Staffing & Recruiter Training Podcast

In Episode 312 of The Rainmaking Podcast, Scott Love speaks with storytelling expert Rob D. Willis about how rainmakers can use stories to win clients, build trust, and communicate more effectively. Rob explains why storytelling is deeply wired into human behavior and far more powerful than raw data or bullet points—because stories simplify complexity, create emotional connection, and help clients see themselves in the outcome. Rob breaks down practical storytelling frameworks for professionals, including how to spot stories in everyday conversations, structure them using simple beginning–middle–end formats, and position your client as the “hero” while you act as the guide. Whether you’re pitching, networking, or leading client conversations, this episode gives you a clear system to move beyond information-sharing and start influencing decisions through compelling narratives. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/prADCJNmBnA ----------------------------------------

In Episode 311 of The Rainmaking Podcast, Scott Love speaks with Val Madamba about what in-house counsel actually want from law firm events—and why most firms get it wrong. Drawing from original research and interviews with in-house lawyers, Val reveals that many events fail because they feel too generic, overly broad, and disconnected from real client needs. Instead of defaulting to lecture-style presentations, she explains how firms can design events that foster meaningful conversations, stronger relationships, and real business development outcomes. Val breaks down practical strategies to improve law firm events, including targeting the right audience (beyond just general counsel), involving clients directly in panels, and designing experiences that create engagement before, during, and after the event. Whether you’re planning a client dinner, CLE, roundtable, or practice group summit, this episode provides a clear roadmap to turn your events into powerful rainmaking tools that differentiate your firm an

In Episode 310 of The Rainmaking Podcast, Scott Love speaks with Andy Clark—author of Getting the Whole Pie—about the flywheel concept for sustainable business growth. Instead of relying on one big breakthrough, Andy explains that long-term success comes from consistent, disciplined execution that builds momentum over time. He breaks down how professionals—especially in law, recruiting, and consulting—can create a “rainmaking flywheel” that generates steady inbound opportunities, stronger visibility, and compounding growth. Andy outlines four essential components of a high-performing flywheel: clear ownership, the right metrics, smart decision-making, and effective meetings. Together, these create accountability, focus, and alignment—turning scattered efforts into a repeatable growth system. This episode delivers a practical framework for professionals who want to simplify operations, improve business development, and build a scalable practice that runs with clarity and momentum. Visit: https://therainmaki

In Episode 309 of The Rainmaking Podcast, Scott Love speaks with Danny Bobrow, creator of the Persuasion Blueprint, about the Three C’s of Persuasive Communication: Caring, Connection, and Collaboration. Danny reframes persuasion as an ethical, non-coercive process focused on influencing outcomes through trust and understanding—not manipulation. He explains why most professionals fail to connect effectively: they assume their expertise is enough, when in reality, people make decisions emotionally and respond to those who demonstrate genuine care and understanding first. The conversation dives into practical communication strategies, including how to close the “care gap,” ask better questions, and avoid common traps like over-talking, jargon, and premature problem-solving. Danny emphasizes that successful rainmakers slow down, listen actively, and guide conversations collaboratively—so clients feel understood and confident in their decisions. For lawyers, recruiters, and professional services providers, this

In Episode 308 of The Rainmaking Podcast (Legal Series), Scott Love speaks with Phil Flora of SurePoint Legal Insights to break down the 2025 State of the Legal Industry Report. The data reveals a surge in lateral hiring across nearly 6,000 law firms, with especially strong growth in transactional practices like corporate, real estate, and banking. Larger firms continue to consolidate market share, while mid-size firms accelerate mergers to stay competitive. The report also highlights a shift toward more sustainable hiring, with increased demand for partners and counsel roles rather than just associates. The conversation also explores critical trends shaping the future of law firms, including retention challenges, the rise of non-equity partner tracks, and the growing role of artificial intelligence—along with its risks, such as increased AI-related errors in legal work. For law firm leaders, partners, and recruiters, this episode provides a clear, data-driven view of where the market is heading—and what st

