The Rainmaking Podcast

In this conversation, David Freeman, an award-winning consultant with over 30 years of experience coaching lawyers, shares invaluable insights for laterals at new firms. He emphasizes that success hinges on owning relationship-building and likens it to being the 'new kid in school.' David introduces the Memory Matrix for tracking relationships and offers strategies for identifying internal allies. He also discusses the importance of proactive value-giving and outlines key steps: create an integration plan, prioritize connections, and establish an accountability system for follow-through.

In this episode of The Rainmaking Podcast, Scott Love interviews Jim Camp Jr., retired Air Force Major General, author of Lead From No, and principal at the Camp Negotiation Institute. Jim shares his systematic approach to negotiation, which combines mindset, structure, and behavior to help professionals achieve stronger outcomes without unnecessary compromise. He explains why most people mistakenly equate negotiation with giving something up, and instead reframes it as “the effort to bring about an agreement with all parties having the right to say no.” Jim outlines practical tools like the negotiation checklist and journal, emphasizing preparation, emotional control, and asking the right questions to uncover an opponent’s true concerns, vision, and decision-making process. He highlights how avoiding pressure and welcoming “no” builds trust, lowers tension, and leads to more durable agreements. With stories from both business and military contexts, Jim demonstrates how negotiation skills are essential across professional services, leadership, and even everyday life. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/rVMKH3ZBKCc ---------------------------------------- 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/ ---------------------------------------- Jim, recently retired as a Major General in the United States Air Force (Jim Camp Jr.’s bio), rejoined the Camp Negotiations team after serving many years as the Commander of the Ohio Air National Guard, and National Guard Assistant to the Commander of the US Transportation Command.  Prior to dedicating his full-time efforts to military service, Jim helped build Camp Negotiations from 2000-2007 as a coach and contributor to “No, The Only System of Negotiation You Need For Work and Home.”   Serving at the National strategic level, Jim was personally responsible for negotiating the largest pay increase in history for thousands of Air National Guard Instructor Pilots.  Jim credits his military success to the Camp System of Negotiation. “If you lead people, you negotiate every day.”   Despite Jim's long military career, he’s remained an owner of Camp Negotiations and is now fully re-engaged as a coach.  His diverse leadership background, education, and military experiences bring a welcomed perspective to the Camp Negotiations Team.  In fact, Jim Camp Jr. recently published his new book, Lead from No: A Systematic Approach to Leadership Negotiation. His new work is highly acclaimed and considered to be a long-awaited sequel to his father’s book, Start with No.  His combination of business and leadership coaching stories makes a strong case that the Camp Negotiation system is highly effective and time-tested. Links: https://www.linkedin.com/in/jim-camp-jr-2a8ab79/ www.campnegotiations.com https://campnegotiations.com/lead-rom-no-book-jim-camp-jr https://campnegotiations.com/coaches Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Randy Peck (CEO) and Jordan Peck (VP of Business Development) of Peck Financial about the crucial but often overlooked issue of partner benefits during law firm transitions. Under the theme “Rainmakers Without Umbrellas”, they discuss how many high-earning partners neglect their own financial protection, leaving themselves and their families exposed when changing firms or going through mergers. From life insurance to disability and long-term care coverage, the Pecks explain how benefits often don’t keep pace with rising compensation—and why partners must treat themselves like their own clients by proactively evaluating their protection. They also highlight specific risks such as assuming new firms will provide sufficient coverage, overlooking portability of benefits, and ignoring international complications. With stories from decades of advising AmLaw 100 and 200 firms, Randy and Jordan stress that the biggest pitfall is simply looking past these issues during transitions. Their three key action steps: regularly audit your coverage, inventory benefits before moving, and compare them with offerings at your new firm. By taking these steps, partners can avoid being “rainmakers without umbrellas” and ensure long-term financial security. