LAW FIRM TRAINING + WORKSHOPS

Turn Smart Lawyers into Sought-After Rainmakers.

High-impact workshops that build the skills, habits, and confidence lawyers need to grow their practices.

The legal marketplace is more competitive—and more crowded—than ever. It’s no longer enough for lawyers to do great work. To thrive, they must also build relationships, earn trust, and consistently create new business opportunities.

That’s where The Rainmaker’s Blueprint comes in.

Led by former BigLaw lawyer and legal industry expert Jay Harrington, this interactive training program equips lawyers with the strategies, systems, and confidence they need to grow—from mindset to marketing, from contacts to clients. Whether you're training up-and-coming associates or sharpening the skills of experienced partners, these workshops deliver the tools and accountability to turn potential into performance.

”Jay brings credibility, clarity, and energy to every session. His content is practical, his delivery is engaging, and the tools he provides make it easy for lawyers to apply what they’ve learned immediately.”
— Chief Talent Officer, Am Law 100 Firm

The Rainmaker’s Blueprint

Each workshop blends timeless principles with modern business development tactics—tailored for today’s lawyer. Sessions are interactive, practical, and structured for immediate implementation. The Rainmaker’s Blueprint is designed to be delivered as a five-part series, with each session building on the last to drive sustained behavior change and measurable results. However, individual sessions can also be delivered as standalone workshops based on your firm’s specific needs.

Session 1: Building a Strong Foundation for Business Development

Establish the mindset, systems, and habits that enable you to sustain the consistent level of activity necessary to build a thriving practice.

  • Set and achieve SMART business development goals

  • Deconstruct your goals into an actionable, time-bound implementation plan

  • Establish protected time blocks for engaging in focused business development activities

  • Implement productivity systems and leverage tools that help ensure consistent execution despite competing demands

Session 2: Converting Connections into Clients

Transform relationships into opportunities through strategic networking, trust-building, and a consultative approach to selling legal services.

  • Master the consultative approach to selling legal services as a trusted advisor

  • Build and nurture a tiered key contact list of high-potential relationships

  • Expand your network strategically and elevate your visibility

  • Stay top of mind with high-impact, value-driven touchpoints

  • Learn the art of asking for business—confidently and authentically

Session 3: Positioning Yourself as a Thought Leader

Differentiate yourself in a crowded marketplace by establishing credibility and visibility among your ideal clients.

  • Clarify your professional brand and core areas of expertise

  • Identify and engage in your clients’ “ecosystem of attention”

  • Leverage LinkedIn and targeted publications to increase visibility

  • Use thought leadership as a strategic touchpoint to deepen relationships and open doors

Session 4: Guard and Grow Existing Client Relationships

Your best opportunities are already in front of you. Learn how to expand and strengthen relationships with current clients.

  • Deepen your understanding of client business objectives and industry dynamics

  • Implement proactive feedback loops to strengthen loyalty and uncover growth areas

  • Deliver added value through tailored educational content and strategic insights

  • Conduct business reviews to identify new matters, cross-selling, and collaboration opportunities

  • Collaborate internally to unlock firm-wide growth opportunities

Session 5: Practicing the Ask: Influence, Confidence, and the Psychology of Buying

Don’t get stuck in the “friend zone.” Learn when—and how—to ask for the business in ways that build trust, not tension.

  • Identify the signals that indicate it’s time to make an ask

  • Practice multiple forms of the ask—from direct to exploratory to referral

  • Use “insight-led” follow-ups to shift from rapport to revenue

  • Overcome common objections and hesitation

  • Build confidence by scripting and rehearsing the language you’ll use

Every Session Includes:

  • Downloadable templates, checklists, and scripts for immediate implementation

  • Interactive exercises to reinforce key concepts

  • A business development planning system to keep you focused and consistent

“This program gave our lawyers a new mindset. They stopped thinking of BD as awkward “sales” and started seeing it as an extension of good client service.”
— Managing Partner, Am Law 200 Firm

Learn More and Discuss an Engagement

 

Jay tailors his talks and training sessions to meet client objectives and adjusts his approach based on the experience level—from associate to senior partner—of his audience. His training sessions take place in-person or remotely via your firm’s preferred video conference platform. Jay’s goal is to leave your lawyers more educated, energized, and inspired to tackle new BD challenges.