In Episode 307 of The Rainmaking Podcast, Scott Love interviews leadership expert Jon Lokhorst on what it means to practice mission-critical leadership in today’s volatile and complex business environment. Jon introduces a powerful framework for leading in all directions—not just managing direct reports, but also leading yourself, influencing peers, and effectively managing upward. In professional services firms, where hierarchy is often flat and influence matters more than authority, this approach is essential for building trust, alignment, and long-term success. The conversation breaks down practical leadership tools, including self-leadership through vision and values, improving internal self-talk, leading peers without formal authority, and implementing coaching-style leadership with accountability. Jon also shares actionable strategies such as structured one-on-one meetings, supportive accountability, and leadership development planning. For law firm partners, executives, and professionals navigating g

In Episode 306 of The Rainmaking Podcast, Scott Love speaks with Robert Weiss of MultiVision Digital about how law firms can build authority and win clients using video marketing. While most firms rely on referrals, networking, and written thought leadership, Robert explains that video accelerates the “know, like, and trust” factor by allowing prospects to see how attorneys think, communicate, and solve problems. Despite its effectiveness, most law firms are still underutilizing video—creating a major opportunity for firms willing to adopt a thoughtful, strategic approach to video content. The conversation breaks down how to implement video the right way: aligning content with business objectives, repurposing webinars into multiple short-form videos, and building a consistent cadence across marketing channels like LinkedIn, email, and website content. Robert emphasizes that video is not a one-off tactic but a long-term strategy that compounds over time—helping firms increase visibility, strengthen client re

In Episode 305 of The Rainmaking Podcast, Scott Love sits down with Hannah Romick, an expert in performance improvement, change management, and stakeholder engagement, to unpack the growing impact of generational differences in professional services firms. As law firms and advisory organizations navigate shifting expectations around work, communication, and career development, leaders are increasingly challenged to align multiple generations under a shared culture. Hannah explains how generational tension is often misunderstood—and how firms can move beyond labels to focus on performance, accountability, and measurable outcomes. The conversation dives into practical strategies for driving cultural transformation, leadership alignment, and performance-based decision-making across generations. Hannah shares how firms can build sustainable change by linking leadership development with clear performance metrics, improving communication across teams, and engaging stakeholders at every level. For law firm leaders,

In Episode 304 of The Rainmaking Podcast, Scott Love speaks with legal industry advisor Tim Corcoran about one of the most overlooked drivers of law firm profitability: pricing strategy. Many firms focus heavily on billable hours, origination credit, and revenue targets, but fail to connect the critical dots between how legal services are priced, how lawyers practice, and how firms ultimately generate profit. Tim explains why pricing is not just a finance function but a strategic leadership issue that directly affects client relationships, lawyer behavior, and long-term firm performance. The conversation explores practical ways law firms can move beyond traditional hourly billing toward value-based thinking, better matter management, and smarter pricing decisions. Tim shares how partners can improve profitability by understanding the economics of legal work, aligning incentives, and communicating value more clearly to clients. For law firm leaders, partners, and legal professionals looking to improve law fir

In Episode 303 of The Rainmaking Podcast, Scott Love speaks with Jason Stiehl, Managing Partner of the Chicago office of Crowell & Moring, about a unique perspective on law firm business development: treating networking like theater. Jason explains why successful rainmakers approach conferences and networking events as a series of interactions over time rather than a quick sales pitch. Preparation, curiosity, and authentic connections are critical to building trust and long-term client relationships. They also discuss how lawyers can use conferences, presentations, and follow-up conversations to uncover shared interests and create genuine connections that lead to business opportunities. If you're looking to improve your law firm client development, rainmaking strategy, and professional networking, this episode offers practical insights from a practicing rainmaker. YouTube: https://youtu.be/Y5hDNsBYDCU --------------------------

