The Rainmaking Podcast

Episode 290 features Scott Love in conversation with Ryan Kimler (Net Profit CFO) on financial management and strategy for independent law firms. Ryan argues that most small-firm owners struggle because they don’t have the right financial team around them, and he outlines a simple four-seat model: bookkeeper (tracks transactions and produces monthly financials), tax accountant/CPA (compliance and tax filings), fractional CFO (forecasting, efficiency, and decision support), and a retirement/investment advisor (helping partners retire on their own terms). Ryan then breaks down what non-financial founders should actually look for in their numbers: on the P&L, keep expenses grouped into three clear buckets—payroll, marketing, overhead—and track them as percentages of revenue; on the balance sheet, monitor cash, accounts receivable, debts, and owner distributions (especially to avoid mis-categorized items that can increase taxable income). Ryan shares what he commonly sees when firms bring him in: a “great year” followed by declining profitability where the owner feels unclear about where the money is going, worries about payroll, and loses sleep due to a lack of forecasting and visibility. His firm’s approach is to create an annual plan, build a simplified financial dashboard/scoreboard (green/yellow/red), and then develop action plans that target the “red” metrics—often involving attorney productivity, hiring efficiency, pricing, collections, and marketing ROI—so the firm can improve cash flow, profitability, and owner take-home pay. The episode closes with three action steps: build the right financial team, review your financials regularly using a few key metrics and trends, and create an action plan to fix the number(s) that are off track. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/U0WFJSIZUuc ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Ryan Kimler is the Founder of Net Profit CFO, host of the Net Profit Podcast, and an international best-selling author. Through his firm, Ryan and his team specialize in helping law firm owners take control of their finances and drive sustainable, profitable growth. At Net Profit CFO, Ryan combines deep expertise in accounting and financial strategy to help law firms achieve two critical outcomes: 1. A financially healthy firm with consistent cash flow to support growth 2. And the ability for the owner to take home the income they desire to meet both personal and professional goals. Ryan’s mission is simple — to give law firm owners the financial clarity they need to run a more profitable business and enjoy the freedom that comes with it. Links: LinkedIn- www.linkedin.com/in/ryankfinancialclarityllc/ Website- www.netprofitcfo.com Legal CFO Podcast: https://www.youtube.com/@LegalCFO Profit Call - https://go.oncehub.com/profit Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love sits down with Deborah Farone, one of the legal industry’s foremost experts on law firm marketing, to discuss her new book Breaking Ground and the unique dynamics women lawyers face in developing a thriving practice. Drawing on interviews with 60 successful women rainmakers from around the world, Deborah explains how a lack of visible role models, unconscious bias, and confidence gaps can affect business development—but also how women can turn these challenges into strategic advantages. The conversation explores the importance of having a written business development plan, setting aspirational goals, building confidence, and using practical tools such as grounding exercises to overcome imposter syndrome and perform effectively in client-facing situations. Scott and Deborah also examine the concrete habits and systems that consistently drive long-term rainmaking success. From intentional networking and authentic relationship-building to leveraging empathy, listening skills, and personal interests as connection points, Deborah emphasizes that there is no single “right” way to develop business. Instead, successful women lawyers build practices that align with who they are, supported by simple systems, regular touchpoints, and disciplined follow-through. The episode concludes with clear action steps for professionals at any stage of their career: carve out time to define a vision, actively nurture a professional network, and take immediate action to move one relationship—or opportunity—forward. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/sv0qPYQkb6c ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Over the past two decades, Deborah has carved out a niche by distinguishing herself as the chief marketing officer of two of the country’s most successful law firms and the founder of both firms’ business development and communications departments. But before entering into the legal marketing profession, she sharpened her communications and business development skills by working at a global management consulting firm. Links: https://deborahfarone.com/breaking-ground/ https://deborahfarone.com/about/ https://www.linkedin.com/in/deborahfarone/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love sits down with Chad Dean, Managing Partner of Integrated Management Resources, to discuss how professionals can avoid common career pitfalls—and recover strategically when missteps occur. Drawing on nearly three decades of experience recruiting senior finance and accounting leaders, Chad emphasizes the importance of slowing down decision-making, understanding true motivations for change, and avoiding reactionary moves driven solely by compensation. He explains why culture, leadership trust, and long-term growth potential are far more reliable indicators of a successful career move than short-term financial gain, and why many professionals benefit from having a neutral sounding board before making major decisions. The conversation also explores how to navigate career setbacks, including short tenures, leadership mismatches, or ethical red flags, without derailing long-term credibility. Chad offers practical guidance on when it makes sense to exit a role quickly, how to frame career narratives with clarity and confidence, and why mentorship, networking, and disciplined self-care are essential for long-term career resilience. This episode provides thoughtful, grounded advice for professionals who want to manage their careers deliberately, minimize regret, and position themselves for sustained success—even in the face of uncertainty or change. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/R-EAamsckBQ ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Integrated Management Resources is an executive recruiting and talent solutions firm delivering executive search, interim/fractional leadership, and project outsourcing for clients nationwide. We launched in 1990 serving the most selective Wall Street banks and hedge funds, building a reputation for precision and excellence in senior-level recruiting. In 2019, we expanded our model to help VC- and PE-backed SaaS companies scale accounting, finance, revenue operations, and IT teams. What we do: • Executive Recruiting — Niche specialists leading to filling positions with speed and accuracy. • Fractional & Interim Leadership — Placing proven professionals who can step in immediately. • Project Outsourcing — Delivering tailored teams for data, finance, and operations initiatives. Practice Areas: • Accounting & Finance • Revenue Operations & GTM Finance • Fullstack Engineering / Cloud / DevOps • Data Engineering & Analytics Links: https://www.linkedin.com/in/chaddean/ https://integratedmgmt.com/about/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this solo episode of The Rainmaking Podcast, Scott Love shares hard-earned insights from nearly three decades in legal recruiting and thousands of in-depth conversations with law firm partners across the country. Drawing from patterns he’s observed among the most successful rainmakers, Scott breaks down what truly drives long-term growth for law firm partners—beyond pure legal skill. Scott outlines three core pillars that consistently show up in high-performing partners: strong legal acumen, deliberate business development, and effective leadership. He explains why partners who thrive treat the growth of their practice as an intellectual journey—one that requires continuous learning, humility, and intentional skill-building, rather than relying solely on past success or technical expertise. The episode also emphasizes the importance of consistency in relationship-building. Scott shares practical examples of how small, repeatable actions—such as one meaningful outreach per week—compound into powerful business development momentum over time. He also discusses the role of vision, platform, and firm strategy in determining whether partners can realistically reach their long-term goals where they are—or whether a different platform might better support their practice and clients. This episode is especially relevant for partners who want to grow their book of business thoughtfully, evaluate their current firm alignment, and make strategic decisions without unnecessary risk or pressure. It’s a candid, practical roadmap for partners who want to take ownership of their growth and career trajectory. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/4CLSYJBI9lY ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Scott Love is a legal recruiter who is solely focused on recruiting corporate and finance partners for global law firms in major markets. He is also a coauthor of Rainmaker Confidential, and speaks at conferences professionally to business groups on sales, client development, and recruiting. www.rainmakerconfidential.com https://partnersonthemove.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with executive coach and author Luci Gabel about optimal performance for high achievers—and Luci’s definition is simple and practical: optimal performance equals energy. She explains that rainmakers and senior professionals aren’t just managing tasks; they are managing the internal capacity to think clearly, communicate well, make high-stakes decisions, and stay steady under pressure. Luci introduces a framework of six “pillars” of energy that combine the physical and mental sides of performance: nutrition, movement, rest/sleep, mindset, communication, and vision. Her point is that you cannot separate physiology from leadership—small shifts in hydration, rest, movement, or self-talk can immediately improve focus, mood, decision quality, and resilience. Luci also emphasizes that most professionals don’t pay attention to energy until they’re already depleted; the first step is simply noticing what drains you and what elevates you throughout the day. Rather than overwhelming people with a complete lifestyle overhaul, she advocates high-leverage, minimal viable changes—one small adjustment practiced consistently for a week or two (like increasing water intake, taking a 10-minute walk, or turning screens off an hour earlier). She recommends turning the six pillars into a simple monthly self-audit: draw a “wheel,” rate yourself from 1–10 on each pillar, identify the lowest score, and focus on one small improvement there. Over time, this creates compounding gains in energy and clarity. Luci closes by pointing listeners to her coaching and group programs built on these pillars, along with her podcast, Leadership Life, Health and Happiness, for continued strategies on sustainable performance. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/t10UiZsieEU ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- With two decades of experience at the intersection of leadership, physiology, and business, I help organizations and individuals perform at their highest level—by aligning strategy, communication, and human performance. As a COO and leadership strategist, I bring evidence-based health and behavioral science into the way teams lead, collaborate, and execute. My work focuses on creating clarity, strengthening decision flow, and building the conditions for sustainable high performance. My thought leadership is expressed through speaking, writing, and the Leadership, Life, Health & Happiness podcast. My book, Eat to Lead, integrates physiology and leadership science to help leaders perform with clarity and sustained energy. My mission remains constant—helping people reach their highest level of leadership while sustaining peak energy, focus, and well-being. Links: https://www.lucigabel.com/book https://www.lucigabel.com/ https://www.lucigabel.com/leadership