The managing partner wanted to motivate the attorneys of his mid-size law firm to bring in more business. Many felt uncomfortable with the process, having negative associations with the word, selling, and lacking confidence in their own abilities in this area. Harding & Company conducted a half-day meeting attended by all of the firm attorneys. The workshop, titled, "What Rainmakers Do", was a highly interactive program designed to address the exact issues that made the attorneys uncomfortable about bringing in business.

Getting a firm on a growth track

A mid-sized New York law firm was faced with costs that were rising more rapidly than revenues. The managing partner and the marketing committee committed to solve the problem by increasing revenues rather than cutting costs. Harding & Company was asked to help one group of equity partners and one group of non-equity partners increase their effectiveness at winning new legal work. We coached the two teams over six months. Within a year most of the participants saw their originations increase and several had substantial increases, sufficient to put the firm back on a growth track. Two of the non-equity partners were soon originating work at equity partner levels.