In Episode 302 of The Rainmaking Podcast, Scott Love speaks with Jill Huse, Co-Founder and Chief Strategy Officer of Society 54, about the characteristics of high-performing law firms in business development. Jill explains why many firms struggle with business development, including failing to invest in marketing resources, neglecting succession planning, and relying too heavily on individual rainmakers instead of institutional client relationships. She also shares how leading firms build stronger client relationships through client experience programs, coaching, and proactive business development strategy. The conversation also covers how lawyers can grow their practice by nurturing professional networks, investing in thought leadership, and consistently following up on opportunities. If you're a lawyer or law firm leader looking to improve law firm business development, client development strategy, and rainmaking performance, this episode offers practical insights. YouTube: https://youtu.be/XQKz-6P8iN

In Episode 301 of The Rainmaking Podcast, Scott Love interviews business development coach and author Doug Ott about his book The Business Development Shift and how lawyers, consultants, and other professional services providers can grow their practices through intellectual curiosity, trust, and consistency. Doug explains why the best business development strategy is not selling harder, but solving better by asking thoughtful questions, listening closely, staying visible, and building genuine relationships over time. He shares practical advice on how attorneys can improve client development, avoid passive networking habits, use stronger follow-up language, and make business development a daily habit even with a demanding billable schedule. This episode is packed with actionable insights. YouTube: https://youtu.be/0O-4XaeM9QM ----------------------------------------

Episode 300 marks the 300th installment of The Rainmaking Podcast, and Scott Love celebrates the milestone by bringing back Mo Bunnell, a leading business development coach and author of Give to Grow, for a practical conversation on the power of consistency in business development. Mo explains that the biggest challenge for busy partners isn’t knowing what to do—it’s staying consistent when client work spikes and results from outreach feel unpredictable. Because BD rewards are “intermittent,” many professionals quit too soon; the winners are the ones who keep making small, repeatable investments over time, letting the law of large numbers work in their favor. Mo shares a simple operating system: plan quarterly, act weekly, execute daily—so you’re never trying to “decide and do” in the same moment. Quarterly planning focuses on brand visibility (beating obscurity), targeted relationship investment, measurable actions you control, and treating BD like a project rather than “random acts of lunch.” Weekly execut

Episode 299 of The Rainmaking Podcast features Scott Love in conversation with Darren Wurz (author of The Lawyer Millionaire) on the most common personal-finance pitfalls attorneys face—and how to avoid them. Darren’s #1 warning is lifestyle creep: as income rises, spending rises with it (bigger house, cars, memberships, kids’ expenses), leaving high earners with surprisingly thin savings and heavy monthly burn. The fix starts with a mindset shift: define what truly drives happiness, think in concrete terms about “future you” (age + timeline), and recognize that money is a finite resource—especially when credit cards make overspending frictionless. From there, Darren shares a simple, tactical system for busy lawyers who hate budgeting: bank-account-based cash flow management (a “Profit First”-style approach). Income flows into an “income” account, then automatically gets allocated into separate accounts for bills (recurring expenses), spending (guilt-free discretionary), savings/investing, and taxes—so you a

Episode 298 of The Rainmaking Podcast features Scott Love in conversation with Eva Wisnik on how to fit business development into an already hectic schedule—especially for busy law firm partners and associates. Eva explains that many lawyers are trained to “issue spot” (anticipate what can go wrong), which is great for client service but can sabotage rainmaking unless it’s replaced with an opportunity-focused mindset. She reframes BD as “selling through substance”: asking better questions, showing genuine curiosity, and positioning outreach as problem-solving rather than “sales.” Her core message is that most BD resistance is fear (rejection, failure, imposing), and the antidote is shifting from self-focused thinking to client-centered value. Eva then gets tactical: build a pipeline by staying in touch with intent and consistency, because meaningful business relationships often take 2–5 years to convert. She recommends simple, repeatable habits—“one action a day” (send a thoughtful note, share a relevant art

