The Rainmaking Podcast

Scott Love
  • 4.7 (47)
  • MARKETING
  • CADA SEMANA

The Rainmaking Podcast will help you to get more business, better business, and all the business from your clients. This podcast is for professional services firms, law firms, and professional sales people. Discover the secrets of the world's leading experts in client development, business development, sales, closing, prospecting, networking, negotiation, influence, motivation, and achievement. www.therainmakingpodcast.com

  1. TRP 275: Growing Key Clients: The Low-Hanging Fruit of BD with Kevin Wheeler

    HACE 7 H

    TRP 275: Growing Key Clients: The Low-Hanging Fruit of BD with Kevin Wheeler

    In this episode of The Rainmaking Podcast, Scott Love welcomes back Kevin Wheeler, a seasoned business development consultant with over 30 years of experience advising law and professional services firms on strategy, marketing, and client growth. Together, they explore “Growing Key Clients: The Low-Hanging Fruit of Business Development.” Kevin explains that most firms overlook their most lucrative opportunities—their existing clients. Rather than constantly chasing new business, firms can achieve greater profitability by deepening relationships with key accounts and institutionalizing client management. Kevin outlines the major barriers preventing firms from capitalizing on these opportunities, including compensation structures that reward origination over collaboration and a lack of leadership support for client-focused strategies. He provides a roadmap for building a strong key client program: secure buy-in from firm leadership, appoint dedicated client relationship partners, conduct regular client listening interviews, and link compensation to client growth goals. By developing structured account plans, engaging clients directly for feedback, and mapping relationships strategically, firms can uncover untapped opportunities, strengthen retention, and create long-term growth. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/unWLu82HdqY ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit www.therainmakingmagazine.com to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Kevin Wheeler has been advising professional services firms on all aspects of strategy, marketing, business development and client relationship management/key account management for more than thirty years. Before setting up Wheeler Associates in 1997, he had been Marketing Director with Nabarro Nathanson, the commercial law firm, and Cinven, the private equity house. He also held various senior in-house strategy and marketing positions with Coopers & Lybrand, now PricewaterhouseCoopers. As a consultant and coach, Kevin has provided services to more than one hundred firms drawn from the legal, accountancy, actuarial, real estate consultancy, tax, corporate finance, management consulting and insolvency practitioner sectors. Wheeler Associates is also a leading provider of strategic and client insight solutions and thought leadership delivered through bespoke market research studies. As well as his consultancy and coaching activities, Kevin writes, blogs and lectures frequently on strategy, marketing, business development and CRM/KAM issues facing professional services organizations. Links: https://www.linkedin.com/in/kevinjwheeler/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    27 min
  2. TRP 274: The Perfectionist Paradox with Jordana Confino

    9 OCT

    TRP 274: The Perfectionist Paradox with Jordana Confino

    In this episode of The Rainmaking Podcast, Scott Love welcomes Jordana Confino, founder of JC Coaching and Consulting and author of the blog Chronicles of a Recovering Type A+ Perfectionist, to explore “The Perfectionist Paradox.” Jordana explains that perfectionism is not about high standards—it’s a fear- and shame-based mindset driven by self-doubt and the need to prove worth. She reveals how this approach undermines both mental health and performance, blocking creativity, risk-taking, and authentic business development. Drawing on neuroscience and positive psychology, she describes how to replace the inner critic’s harsh voice with self-compassion, rewiring the brain through neuroplasticity to enhance confidence and performance. Jordana shares practical strategies to help high-achieving professionals and lawyers break free from destructive perfectionism. These include “drawing your critic” to externalize self-judgment, practicing compassionate self-talk, and identifying core values to shift from fear-based motivation to values-driven achievement. By replacing self-criticism with self-compassion and clarity, professionals can perform at a higher level, strengthen resilience, and enjoy greater fulfillment in their careers and lives. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/Td8DVO6nlZM ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.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/ ---------------------------------------- Jordana is a certified professional coach, speaker, and advisor, valued for her expertise in positive psychology and well-being, and her unparalleled ability to connect with and inspire everyone she meets. Seven years after graduating from Yale Law School, Jordana founded JC Coaching & Consulting to empower lawyers and other high-achieving professionals to transform their lives and work for the better. Having spent the bulk of her career working as a lawyer and in legal education at elite institutions, Jordana knows that many high-achieving, successful people hold limiting beliefs that prevent them from truly flourishing. For many years, she was one of them. Jordana transformed her life leveraging the science of positive psychology and human motivation theory, and she is passionate about helping others do the same. Jordana is an Adjunct Professor at Fordham Law School, where she previously served as the inaugural Assistant Dean of Professionalism. Jordana teaches a course on Positive Lawyering, which educates students on how they can harness the insights and science-backed strategies of positive psychology to reach their highest potential and build meaningful, satisfying careers in law. She also teaches Peer Mentoring & Leadership, a one-of-a-kind course designed to equip mentors with the tools and training they need to optimally support their mentees and emerge as leaders in the profession. Jordana was voted Fordham Law Adjunct Professor of the Year in 2021. Website: https://www.jordanaconfino.com/ Blog: https://www.jordanaconfino.com/subscribe LinkedIn: https://www.linkedin.com/in/jordanaconfino/ Values Discovery Guide: https://www.jordanaconfino.com/values Self-Compassion Guide: https://www.jordanaconfino.com/self-compassion-guide  Learn more about your ad choices. Visit megaphone.fm/adchoices

