In a compelling episode of "Be That Lawyer," Jennifer Gillman, President of Gillman Strategic Group, sits down to discuss a critical yet subtle distinction in the legal profession: the difference between rainmakers who direct their workflow and service lawyers who are directed by others. Drawing on her dual expertise as a former attorney and a seasoned recruiter, Gillman sheds light on how mastering business development not only offers career autonomy but also enhances overall job satisfaction.

Jennifer delineates the roles of a service partner versus a rainmaker. Rainmakers, adept at bringing in business, wield significant influence over staffing, project timelines, and management of legal matters. This leverage permits them to better integrate their professional duties with personal life, thereby attending family events, managing vacations, and setting feasible work deadlines. On the contrary, service partners often find themselves adhering to schedules crafted by others, a situation that Jennifer insists is less about skill and more about understanding the firm's business dynamics.

She advises lawyers to perceive business development as an incremental investment, akin to accruing interest. Even dedicating a mere 15 minutes weekly can yield substantial progress over time. Furthermore, Jennifer highlights a monthly networking event as a potent tool for building genuine, lasting connections within the legal community. The aim here is to foster visibility and mutual support among peers, which naturally leads to referrals and a robust professional reputation.

For younger lawyers or those just beginning their careers, Jennifer offers sage advice: networking isn't solely about pursuing high-level executives but also about cultivating relationships with contemporaries. These peers are likely to ascend to influential positions as their careers progress, forming a valuable network that matures reciprocally.

The ethos of being a substantial networking presence revolves around consistency, generosity, and responsiveness. Following up with a resource, making introductions, or timely responses can set one apart as a dependable and thoughtful professional. Jennifer's assertion is bold yet straightforward, "If you can develop one dollar of business, you can develop a million dollars or ten million."

This discussion not only highlights the tangible benefits of becoming a rainmaker but also provides actionable insights for lawyers at all stages of their careers to gain control and satisfaction in their professional lives. Watch the full insightful conversation to dive deeper into transforming your legal career trajectory.