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kluHcPD4bqs ---------------------------------------- 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/ ---------------------------------------- Peck Financial is an established industry leader specializing in executive benefit solutions. For more than 30 years our core business has focused on developing and administering employer-sponsored executive disability, life, and long-term care insurance plans. While these plans have become more common in recent years, our clients consistently remark on our responsiveness and unmatched customer service. Links: www.peckfinancial.com https://www.linkedin.com/in/jordan-peck-992786156/ https://www.linkedin.com/in/randallpeck/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with social media strategist and LinkedIn expert Kait LeDonne about the shifting landscape of LinkedIn. Kait traces how the platform has evolved—from being a digital résumé hub to today’s creator-driven space optimized for knowledge and advice. She explains why vulnerability posts surged during the pandemic, how LinkedIn adjusted its algorithm to emphasize value-driven content, and what professionals should focus on now: consistency, storytelling, and educational insights. Kait also provides practical guidance for professional services providers who want to turn LinkedIn visibility into real business opportunities. She highlights the power of newsletters, personal branding, and using story as a bridge to credibility and trust. With actionable strategies—posting at least twice a week, engaging meaningfully with comments, and adding strategic connections daily—Kait shows how professionals can build influence, grow their networks, and convert visibility into revenue. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/o_pgpKiGDu8 ---------------------------------------- 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/ ---------------------------------------- Kait LeDonne is a personal branding expert who specializes in transforming professionals into industry leaders, forging powerful employee personal brands, and demystifying the essentials of impactful personal branding. Links: https://www.linkedin.com/in/kaitledonne-personalbrandingexpert/ https://www.kaitledonne.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Gavin Sharpe, former lawyer, global legal search firm CEO, and now performance and leadership coach, to discuss the blind spots of rainmakers. Gavin explains that blind spots are unconscious behaviors others see but we often miss—like interrupting, failing to delegate, or hiding vulnerability. Left unchecked, these blind spots create limiting assumptions such as “I’m not a natural rainmaker” or “asking for help is weakness,” which can undermine success and stall growth. Gavin shares how lawyers’ personalities and the pressures of perfectionism often reinforce these blind spots, creating a cycle of stress and missed opportunities. He offers strategies for uncovering and challenging limiting beliefs, from seeking peer and client feedback to reframing outdated stories we tell ourselves. By identifying, examining, and dismantling these beliefs, professionals can unlock untapped potential, build stronger teams, and become more effective rainmakers. Gavin closes with actionable steps to help listeners start recognizing and addressing their own blind spots. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8rGE3jRwZTM ---------------------------------------- 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/ ---------------------------------------- About Gavin Sharpe: “I blend coaching, business, and psychology, to facilitate ambitious leaders achieve their full potential. With a strong focus on the legal sector, I empower lawyers to cut through the noise, lead with purpose, and become great rainmakers.” Links: Webinar: https://www.rivierawellbeing.com/events/the-rainmaker-playbook-attracting-and-activating-top-performers/ Ditch The Pitch: Rethinking Sales in Law Managing Law Firm Talent in 2025: My Top Three Tips Lawyers Are the Biggest Imposters of Them All. I Should Know: I Am One of Them. Partners Are From Mars, Associates Are From Venus: The Real War for Talent Rainmakers Are Not The Answer To Law Firm Transformational Growth. Here Is Why What the Monaco Grand Prix Teaches Us About Performance Are You A Workaholic? Gavin Sharpe on Riviera Radio, Sept 2024 "Gavin Sharpe: Becoming a Rainmaker Starts with Mindset" Podcast www.rivierawellbeing.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Camille Stell, co-author of Respect: Insights to Attorney Compensation Plans. Together, they explore why compensation is more than just numbers—it’s about respect, transparency, and culture. Camille explains how lawyers often interpret pay as a measure of personal value, which can make compensation discussions emotionally charged. She shares insights into the complexities of law firm compensation, including the influence of multiple committees, the challenges of integrating laterals, and generational expectations around transparency. Camille also highlights how compensation strategies shape firm culture, impact collaboration, and affect retention and succession planning. She outlines emerging trends, such as rewarding team contributions, expanding non-equity career paths, and building transparency into comp systems. For law firm leaders, Camille suggests auditing current systems, aligning compensation with strategic goals, and increasing year-round communication to reduce the stress of “comp season.” Her practical guidance helps firms create fairer, more effective plans that balance individual rewards with long-term institutional success. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8roVK-hYZ48 ---------------------------------------- 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/ ---------------------------------------- Camille Stell serves as Vice President of Risk & Practice Management for Lawyers Mutual Liability Insurance Company of North Carolina, where she provides coaching and consulting on succession planning, law firm compensation, and law firm innovation. She is a legal industry leader in law firm management, business development, and strategic planning. A Fellow in the College of Law Practice Management, Camille is a sought-after speaker and writer, having taught CLEs and led workshops for attorneys and legal professionals nationwide. A Meredith College graduate, she has been recognized by North Carolina Lawyers Weekly and the Triangle Business Journal for her leadership and impact. Camille is the co-author of two books written during the pandemic: Designing a Succession Plan for your Law Practice: A Step-by-Step Guide for Preparing Your Firm for Maximum Value, published in 2021 and RESPECT: Insights in Law Firm Compensation, 2nd Edition published in October 2024. Links: Contact: Camille@lawyersmutualnc.com Direct Dial: 919.447.3354 https://www.linkedin.com/in/camillestell/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Sue Heilbronner, executive coach, speaker, and author of Never Ask for the Sale: Supercharge Your Business with the Power of Passionate Ambivalence. Sue explains why many professional services providers resist selling themselves and how to shift that mindset by embracing authenticity and confidence. She introduces the concept of passionate ambivalence—the ability to be genuinely excited about opportunities while remaining unattached to the outcome. This approach helps professionals appear more credible, command higher fees, and attract long-term clients. Sue also addresses common challenges such as imposter syndrome, over-eagerness, and desperation in sales. She emphasizes qualifying prospects, presenting yourself as the product, and building thought leadership through strong digital presence and meaningful contributions. With practical strategies for pricing, follow-up, and conference networking, Sue provides actionable insights for professionals looking to transform their approach to business development and rainmaking. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/va71ZBSew5s ---------------------------------------- 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/ ---------------------------------------- Sue is a sought-after speaker, startup CEO, mentor, adjunct professor of entrepreneurship, facilitator, strategic advisor, Conscious Leadership coach, co-founder of the MergeLane investment fund, creator of the Leadership Camp training program for high-potential leaders, former federal prosecutor, and a direct and fearless catalyst for change. Sue has the privilege of bringing her speaking, TED and TEDx-style speaker coaching, facilitation, coaching, Conscious Leadership, and consulting expertise to companies around the world. She’s worked with teams and leaders from Facebook, G2, Salesforce, Gainsight, Kiva, Uptake, Oracle, and more. Sue has been a CEO and CRO for digital marketing, technology, and e-commerce companies since the earliest days of the Internet. She began her career as an attorney – last as a federal prosecutor with the United States Department of Justice Civil Rights Division. She transitioned to business by founding an online baby gift company in 1999, which she later sold when she joined Discovery Communications, the parent company of Discovery Channel and 15 other international networks. Sue went on to lead companies in the interactive travel, digital publishing, e-commerce, home maintenance, and online education sectors. Sue serves as a mentor with Techstars and an adjunct professor of law and entrepreneurship at the University of Colorado Law School. Sue is a powerful presence who inspires audiences with her authenticity, directness, quick mind, and humor. Sue earned a BA from Oberlin College and a JD and Master of Public Policy from Duke University. She lives in Boulder and Chicago. Links: https://www.heysue.com/ https://www.heysue.com/never-ask-for-the-sale https://www.linkedin.com/in/sueheilbronner/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love sits down with Patrick Morin, CEO of Transact Capital, to discuss how rainmakers can maximize their time at conferences. Patrick shares proven strategies that have generated millions in business, from doing research and segmenting attendees before arrival, to positioning yourself in the right places—like across from registration desks or in the front rows of sessions—to build meaningful connections. He emphasizes preparation, authenticity, and focusing on relationship-building rather than selling. Patrick also highlights post-conference follow-up tactics that strengthen client development, such as sending short, thoughtful notes and sharing industry intelligence without expecting anything in return. He stresses the importance of speaking opportunities, attending offsite events, and maintaining high energy throughout the conference to create loyal connections. His practical insights show how professionals can turn conferences into powerful rainmaking opportunities. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/m2BP_nXHcNI ---------------------------------------- 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/ ---------------------------------------- Patrick Morin is the CEO of Transact Capital Partners, an investment banking firm specializing in mergers and acquisitions of technology, Human Capital Management, industrials, and veteran-led companies. Patrick has two professional roles: 1. Merger & Acquisition advisory to Staffing, EdTech, PropTech, and SaaS companies. 2. Professional speaker addressing conventions, conferences, and corporate & association meetings across the US and internationally on the subjects of M&A strategies and building high-performance corporate cultures. Links: https://transactcapital.com https://www.linkedin.com/in/patrickmorin/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Catherine MacDonagh, a legal industry consultant and author of Lean Six Sigma for Law. Catherine explains how process improvement—defined as analyzing and refining repeatable, describable steps to achieve better outcomes—can significantly enhance client service, profitability, and rainmaking. She notes that while lawyers often resist by saying every matter is unique, many steps in legal work and firm operations (like intake, billing, or onboarding) are recurring processes ripe for improvement. By using tools such as scorecards, impact/ease matrices, and stakeholder analysis, firms can identify high-impact areas, streamline workflows, and improve both client and employee experiences. Catherine shares real-world success stories, including a global law department that collaborated with a law firm to reduce billing inefficiencies and deepen their relationship. She stresses the importance of involving cross-functional teams, listening to the “voice of the client,” and embedding change management into the process. Continuous improvement, she argues, is not just about efficiency—it’s about building stronger client partnerships and staying competitive. Catherine closes with three action steps: start by trying small improvements, commit to continuous learning, and build skills in Lean, Six Sigma, and related disciplines. Her message is clear: process improvement works in law, and adopting it can transform rainmaking efforts and client development. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/Q36c2IBRpdc --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- A Legal Lean Sigma® Black Belt and a certified Six Sigma Green Belt, Catherine is the CEO and a Founder of the Legal Lean Sigma Institute, LLC. LLSI offers consulting and the first and only process improvement and project management certifications, courses, and workshops designed for the legal profession. Catherine created Legal Lean Sigma®, the award winning Legal WorkOut® and Legal Lean Sigma® Design Thinking. Links: https://www.linkedin.com/in/catherinemacdonagh/ https://legalleansigma.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with Jeff Brandeis about how professionals can use webinars as a powerful tool for rainmaking. Jeff explains that too many webinars fall flat because they are one-sided PowerPoint presentations that disengage audiences. Instead, he emphasizes creating interactive experiences—adding music, visuals, polls, and live engagement to keep participants interested. By building rapport with attendees—just as one would in a networking conversation—presenters can foster the know-like-trust factor essential for winning new business. Jeff also highlights the importance of asking the right questions, adapting content based on audience responses, and using storytelling to create authentic connections. The discussion also touches on practical strategies to elevate webinars into true business development platforms. Jeff advises presenters to avoid “death by PowerPoint” by limiting slides to a few bullet points and keeping themselves on screen to maintain presence. He underscores the importance of a clear call to action—whether scheduling a consultation, downloading a guide, or visiting a website—and suggests using QR codes to streamline engagement. Finally, Jeff offers three action steps: audit your past webinars to assess engagement, reduce reliance on slides in favor of conversation, and integrate polls, questions, and interactive elements throughout. By doing so, rainmakers can transform webinars from passive lectures into dynamic business-generating conversations. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/OVMKVK0eNmg --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- 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/ ---------------------------------------- Are you ready to elevate your webinar game and captivate your audience like never before? Welcome to Engaging Webinars, where we specialize in helping professionals create dynamic and interactive virtual presentations that drive engagement and boost sales. Our Mission: To empower you with the tools and strategies needed to deliver compelling webinars that not only inform but also inspire and engage your audience. Links: https://www.linkedin.com/in/jeffbrandeis/ https://engagingwebinars.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices