Rainmakers: Born or Bred, second edition, is about changing the business development conversation and focusing on how remote working has impacted the way business opportunities can be cultivated and developed. The book explores the personal characteristics that are common in successful rainmakers – and what holds others back from achieving their true potential. The book advocates stripping away the negative associations many lawyers have with the “S” word – selling – as this is a crucial step in redefining our approach to business development. It explores the benefits to stepping out of the safety net of simply being a great lawyer – which is vital in today’s competitive market. Successful rainmakers know how to truly engage with clients, how to understand their business needs and challenges, and how to make their lives easier. This combination of skills attracts and builds sustainable, rewarding client relationships.

This second edition of Rainmakers: Born or Bred – authored by Patricia K. Gillette with contributions from Rebecca Harding – helps you to identify those seemingly intangible aspects of selling that many lawyers think are unnecessary, and provides you with practical ideas to implement as you set out on your journey to improve your business development skills. Fully updated with an in-depth focus on digital and social media, this book is packed with opinions and advice from actual clients and rainmakers alike. It will help you make the most of the business development opportunities that present themselves every day – while staying true to your own personality.

What skills are required to be a rainmaker? The authors explain you should be good at listening and should engage with a prospective client and show a genuine interest in their world. You could even offer to spend time in a prospective client's working environment, "on my dime" as it is put, meaning free of charge... This book is mainly written for big commercial firms but there is plenty in it for every lawyer.
David Pickup
Law Society Gazette

PATRICIA K. GILLETTE
https://www.linkedin.com/in/patriciagillette/

Patricia K. Gillette is one of the leading experts and most sought-after speakers on gender diversity and equality. Rated as a top employment litigator and trial lawyer by Chambers and other organizations for 40 years and as a leader and rainmaker in her firms, Patricia’s legal career focused on solving the most critical business issues of Fortune 500 clients. At the end of 2015, she resigned from her firm to pursue her passion for empowering women through keynote speaking and writing. She was also invited to join the Judicial Arbitration and Mediation Services organization in San Francisco and has become one of the most popular mediators for employment cases.
Patricia is a frequent speaker in the United States and abroad at conferences, retreats, and professional association meetings. The bestselling first edition of Rainmakers: Born or Bred was widely acclaimed for the practical tactics and strategies she identifies that can be easily implemented to enhance business development skills and books of business. Patricia has been widely recognized for her work to advance women in the profession. Most recently, she was chosen as the 2018 recipient of the ABA Margaret Brent Award, the highest honor given to women lawyers for professional achievements and advancing the interests of women lawyers. She has also received the ABA Golden Hammer Award, the California Women Lawyers Association’s Fay Stender Award, the Transformational Leadership Award as one of the Top Women Rainmakers, and the Barristers Association of San Francisco Award of Merit.
Patricia is the co-founder of the Opt-In Project, a nationwide initiative focused on changing the structure of law firms to increase the retention and advancement of women. Her team at the 2016 Diversity Lab Hackathon created the Mansfield Rule, requiring that 30 percent of all candidates for leadership positions be women or minorities. The Mansfield Rule has been adopted by over 60 firms nationwide and is increasing the visibility and pipeline of women and minorities for leadership positions in firms and organizations.
Patricia has been a commissioner on the ABA Commission on Women in the Profession, a member of ABA’s Gender Equity Task Force, co-chair of the BASF No Glass Ceiling Initiative, and she has served on several non-profit boards dedicated to protecting and promoting women and girls, including Equal Rights Advocates, Girls Leadership, Legal Momentum, and DirectWomen.

REBECCA HARDING
https://www.linkedin.com/in/rebecca-harding-mcim-mcipr-fswwj-saltwhistle-22b508b/

Rebecca Harding is a communications, marketing, and business development specialist. She is the worldwide chairman of the Society of Women Writers and Journalists, and was recently awarded Highly Commended Finalist in the UK Institute of Directors’ Non-executive Director of the Year award. She is a professional member of the Chartered Institute of Public Relations and is a retired vice chairman of the Chartered Institute of Marketing. Rebecca founded Saltwhistle Communications in 2000 and has developed a portfolio of clients within the professional services industry. Clients range from multinational firms such as accountants Deloitte, PwC, and EY to law firms such as Stephenson Harwood, Norton Rose Fulbright, and Weightmans, as well as international businesses such as WPP’s Mediacom, J Walter Thompson (now Wunderman Thompson), and Mindshare. Each client benefits from a range of services, including partner and board advisory services, digital and classic communications and marketing solutions, pitching and business development, and courses for professionals. Much of Rebecca’s current work is international and she works with firms to increase their international effectiveness, as well as helping to draw together their international tenders/pitches. Prior to establishing Saltwhistle Communications, Rebecca was responsible for communications at Andersens. She also worked in marketing within the energy industry, with corporations such as BNFL, BP, ESSO, and Shell.