If You Want To Be A Rainmaker, You Gotta Believe

Developing the Next Generation of Rainmakers If You Want to be a Rainmaker, “You Gotta Believe” I wrote this blog five years ago and it was one of my most read of all time. Since some of you may not have read my blog back then, I thought it was worth re-publishing. I recently read “Top Women Rainmakers Absent at Half of Large Law Firms”  and was surprised to learn that 46% of the large law firms in the United States have no women in their Top 10 Rainmakers. Another third of the law firms only have one woman among their Top 10 Rainmakers. The data in the report did not explain why women are underrepresented. I know from experience that most of the reasons have nothing to do with rainmaking ability. I coach many women who have the skills to become a top rainmaker in their firm if that is what they choose as a goal. EQ (emotional intelligence) plays a key role in becoming a rainmaker.  I have intuitively believed that women generally have greater EQ (emotional intelligence) than men. I recently read in a 2001 Report    that I was wrong. According to the report, women do not have greater EQ than men, they just have different EQ skills. Women are more aware, more empathetic and have better people skills. As Daniel Pink has written, these “right brain” skills are more important now than ever before. Men are more self-confident, optimistic and adaptable and handle stress better. In my coaching I have found self confidence to be more based on age and experience than gender. Regardless, having self-confidence is incredibly important  because your potential clients will make a snap decision on whether they are confident you can handle their matter. If you do not pass the “confidence inspiring” test, you will never get the chance to show you are aware, empathetic and have people skills. So, what can you do to become more self- confidant? Here is the advice I give to the lawyers I coach: One final thought: Self-doubt is natural and it can be actually be healthy. I have had it my entire career. I used it to motivate me to be a better lawyer. You should also. I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.