    30 min
  3. TRP 273: [Legal] Launching as a Lateral – Business development techniques to help laterals thrive in their new firms with David Freeman

    7 OCT

    TRP 273: [Legal] Launching as a Lateral – Business development techniques to help laterals thrive in their new firms with David Freeman

    In this episode of The Rainmaking Podcast, Scott Love welcomes David Freeman, award-winning consultant, best-selling author, and founder of Lawyer Book Builder, to discuss how laterals can thrive when joining a new firm. Drawing from over 30 years of coaching thousands of lawyers, David shares actionable strategies to help partners integrate quickly, build internal allies, and accelerate business development. He likens lateral transitions to being “the new kid in school” — success depends on taking ownership of relationship-building rather than waiting for the firm to do it. David explains how laterals can identify internal allies across practice groups, collaborate with marketing and BD professionals, and proactively offer value to colleagues through what he calls “gifts.” He introduces practical tools like the Memory Matrix—a simple spreadsheet to track and maintain relationships—and emphasizes consistency, visibility, and giving before asking. The conversation closes with three key takeaways: create a detailed integration and BD plan, track and nurture high-value relationships monthly, and build an accountability system to ensure consistent follow-through. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/bToVlYNrosk ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.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/ ---------------------------------------- David H. Freeman, J.D. is a former practicing lawyer from New York, an award-winning consultant, and a two-time best-selling author. He’s a member of the National Law Journal Hall of Fame for being voted the #1 business development consultant and coach in the United States for several consecutive years. For over 30 years, David has trained and coached well over 10,000 lawyers in over 235 law firms world-wide, he’s worked with nearly half of the Am Law 200, he’s the author and co-author of 16 books on law firm business development and leadership, and he’s the creator of Lawyer BookBuilder, an step-by-step, turnkey training and accountability program that shows lawyers how to become exceptional rainmakers. Links: https://lawyerbookbuilder.com/ https://davidfreemanconsulting.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    29 min
  4. TRP 272: A Systematic Approach to Negotiation with Jim Camp, Jr.

    2 OCT

    TRP 272: A Systematic Approach to Negotiation with Jim Camp, Jr.

    In this episode of The Rainmaking Podcast, Scott Love interviews Jim Camp Jr., retired Air Force Major General, author of Lead From No, and principal at the Camp Negotiation Institute. Jim shares his systematic approach to negotiation, which combines mindset, structure, and behavior to help professionals achieve stronger outcomes without unnecessary compromise. He explains why most people mistakenly equate negotiation with giving something up, and instead reframes it as “the effort to bring about an agreement with all parties having the right to say no.” Jim outlines practical tools like the negotiation checklist and journal, emphasizing preparation, emotional control, and asking the right questions to uncover an opponent’s true concerns, vision, and decision-making process. He highlights how avoiding pressure and welcoming “no” builds trust, lowers tension, and leads to more durable agreements. With stories from both business and military contexts, Jim demonstrates how negotiation skills are essential across professional services, leadership, and even everyday life. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/rVMKH3ZBKCc ---------------------------------------- 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/ ---------------------------------------- Jim, recently retired as a Major General in the United States Air Force (Jim Camp Jr.’s bio), rejoined the Camp Negotiations team after serving many years as the Commander of the Ohio Air National Guard, and National Guard Assistant to the Commander of the US Transportation Command.  Prior to dedicating his full-time efforts to military service, Jim helped build Camp Negotiations from 2000-2007 as a coach and contributor to “No, The Only System of Negotiation You Need For Work and Home.”   Serving at the National strategic level, Jim was personally responsible for negotiating the largest pay increase in history for thousands of Air National Guard Instructor Pilots.  Jim credits his military success to the Camp System of Negotiation. “If you lead people, you negotiate every day.”   Despite Jim's long military career, he’s remained an owner of Camp Negotiations and is now fully re-engaged as a coach.  His diverse leadership background, education, and military experiences bring a welcomed perspective to the Camp Negotiations Team.  In fact, Jim Camp Jr. recently published his new book, Lead from No: A Systematic Approach to Leadership Negotiation. His new work is highly acclaimed and considered to be a long-awaited sequel to his father’s book, Start with No.  His combination of business and leadership coaching stories makes a strong case that the Camp Negotiation system is highly effective and time-tested. Links: https://www.linkedin.com/in/jim-camp-jr-2a8ab79/ www.campnegotiations.com https://campnegotiations.com/lead-rom-no-book-jim-camp-jr https://campnegotiations.com/coaches Learn more about your ad choices. Visit megaphone.fm/adchoices

