Seven years ago, Katherine started her career as an attorney.

Katherine is a heck of a lawyer – she is bright and focused and loves what she does. Even as a junior lawyer she quickly earned a great reputation among her partners and peers.

Frankly, Katherine has been in “career haven” for these few years – sure it’s hard work, but it’s interesting, challenging, and rewarding (both intellectually and financially).

But now, as a senior associate at her prestigious firm, she found herself at a crossroads: no longer was her legal savvy enough to continue advancing her career; she was now expected to network and start bringing in clients!

This was tough news for Katherine – not only did she not know what to do or where to start, she… well, hated the whole thing.

The idea of networking and marketing and promoting herself felt weird and uncomfortable. She would imagine herself doing it and immediately felt like a used car salesman – pushy, sleazy, and insincere.

No one wants to feel this way. So no wonder that Katherine’s business development efforts went absolutely nowhere.


Until Katherine discovered that business development is not about selling, pushing, or forcing people into uncomfortable conversations. And more importantly that it is not about HER.

Rainmaking, first and foremost, is about the OTHER PERSON (meaning who you may be able to provide value to).


But not just any relationships.

Solid business development is rooted in your commitment to deliver value to the other person and build mutually beneficial relationships that are based on genuine reasons and focused on creating a win-win for all.

This strategy and others are covered in great detail in our Rainmaking Academy training.

So yes, it does take solid strategies, know-how, and commitment to successfully build a portable book of business as a professional. But it all starts with you shifting your focus from yourself to the other person.

So if you are like Katherine and the idea of self-promotion or sales makes you cringe, stop worrying about yourself so much and begin to focus on getting to know your colleagues, contacts in your business community, people in your neighborhood, or parents of your kids’ friends.

Focus your conversations on them – what they do, what they like, what’s on their plate, and what’s keeping them up at night.

And then, find how you can help, deliver value, or otherwise make their lives easier or better.

That’s a great place to start.