In Legal Episode 297 of The Rainmaking Podcast, Scott Love welcomes Chuck Curtis to discuss the unique challenges law firm partners face when considering a lateral move. Drawing on decades of experience in attorney recruiting and integration, Chuck explains that the decision to move should be driven primarily by platform fit—whether a firm truly supports and promotes a partner’s practice area. He emphasizes that partners must thoughtfully evaluate whether their current firm provides the marketing support, strategic alignment, and internal collaboration necessary to grow their book of business. Before going to market, partners should have candid conversations with leadership and, if moving as a group, align internally to ensure consensus and minimize risk. The episode also explores best practices for navigating the transition process, including handling compensation discussions, preparing for potential counteroffers, and managing group dynamics. Chuck highlights the importance of transparency, strategic plann

In Episode 296 of The Rainmaking Podcast, Scott Love interviews Joshua Altman, founder of Beltway Media, on how professional services firms can repurpose content to drive business development and brand visibility. Instead of treating webinars, interviews, white papers, or conference panels as “one-and-done” events, Joshua explains how a single piece of thought leadership can be transformed into blog posts, LinkedIn articles, short-form video clips, podcasts, email newsletters, and even white papers. By using a structured content calendar strategy, professionals can multiply their marketing output without constantly creating from scratch. Joshua outlines a practical framework for modern content marketing built around four engagement pillars: what clients read, see, hear, and experience. He emphasizes planning ahead, avoiding platform dependency, and leveraging existing material to build consistent visibility across channels like LinkedIn, YouTube, email marketing, and professional blogs. For lawyers, consulta

Michael Roch joins Scott Love to unpack a deceptively hard leadership challenge in professional services: getting partners to consistently do business development, and designing incentives that actually drive the right behavior. Roch’s central message is that there’s no universal compensation fix—the right approach depends on firm size, strategic priorities (rapid growth vs. deepening key relationships vs. refreshing a stale client base), and even national partnership culture (e.g., UK lockstep traditions vs. more individualistic U.S. models). He stresses that compensation is only a “lever,” not a self-executing solution: it works best when paired with strong leadership, clear expectations, and accountability conversations that tie each partner’s strengths and goals to the firm’s strategy. Roch describes practical incentive strategies that go beyond simple origination credit. He argues firms should recognize that partners contribute differently—some excel at landing new clients, others at expanding existing

Episode 294 focuses on the gap between “we have great culture” and the day-to-day behaviors people actually experience inside a firm. Scott interviews Alejandra Ramirez, founder of Ready Cultures and a longtime internal communications leader in big law, on what it really means to “walk the culture talk.” Her definition is simple but demanding: culture is credibility—aligning stated values with observable actions. She argues firms should start by auditing whether claimed values (like collaboration or transparency) show up in real behaviors (cross-selling between practices, sharing information with BD teams, etc.). Culture isn’t a slogan; it’s a set of conditions leadership actively creates, and when words and actions don’t match, trust erodes and performance suffers. Alejandra then lays out how leaders close the gap: clear, consistent, actionable communication; active listening and feedback loops; and tying culture initiatives to measurable outcomes like engagement, retention, risk reduction, and cost savings

In Episode 293 of The Rainmaking Podcast (Legal Series), Scott Love interviews Jay McAllister, founder of Paragon Tech, on how law firms can improve case management from matter opening through conclusion. Jay’s core insight: most firms use only 10–20% of their case management platform’s functionality (across tools like Clio, Smokeball, and Centerbase), leaving major efficiency gains “on the table.” He explains that many firms switch platforms reactively—because a system gets sunset (he cites Thomson Reuters exiting its Firm Central case-management product) or because they’re attracted to a shiny feature—without first diagnosing the firm’s true operational bottleneck. Jay argues that the right approach is constraint-first: assemble a cross-functional steering committee, identify the firm’s biggest constraints, and then select/implement tech to solve those specific problems—rather than forcing the firm to conform to software. He highlights the upside of a “matter-centric” system: tighter time capture (citing r