The following is an excerpt from Patrick D. Kelly’s new book Rainmaking 101: How to Grow Your Client Base & Maximize Your Income:
Millions of people embark on professional careers as CPAs, engineers, insurance agents, financial advisers, bankers, lawyers, and corporate managers only to discover that being technically proficient is just one element of being successful. Few receive any formal training in selling their services and themselves. For most, developing business is a sink-or-swim proposition.
Uncertainty and law may seem to repel one another, but some lawyers are built for a bit of uncertainty in their life. Some even seek it out.
Though it is rarely perceived as a willful act, many lawyers have taken a leap of faith and left permanent employment to take on a contract in a bet for something better. That is until recently.
In this new economy, even the chronically restless are seeing permanent positions with a renewed appreciation.
At the same time, contracts are becoming a more popular option with employers as budgets and headcount continue to be squeezed.