    36 min
  5. TRP 271: [Legal] Rainmakers without Umbrellas with Randy Peck and Jordan Peck

    30 SEP

    TRP 271: [Legal] Rainmakers without Umbrellas with Randy Peck and Jordan Peck

    In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Randy Peck (CEO) and Jordan Peck (VP of Business Development) of Peck Financial about the crucial but often overlooked issue of partner benefits during law firm transitions. Under the theme “Rainmakers Without Umbrellas”, they discuss how many high-earning partners neglect their own financial protection, leaving themselves and their families exposed when changing firms or going through mergers. From life insurance to disability and long-term care coverage, the Pecks explain how benefits often don’t keep pace with rising compensation—and why partners must treat themselves like their own clients by proactively evaluating their protection. They also highlight specific risks such as assuming new firms will provide sufficient coverage, overlooking portability of benefits, and ignoring international complications. With stories from decades of advising AmLaw 100 and 200 firms, Randy and Jordan stress that the biggest pitfall is simply looking past these issues during transitions. Their three key action steps: regularly audit your coverage, inventory benefits before moving, and compare them with offerings at your new firm. By taking these steps, partners can avoid being “rainmakers without umbrellas” and ensure long-term financial security. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kluHcPD4bqs ---------------------------------------- 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/ ---------------------------------------- Peck Financial is an established industry leader specializing in executive benefit solutions. For more than 30 years our core business has focused on developing and administering employer-sponsored executive disability, life, and long-term care insurance plans. While these plans have become more common in recent years, our clients consistently remark on our responsiveness and unmatched customer service. Links: www.peckfinancial.com https://www.linkedin.com/in/jordan-peck-992786156/ https://www.linkedin.com/in/randallpeck/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    24 min
  6. TRP 270: The Shifting Landscape of LinkedIn with Kait LeDonne

    25 SEP

    TRP 270: The Shifting Landscape of LinkedIn with Kait LeDonne

    In this episode of The Rainmaking Podcast, Scott Love speaks with social media strategist and LinkedIn expert Kait LeDonne about the shifting landscape of LinkedIn. Kait traces how the platform has evolved—from being a digital résumé hub to today’s creator-driven space optimized for knowledge and advice. She explains why vulnerability posts surged during the pandemic, how LinkedIn adjusted its algorithm to emphasize value-driven content, and what professionals should focus on now: consistency, storytelling, and educational insights. Kait also provides practical guidance for professional services providers who want to turn LinkedIn visibility into real business opportunities. She highlights the power of newsletters, personal branding, and using story as a bridge to credibility and trust. With actionable strategies—posting at least twice a week, engaging meaningfully with comments, and adding strategic connections daily—Kait shows how professionals can build influence, grow their networks, and convert visibility into revenue. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/o_pgpKiGDu8 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Kait LeDonne is a personal branding expert who specializes in transforming professionals into industry leaders, forging powerful employee personal brands, and demystifying the essentials of impactful personal branding. Links: https://www.linkedin.com/in/kaitledonne-personalbrandingexpert/ https://www.kaitledonne.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    27 min
  7. TRP 269: Blind Spots of Rainmakers with Gavin Sharpe

