"I started working with Frederick Shelton less than a month ago. By following his counsel, I brought in a new matter within a week. Within three weeks I brought in another one. He was able to provide me with solid advice that enhanced my outlook and output! The short time that we have worked together has added tremendous value to my practice"
Celena Nash, Partner
We help individual attorneys build their personal client base or “book of business”
Our material and counsel comes directly from those who have achieved results in the real world.
In addition to the results from our Annual Rainmaker Survey, we have over two decades of interviewing, lateraling and debriefing Rainmakers who have had Annual Originations ranging from the mid-six figures, to over ten million a year. One of the questions we have always asked during debriefs was:
"How did you build your client base?"
The answers were often as surprising as they were varied. Introverts who built multi-million dollar practices used very different methods than Extroverts. Corporate attorneys had completely different strategies than Trusts & Estates, Bankruptcy or Patent Attorneys. Factors such as law school, geographic markets, AmLaw vs. MidLaw or NewLaw platforms, market position, footprint, brand and more are taken into consideration, when constructing your Business & Marketing Plan.
While all of this may sound complex (and many consultants intentionally make it even more so), we make it simple.
By the time we’re done working together, you’ll know how much time per month you should budget, exactly what you should do, how often and where.
Tried & True
For over a century, high-end professionals have had three traditional methods of bringing in clients and maintaining a loyal following: Speaking, Writing & Building and Maintaining a Valuable Network.
We have documented specifics as to how some attorneys have used one or more of these strategies effectively, where others have tried all three for years and declared “None of that works”.
For example, public speaking is a staple of traditional efforts but there are strategic, tactical and psychological differences between giving a speech and giving a speech that will bring in clients.
We provide thorough training and personalized guidance to make sure the attorneys with whom we work, know where to speak and why, as well as how to present information that immediately captures the attention of the audience and piques their interest, yet doesn’t come off like an infomercial (a common, tactical error by attorney speakers).
Welcome to the 21st Century
Not long ago, only a major firm or corporation had the power to reach mass markets. Now Legal Social Media Marketing, Content Marketing (such as YouTube, podcasts, webinars and blogs) and other venues have leveled the playing field.
Individual attorneys now have the power to reach and maintain a connection with thousands of decision makers (or more) at a time.
We have worked with partners who have built seven figure books of business through these outlets, alone.
It's About You
The first thing you'll do is take our self-assessments. We'll go over them together and make sure we agree on where your strengths are and what you would feel most comfortable with pursuing initially. We will then work with you to construct & implement a detailed action plan which will include your choice of the following:
Creating & Developing a Personal, Professional Brand & Market Position
Identifying High Probability “A Level” Clients
Understanding Client Cycling, Leverage & Scale
Basic Psychological Profiling for Business
Understanding Key Decision-Making Motivators for Clients
Public Speaking for the Purpose of Client Development & Branding
Writing for Publication & Client Development & Branding
Writing & Blogging in Social Media Outlets for Client Development & Branding
Building, Maintaining and Mining Internal & Personal Networks
Conducting Webinars for Client Development & Branding
Using Video & Video Channels for Client Development & Branding
Starting and Developing Podcasts
We are more than happy to provide references who will attest to both our expertise and ability to produce results.
The professionals with whom you will work, will include one or more of the following:
Former CMO of General Practice Firm
Global Director of Marketing & Digital Media for a Fortune 100.
Director of Data Analytics ("Big Data") for one of the largest casinos in the world.
Executive Director of Intellectual Property Boutique.
Chief Technology Officer for a national insurance company.
If within the first 30 minutes of your initial consultation, you aren't absolutely certain that what we offer offer will exceed your investment, we refund the entire retainer - no questions asked.