https://www.linkedin.com/in/lucigabel/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with Rachel Minion, founder of Rockstar & Moon, about how professionals can make a bigger impact through smarter, more intentional marketing. Rachel challenges the instinct to “do more” and instead urges business owners and service professionals to do less—but do it better. She explains that spreading energy across too many platforms and initiatives leads to diluted results, while focusing on a few high-impact actions accelerates growth. A core piece of that foundation is capturing success: turning client wins into case studies, testimonials, and social proof that sell future work far more effectively than any sales pitch. Rachel shares how even anonymized case studies—rooted in measurable outcomes—can generate immediate opportunities because prospects trust real results over marketing language. Rachel also emphasizes the power of automation to keep follow-up, nurturing, and onboarding consistent without overwhelming the professional. She explains how pre-call warmups, no-show follow-ups, “not now” sequences, and onboarding workflows can all run automatically while still feeling personal when handled thoughtfully. Instead of relying on memory or manual outreach, these systems create consistent touchpoints that nurture relationships until prospects are ready. She closes by offering three action steps: (1) focus only on the most impactful marketing activities; (2) actively seek out case studies and testimonials while the “win” is fresh; and (3) automate wherever possible to scale your time, maintain authenticity, and stay meaningfully connected with your audience. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/ti3s_Czs-dE ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- With over 25 years of experience, Rachel transforms struggling businesses into market leaders. She doesn’t just hand you a plan; she becomes part of your team, working alongside them to craft and execute strategies that deliver real results, all while you focus on running your business. Rachel excels at turning chaos into clarity, cutting through the noise, and driving growth with data-driven decisions. She’s also committed to developing your team, ensuring they’re equipped to sustain success long after her work is done. With Rachel handling your marketing, you’re not just fixing a problem—you’re setting your business up to dominate the market. You Get More Than Just RachelWhen you work with Rachel, you’re not just getting her expertise—you’re getting the full power of her team. They’re there to implement strategies, facilitate the process, and hold everyone accountable, ensuring that every plan turns into real, measurable success. Links: https://rachelminion.com/ https://www.linkedin.com/in/rachelminion/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love welcomes back Elise Holtzman of The Lawyer’s Edge for part two of their conversation—this time on how lawyers can get speaking, panel, and writing opportunities. Elise explains that doing great work isn’t enough; if you’re “toiling away in obscurity,” clients and referral sources won’t find you. Thought leadership—speaking, writing, panels—is a practical way to demonstrate value, answer the questions that keep clients up at night, and be seen as a credible authority without “bragging.” She stresses that opportunities rarely appear out of nowhere; early on, you must be proactive and deliberate about who you speak to, what you speak about, and where your audience gets its information (your “who, what, and where”). Elise walks through practical steps for both associates and partners. Juniors can co-author articles with partners, contribute to firm content, and speak for young-lawyer groups or bar sections to build skills early, instead of waiting until partnership pressure hits. She breaks down the advantages of panels (shared spotlight, conversational format, built-in networking) and describes how repeated speaking and writing gradually position you as the go-to expert in a crowded market. For writing, Elise suggests targeting publications your clients actually read, reviewing writer guidelines, pitching editors before drafting, and understanding who owns the IP so you can repurpose content on your website or LinkedIn. She closes with three action steps: (1) clarify your who/what/where before chasing opportunities; (2) be proactive—tell people you want to speak and write and work with marketing/PR if your firm has them; and (3) experiment with different formats, set a realistic cadence (e.g., quarterly), and build a body of work that consistently showcases your expertise. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/LgVA3ra7Vu8 ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Elise Holtzman has dedicated over 16 years to working with lawyers and law firms to help them be proactive about business development, leadership, and career acceleration. As a former practicing attorney with experience working at Fried Frank and Morgan Lewis, Elise brings a deep understanding of the practice of law (and the demands of operating a firm) to her work.  As founder of The Lawyer’s Edge, she helps leaders promote a healthy, growth-oriented culture in their firms and coaches lawyers on how to bring in more business, retain clients, and communicate effectively. Elise frequently speaks and writes on the subject of business development and career acceleration for lawyers and is the host of The Lawyer’s Edge Podcast.  Links: https://thelawyersedge.com/ignite/ https://thelawyersedge.com/lawyers-edge-podcast/ https://thelawyersedge.com/ https://www.linkedin.com/in/eliseholtzman/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this insightful discussion, Kelly Kennedy, an executive business development coach and host of The Business Development Podcast, redefines business development as the art of securing face-to-face meetings. He introduces the innovative concept of 'meeting math' to help professionals convert revenue goals into the precise number of meetings required. Kelly also emphasizes targeting mid-tier companies over industry giants and the necessity of separating roles in business development to streamline processes. His practical tips on building targeted lists via LinkedIn add value for aspiring rainmakers.

