Rainmaking for Fun and Profit

A Program in The Legal Athlete Continuing Education Series

Presented by

Reputation

ByAppointment

Relationship

Event

Sources of Business Development

Interests

________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

What do you do?

Passions

ENTHUSIASM

Requirements of Successful

Rainmaking

1. DISCIPLINED approach.

2. Use of appropriate LISTENING SKILLS.

3. Follow a consistent PROCESS.

4. Effective INTERPERSONAL skills.

5. Focused work EFFORT.

The Value Stream

FROM THE CLIENT PERSPECTIVE

GET > GIVE Functional

Emotional

The Emotional Connection

The POSITIVE Surprise

Feeling VALUED

Feeling APPRECIATED

The Power of PASSION

One who is seriously committed to a pursuit!

Talks about it often! Relates the pursuit to future possibilities. The pursuit will make things meaningfully better! Continually draws connection between the pursuit and external circumstances!

PASSION is the difference!

The Relationship ContinuumProspect/Client Application Outcome

Attitude

Preoccupation Attention/Awareness Engaged

Attention Appreciative Inquiry Understanding

Understood Potential Solutions Competence

Confidence Value Alignment Agreement

Trust Partners in Progress Raving Fan

“ It is most important to consider the relationship of self-respect and high productivity.”

_________________

__________________

_________________

High Productivity

Focus Control

Improved Self-Esteem

Action

Attitude

Achievement

We Do What We Choose to Do

Balance is the APPROPRIATE allocation of time, talent, affection, attention, and devotion.

What are we attempting to balance?________________________________________________________________________________________________________________________

What is the role of discipline in achieving balance?________________________________________________________________________________________________________________________

The Concept of Control

How do you feel when you are “in control”?___________ ______________________ ______________________ ___________

How do you feel when you are “out of control”?___________ ______________________ ______________________ ___________

Control vs. Balance ????

The Control Continuum

None Total

Balance, harmony, inner piece, and happiness in life are achieved thru control and understanding of events along with the discipline to respond appropriately.

Copyright 2006 The Moser Group, Inc.

No part of this book may be reproduced without the advanced

written authorization of The Moser Group, Inc., 300 Cahaba Park Circle, Suite 118,

Birmingham, AL 35242, 205-980-6131.