    18 SEP

    TRP 269: Blind Spots of Rainmakers with Gavin Sharpe

    In this episode of The Rainmaking Podcast, Scott Love interviews Gavin Sharpe, former lawyer, global legal search firm CEO, and now performance and leadership coach, to discuss the blind spots of rainmakers. Gavin explains that blind spots are unconscious behaviors others see but we often miss—like interrupting, failing to delegate, or hiding vulnerability. Left unchecked, these blind spots create limiting assumptions such as “I’m not a natural rainmaker” or “asking for help is weakness,” which can undermine success and stall growth. Gavin shares how lawyers’ personalities and the pressures of perfectionism often reinforce these blind spots, creating a cycle of stress and missed opportunities. He offers strategies for uncovering and challenging limiting beliefs, from seeking peer and client feedback to reframing outdated stories we tell ourselves. By identifying, examining, and dismantling these beliefs, professionals can unlock untapped potential, build stronger teams, and become more effective rainmakers. Gavin closes with actionable steps to help listeners start recognizing and addressing their own blind spots. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8rGE3jRwZTM --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- About Gavin Sharpe: “I blend coaching, business, and psychology, to facilitate ambitious leaders achieve their full potential. With a strong focus on the legal sector, I empower lawyers to cut through the noise, lead with purpose, and become great rainmakers.” Links: Webinar: https://www.rivierawellbeing.com/events/the-rainmaker-playbook-attracting-and-activating-top-performers/ Ditch The Pitch: Rethinking Sales in Law Managing Law Firm Talent in 2025: My Top Three Tips Lawyers Are the Biggest Imposters of Them All. I Should Know: I Am One of Them. Partners Are From Mars, Associates Are From Venus: The Real War for Talent Rainmakers Are Not The Answer To Law Firm Transformational Growth. Here Is Why What the Monaco Grand Prix Teaches Us About Performance Are You A Workaholic? Gavin Sharpe on Riviera Radio, Sept 2024 "Gavin Sharpe: Becoming a Rainmaker Starts with Mindset" Podcast www.rivierawellbeing.com Learn more about your ad choices. Visit megaphone.fm/adchoices

    29 min
  8. TRP 268: [Legal] Why Compensation Matters with Camille Stell

    16 SEP

    TRP 268: [Legal] Why Compensation Matters with Camille Stell

    In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Camille Stell, co-author of Respect: Insights to Attorney Compensation Plans. Together, they explore why compensation is more than just numbers—it’s about respect, transparency, and culture. Camille explains how lawyers often interpret pay as a measure of personal value, which can make compensation discussions emotionally charged. She shares insights into the complexities of law firm compensation, including the influence of multiple committees, the challenges of integrating laterals, and generational expectations around transparency. Camille also highlights how compensation strategies shape firm culture, impact collaboration, and affect retention and succession planning. She outlines emerging trends, such as rewarding team contributions, expanding non-equity career paths, and building transparency into comp systems. For law firm leaders, Camille suggests auditing current systems, aligning compensation with strategic goals, and increasing year-round communication to reduce the stress of “comp season.” Her practical guidance helps firms create fairer, more effective plans that balance individual rewards with long-term institutional success. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8roVK-hYZ48 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Camille Stell serves as Vice President of Risk & Practice Management for Lawyers Mutual Liability Insurance Company of North Carolina, where she provides coaching and consulting on succession planning, law firm compensation, and law firm innovation. She is a legal industry leader in law firm management, business development, and strategic planning. A Fellow in the College of Law Practice Management, Camille is a sought-after speaker and writer, having taught CLEs and led workshops for attorneys and legal professionals nationwide. A Meredith College graduate, she has been recognized by North Carolina Lawyers Weekly and the Triangle Business Journal for her leadership and impact. Camille is the co-author of two books written during the pandemic: Designing a Succession Plan for your Law Practice: A Step-by-Step Guide for Preparing Your Firm for Maximum Value, published in 2021 and RESPECT: Insights in Law Firm Compensation, 2nd Edition published in October 2024. Links: Contact: Camille@lawyersmutualnc.com Direct Dial: 919.447.3354 https://www.linkedin.com/in/camillestell/ Learn more about your ad choices. Visit megaphone.fm/adchoices

    27 min
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The Rainmaking Podcast will help you to get more business, better business, and all the business from your clients. This podcast is for professional services firms, law firms, and professional sales people. Discover the secrets of the world's leading experts in client development, business development, sales, closing, prospecting, networking, negotiation, influence, motivation, and achievement. www.therainmakingpodcast.com

Información

  • Creador
    Scott Love
  • Años de actividad
    2009 - 2025
  • Episodios
    312
  • Clasificación
    Apto
  • Copyright
    © Scott Love
  • Mostrar sitio web
    The Rainmaking Podcast

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