Hanke is a leading expert in communication and influence. For over 20 years, she has empowered Fortune 500 leaders and teams to elevate their communication skills to build the trust and credibility needed to influence action. In addition to being a Hall of Fame speaker, executive coach, and business leader, Stacey is the author of three books. Her latest book, Influence Elevated, provides leaders with skills to manage employees and increase accountability in a hybrid work environment. Stacey is here to share insights on improving our ability to influence and inspire, Monday to Monday®. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: Website: www.staceyhanke.com Ordering Link: https://amzn.to/4drMy0A Social Media Links and Handles: LinkedIn: staceyhanke Facebook: @staceyhankeinc Instagram: @staceyhankeinc YouTube: StaceyHanke X: @staceyhankeinc Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Joff Sharpe, entrepreneur, investor, and author, about how professionals can develop a resilient mindset and strategic thinking to thrive in business development. Joff, who has experience in military leadership, corporate boardrooms, and entrepreneurial ventures, explains that success in rainmaking is about adaptability, calculated risk-taking, and long-term thinking. He emphasizes that professionals who embrace mental toughness and strategic decision-making can navigate challenges more effectively and create lasting business relationships. Key topics include how to develop a resilient mindset, the importance of embracing failure as part of growth, and how strategic risk-taking can accelerate business success. Joff shares insights from his diverse career, explaining how lessons from military discipline and corporate leadership apply to business development. He discusses how professionals can strengthen their negotiation skills, build influence, and make bold career moves with confidence. Additionally, he provides practical strategies for handling rejection, managing setbacks, and staying focused on long-term goals despite short-term obstacles. This episode offers a powerful framework for professionals looking to cultivate resilience, think strategically, and excel in rainmaking. Visit: https://therainmakingpodcast.com/ ---------------------------------------- This book, by an ex-SAS soldier, explains how the qualities nurtured in the Special Forces can be effectively deployed in business. Who Dares Wins in Business is much more than a military analogy in the tradition of leadership secrets of Genghis Khan, Sun Tzu and the rest. This is a book by a person who served as a captain in the regular SAS before pursuing a business career that has spanned multiple sectors and markets over two decades. Using concrete research and a refreshing absence of theory and hyperbole, Joff Sharpe's approach is illustrated with stories and case studies from the SAS and a wide range of businesses. Amusing, informative, and occasionally shocking, this is a book for executives or leaders willing to take a more courageous approach, and for anyone interested in applying tried-and-tested military approaches to secure success in their own life. Praise for Who Dares Wins in Business : 'In an era when the hard-won lessons of military operations are seldom transferred first-hand to the commercial battle-ground, Sharpe offers a unique and grounded military "phronesis" examining the virtues of courage and resilience. A must read' - Dr Bryan Watters OBE, Professor of Leadership, Cranfield University 'A good read. Sharpe has certainly done his homework, and generated lots of interesting, relevant facts and stories from both military and corresponding business situations' - Ben Legg, CEO, AdKnowledge Joff Sharpe is a former member of the SAS who has also run an internet company for Rupert Murdoch, been Piers Morgan's HR director, run operations for a billion-pound investment trust and lived among the Iban people of Borneo. He has also helped many international companies to improve their performance. Joff Sharpe lives in London. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ www.theplacementclub.com Links: https://www.andrewlownie.co.uk/authors/joff-sharpe https://www.linkedin.com/in/joffsharpe/ Order Who Dares Wins in Business here: https://www.amazon.com/Who-Dares-Wins-Business-principles/dp/1839014474/  www.ulin.group Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Melody Herschorn, book coach and author of Make a Big Impact with Your Book, about how professionals can establish authority, credibility, and trust by writing a book. Melody explains that a well-crafted book serves as a powerful tool for personal branding and business development, providing potential clients with tangible proof of expertise. She emphasizes that while many professionals consider writing a book, most never take action due to uncertainty about where to start. By following a structured approach, professionals can create a book that enhances their credibility and attracts new business opportunities. Key topics include how to choose the right book topic, structuring content around common client questions, and using storytelling, client transformations, and data to make a book engaging and persuasive. Melody shares the three key publishing paths—traditional, hybrid, and independent—and explains why independent publishing often provides the greatest creative control and financial benefit. She also outlines effective book marketing strategies, including leveraging LinkedIn, podcast guest appearances, and speaking engagements to maintain visibility long after the book launch. Additionally, Melody highlights common pitfalls in book writing, such as failing to plan for long-term marketing, neglecting professional editing, and burnout from an overly intense launch strategy. This episode provides a step-by-step roadmap for professionals looking to use book authorship as a business development tool. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Known for helping attorneys become bestselling authors and get positioned as experts in their practice area, Melanie Herschorn wants to help you step into your spotlight as an authority. As a publisher and book marketing strategist, she’s on a mission to empower new authors to make an impact and grow their income with their signature book. With her comprehensive background of over 20 years as a celebrity publicist, award-winning journalist in radio, print, and TV, as well as a clothing designer and entrepreneur, Melanie is uniquely positioned to support authors to step into thought leadership and make a big impact with their book. She earned a master's degree in journalism from the University of Southern California where she graduated first in her class. Melanie grew up in Canada has lived on both US coasts and now resides in Arizona with her husband, daughter and son, her dog Marty and her cat Phoebe. Her award-winning book, Make a Big Impact with Your Book, is available now. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: Website: https://yourbigimpactbook.com/  LinkedIn: https://www.linkedin.com/in/melanie-herschorn/ Facebook: https://www.facebook.com/melherschorn https://www.facebook.com/bigimpactbooks  Instagram: https://www.instagram.com/bigimpactbooks Book: https://a.co/d/hdlMdSv  Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jen Gilman, legal recruiter and advocate for lawyer well-being, about the six pillars to becoming a happy rainmaker. Jen shares insights from her extensive experience working with attorneys and law firms, emphasizing that success in rainmaking doesn’t always equate to happiness. She explains that many high-achieving lawyers feel trapped in their careers, despite their financial success, because they lack control over their time, well-being, and long-term vision. By focusing on intentional planning, self-care, and business development, lawyers can create a fulfilling and sustainable career. Key topics include the six pillars to becoming a happy rainmaker: 1) Care for yourself, treating oneself like an elite athlete to maintain mental and physical health; 2) Build business, emphasizing the importance of client relationships for autonomy; 3) Plan intentionally, structuring time for both business development and personal well-being; 4) Set boundaries, ensuring work-life balance to prevent burnout; 5) Learn continuously, fostering a growth mindset; and 6) Build a legacy, creating a long-term impact beyond billable hours. Jen also shares practical strategies for planning ahead, developing a business plan to ensure professional growth, and delegating tasks to free up time for more meaningful activities. This episode provides a structured approach for lawyers and professionals looking to enhance their careers, reduce stress, and achieve greater fulfillment in their work. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Jennifer Gillman is President of Gillman Strategic Group, a legal recruiting company focused solely on law firm partner placement. Her goal is to help dissatisfied law firm partners and solo practitioners find the perfect fit at another firm, which can make a dramatic difference in their career and personal satisfaction. Her superpower is being able to tell in 15 minutes whether a law firm partner would be happier changing firms or if their current firm is the best fit. A recovering lawyer herself, Jen knows how busy law firm partners are, and how Jen received her J.D. from New York University School of Law and her undergraduate degree from Brandeis University, magna cum laude. After practicing law for 12 years, she realized that legal recruiting combined her two passions of law and matchmaking. She worked with a full-service New Jersey legal recruiting firm for 10 years, before following her dream and launching Gillman Strategic Group in 2018. Outside of work she enjoys spending time with her lawyer husband and two children. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: https://happyrainmakers.com/ https://gillmanstrategicgroup.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Fretzin, business development coach and author, about how lawyers and professionals can overcome common pitfalls that prevent them from building a strong book of business. Steve explains that business development is often treated as a secondary responsibility, leading many professionals to neglect the habits and strategies necessary for long-term growth. He emphasizes that successful rainmakers don’t just "fit in" business development—they structure their schedules and priorities to make it a non-negotiable part of their routine. Key topics include the biggest challenges professionals face in business development, such as poor time management, lack of accountability, and resistance to delegating non-essential tasks. Steve shares practical strategies for tracking time, identifying low-value activities that should be eliminated or outsourced, and structuring a written business development plan with clear goals and action steps. He also discusses how professionals can shift from reactive to proactive business development, using networking, referrals, and thought leadership to create consistent opportunities. Additionally, Steve highlights the importance of having a coach or mentor to hold professionals accountable and refine their strategies. This episode provides actionable steps for professionals looking to take control of their business development efforts and create a predictable, sustainable stream of new clients. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Acting as a kind of “business development therapist,” Steve Fretzin coaches and trains lawyers the most modern-day business development skills, providing precise tips, fresh ideas and actionable tasks that drive tangible results. The host of the BE THAT LAWYER podcast, Steve has been featured in the Chicago Tribune, Crain’s and Entrepreneur.com and has appeared on NBC News and WGN Radio. He has written three books on legal business development, is a regular contributor to the Chicago Daily Law Bulletin and has published articles in Attorney at Law magazine, the National Law Review, the American Bar Association and the Illinois State Bar Association. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: https://www.fretzin.com/ https://www.linkedin.com/in/stevefretzin/ https://www.fretzin.com/lawyer-coaching-and-training/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Clinton Gary, founder of Credo Consulting, about how professional services firms can accelerate collaborative growth to maximize firm-wide success. Clinton explains that most law firms and consulting firms struggle to leverage their collective capabilities effectively, often operating in silos rather than as cohesive teams. He emphasizes that true collaboration isn’t accidental—it must be intentionally orchestrated by firm leadership through strategy, culture, and structure. By fostering an environment where professionals actively seek out and leverage firm-wide resources, organizations can create multiplicative value for clients, professionals, and the firm itself. Key topics include the difference between collegiality and collaboration, why a firm’s culture must prioritize proactive teamwork over passive cooperation, and how leaders can structure incentives, processes, and technology to encourage collaboration. Clinton shares strategies for breaking down silos, improving internal knowledge-sharing, and creating a structured business development system that engages professionals at every level. He also discusses the role of leadership in orchestrating collaboration, how to implement practice group effectiveness initiatives, and why law firms that embrace collaboration are more successful in retaining talent and growing client relationships. This episode provides a practical roadmap for firm leaders looking to unlock the full potential of their teams through a structured, strategic approach to collaboration. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Clinton Gary, Founder of CREDO Consulting, guides law firms and coaches' lawyers to achieve Collaborative Growth by growing strategically and collaborating effectively. With over 25 years of experience in strategy and business development at leading Am Law firms and global organizations, he is a recognized industry leader. Clinton’s expertise and award-winning approach drive sustainable success. Visit www.credocg.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: https://www.linkedin.com/in/clintongary/ https://credocg.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lynn Tellefsen Stehle, a law firm marketing and business development expert, about how to improve lawyer engagement in business development. Lynn shares insights from her extensive experience in legal marketing, emphasizing that successful business development requires a shift in mindset, structured systems, and leveraging individual strengths. She explains that many attorneys struggle with business development because it’s not a skill taught in law school, and some feel uncomfortable with the idea of self-promotion. However, by focusing on relationship-building and providing value, lawyers can engage in business development in an authentic and effective way. Key topics include how law firms can structure their teams for business development success, the importance of assigning roles based on individual strengths, and how firms can support lawyers through training, coaching, and technology. Lynn discusses how law firm leaders can create a culture of collaboration, ensuring that attorneys feel supported rather than pressured in their business development efforts. She also explores how firms can use modern CRM and data-driven marketing strategies to track and enhance business development outcomes. Additionally, she shares insights on how firms can use business development as a recruiting tool to attract lateral partners, emphasizing that rainmakers are drawn to firms with strong business development infrastructure. This episode provides practical strategies for law firms looking to increase engagement, improve business development results, and create a sustainable growth strategy. Visit: https://therainmakingpodcast.com/ ---------------------------------------- “My journey began in legal technology, where I spent 15 years developing and marketing IP software systems and services. Later, as the head of marketing and business development for three AmLaw 100 firms, I helped lead growth initiatives that resulted in profitable expansion, leveraging technology to enhance productivity, and strengthening of key client relationships. “Throughout my career, I've excelled at developing highly responsive and effective marketing and business development operations and initiatives,  coaching lawyers in business development, tailoring strategies to their individual strengths and firm cultures. I've consistently implemented successful initiatives that have profitably expanded and strengthened the business. My "superpower" is the ability to effectively coach and engage lawyers by meeting them where they are at to help them chart their unique pathway to growth. “Today, as the head of Client Collaboration at Nexl, I help law firms find better ways to grow. By leveraging Nexl’s platform, I help our clients to adapt modern tech to expand lawyer engagement, participation in business development, and marketing activities that lead to stronger client relationships and profitable new business. “I'm passionate about bridging the gap between legal services and technology, helping firms overcome change management challenges and embrace modern tech for growth. If you're interested in discussing legal marketing trends, innovative business development strategies, interested in how modern technology can transform law firm operations, let's connect!” ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: https://www.linkedin.com/in/lynntell/ lynn.tellefsen@nexl.cloud https://go.nexl.cloud/rainmakerconfidential Learn more about your ad choices. Visit megaphone.fm/adchoices