In this legal-focused episode of The Rainmaking Podcast, Scott Love speaks with Elise Holtzman, former BigLaw attorney and founder of The Lawyer’s Edge, about how lawyers can become visible experts rather than “well-kept secrets.” Elise explains that doing excellent work behind a closed door is not enough—clients and referral sources must see you as a top, credible choice. She introduces her simple “who, what, and where” framework: identify who your ideal clients and referral sources are, what problems you solve and value you deliver for them, and where they “hang out” for information (conferences, associations, publications, online communities). From there, she recommends pursuing speaking, writing, and podcast opportunities in those venues so you become the person who gets the call. Elise also unpacks the main reasons lawyers resist visibility: fear of being “salesy,” lack of time, and imposter syndrome (“I’m not really an expert”). She reframes rainmaking as service, not aggressive selling, and stresses that you don’t have to be the world’s #1 authority—only valuable to your audience. A major lever is building intentional referral-source networks: other professionals who serve the same clients but don’t compete with you (accountants, consultants, marketers, recruiters, other lawyers in different practice areas). By collaborating on events, content, and introductions, you “borrow trust” and create win–win–win outcomes for yourself, your referral partners, and your shared clients. Elise closes with three action steps: (1) block a “power hour” to define your who/what/where and list specific A-level referral sources who’ve already tried to send you work; (2) proactively ask for speaking and writing opportunities instead of waiting to be discovered; and (3) talk openly about your thought-leadership work—on LinkedIn, your bio, and in conversations—so others know you’re available as a visible expert. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kNaUHw9eMOs ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Elise Holtzman has dedicated over 16 years to working with lawyers and law firms to help them be proactive about business development, leadership, and career acceleration. As a former practicing attorney with experience working at Fried Frank and Morgan Lewis, Elise brings a deep understanding of the practice of law (and the demands of operating a firm) to her work.  As founder of The Lawyer’s Edge, she helps leaders promote a healthy, growth-oriented culture in their firms and coaches lawyers on how to bring in more business, retain clients, and communicate effectively. Elise frequently speaks and writes on the subject of business development and career acceleration for lawyers and is the host of The Lawyer’s Edge Podcast.  Links: https://thelawyersedge.com/lawyers-edge-podcast/ https://thelawyersedge.com/ https://www.linkedin.com/in/eliseholtzman/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love talks with Tony Karls, co-founder of Sterling Lawyers and president of Rocket Clicks, about using a podcast as a practical business-development engine. Tony explains how his team built Revenue Roadmap, a single show with two recurring formats—growth stories on Tuesdays and how-to education on Thursdays—to balance entertainment with tangible value. The podcast is treated as a cornerstone content asset: every episode is repurposed across video, audio, blogs, and social channels to reach prospects where they prefer to consume. Tony stresses keeping the show unscripted and authentic, niching hard on a clear avatar (for him, family-law firm owners), and partnering with the right communities (e.g., AAML) to book high-quality guests and create “network effects” that turn conversations into relationships. Tony shares what’s worked—and what hasn’t. With only ~68,000 family-law firms in the U.S. (most with ≤3 attorneys), chasing big vanity metrics is a distraction; serving a small, precise audience with specific problems wins. His playbook: start earlier than you think, accept that your first 40–50 episodes are reps, and move fast with “decision velocity”—ship, measure, iterate. Three takeaways for rainmakers who want to adopt the model: (1) define a narrow ICP and build episodes around their real pains; (2) deliver consistent, authentic conversations (video + audio) and atomize each episode across platforms; (3) calendar guest outreach like a pipeline (aim for 2–3 quality bookings a week), then let data—not ego—guide what you double down on next. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/W9HP-dx20Ko ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success. ---------------------------------------- This podcast is sponsored by: SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- As the President of Rocket Clicks I am responsible for integrating our Finance, HR, IT, Sales & Marketing, and Client Service teams. I am also ultimately responsible for building a healthy culture while driving P&L performance. Links: https://rocketclicks.com/ https://www.linkedin.com/in/anthonykarls/ https://www.linkedin.com/company/rocket-clicks/ Learn more about your ad choices. Visit megaphone.fm/adchoices