The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Flora, VP of Sales and Marketing at Leopard Solutions, about building trust and rapport with client prospects. Phil shares insights from his 20+ years in professional sales, emphasizing that people do business with those they trust. He highlights the importance of authenticity, asking the right questions, and setting clear expectations to create long-term client relationships.Key topics include developing a client-centric sales approach, understanding the “buying journey” to align with client needs, and overcoming objections by positioning yourself as a trusted advisor. Phil also discusses how COVID-19 reshaped B2B sales, making virtual communication a key tool for building relationships. He shares actionable strategies for setting proper expectations, leveraging insights to add value, and maintaining consistent follow-up to strengthen client connections. Whether you’re in legal sales, consulting, or professional services, this episode offers practical guidance on fostering trust and driving business growth.Visit: https://therainmakingpodcast.com/---------------------------------Phil Flora, VP of Sales & Marketing, Leopard Solutions – Phil has been with Leopard Solutions since March 2020 and oversees all sales, marketing, and client support functions for Leopard Solutions. He has over 20 years of legal industry experience, working previously for ALM, Acritas, and Leadership Connect in a variety of roles but specifically focused on client development, retention, and satisfaction with law firms, legal recruiters, law schools, and legal technology providers. 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/Links:Phil@leopardsolutions.comwww.leopardsolutions.comhttps://www.linkedin.com/in/philflora/  Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Amber Hurdle, branding expert and CEO of Employer Brand Central, about how professionals can build a strong personal brand within a larger institutional brand. Amber explains that personal branding is not about self-promotion but about intentionally shaping how others perceive your value. She emphasizes the importance of self-awareness, strategic positioning, and leveraging branding to attract the right opportunities and business growth.Key topics include identifying your unique strengths through self-assessment and feedback, developing a subject matter expertise (SME) niche, and using content to establish authority in your industry. Amber also highlights the importance of LinkedIn as a branding tool, offering practical tips on posting consistently and engaging with your network. Whether you're in a law firm, consulting firm, or corporate environment, this episode provides actionable strategies to help professionals differentiate themselves and elevate their brand.Visit: https://therainmakingpodcast.com/-----------------------------------Amber Erickson-Hurdle helps organizations build reputations that attract, retain, and inspire top talent. As CEO of Employer Brand Central, Amber helps professionals connect the combined value of personal brands, employer brands, and business brands to increase market share and profitability, reduce turnover, and amplify satisfaction among customers and employees alike. Amber was recognized by Global Gurus for being among the top 30 brand professionals in 2020-2022, ranking #8 in the world for 2022. Although she is an in-demand keynote speaker, multi-award-winning consultant, and coach, she always finds time for her two adult kids, her Cavapoo Gibbs, and all of the outdoor activities she can squeeze in at home or on the road. 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/Links:amber@employerbrandcentral.comemployerbrandcentral.comhttps://www.linkedin.com/in/theamberhurdle/https://www.linkedin.com/company/employer-brand-central/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Fletcher, marketing strategist and business development expert, about the importance of defining a clear target in professional services. Eric explains that many professionals fail to attract ideal clients because they don’t have a well-defined target, leading them to rely on chance rather than strategy. He emphasizes the need to develop a specific client profile and align business development efforts with clear goals.Key topics include how to create an ideal client profile by focusing on industry, revenue size, and key decision-makers, as well as identifying "allies"—trusted professionals who already have relationships with potential clients. Eric also discusses the benefits of refining a target over time, mapping out business development plans in six-month increments, and leveraging strategic networking to build valuable connections. This episode provides practical steps for professionals looking to enhance their client acquisition strategy and achieve sustainable growth.Visit: https://therainmakingpodcast.com/---------------------------------As a former Chief Marketing Officer, advertising agency Director and broadcaster, Eric Fletcher has more than 35 years of experience designing and implementing communication and go-to-market strategies for global accounting, consulting, law, and other professional service firms. His communication has been recognized with national awards from the advertising, marketing, and broadcast production communities.In the business development and sales arena he has designed and led successful individual pursuits for as much as $500 million in new business. And he has trained and coached more than 2000 professional service providers.Today he advises leadership teams as well as individual professional service providers in the creation of frameworks for marketing and sales strategies that align with values and mission, and instigate measurable organic growth. Eric is a TEDx speaker, a forbes.com contributor, the co-author of two books, a blogger on marketing, business development, and leadership (since 2002), and keynotes on leadership, the dynamism of vision, and conversations that matter. He is a former member of the CMO Advisory Board for Thomson Reuters and the Advisory Board for the SNHU Masters in Marketing program. He and his family reside in the Austin, Texas area.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/Links:https://www.linkedin.com/in/ericfletcher/https://twitter.com/ericfletcherhttps://ericfletcherconsulting.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lee Coffee, executive coach, professional speaker, and former senior military leader, about building high-performance teams. Lee shares his leadership insights from his experience in the military and corporate environments, emphasizing the importance of trust, communication, and emotional intelligence in driving team success. He explains how leaders can create a psychologically safe environment where team members feel valued, motivated, and empowered to perform at their highest potential.Key topics include fostering trust as the foundation of leadership, managing ego to encourage collaboration, and leading with emotional intelligence to navigate difficult conversations effectively. Lee introduces the concept of putting stress between the person and the task—not between the leader and the person—when addressing performance issues. He also shares strategies for managing uncertainty, holding difficult conversations, and coaching team members to maximize their potential. This episode provides actionable steps for leaders looking to cultivate stronger, more engaged, and high-performing teams.Visit: https://therainmakingpodcast.com/---------------------------------Lee N. Coffee, Jr. is an expert at Maximizing Human Potential. He held multiple positions of increasing responsibility during 24 years of Active Federal Service (AFS) in the U.S. Army, ultimately serving as the advisor to a Two-Star General. His talents have contributed to various industries, including Executives in Healthcare, the Department of Justice, Financial, Insurance, Prisons, Museums, and Police Organizations. Lee coaches to the human soul.The focal point in a coaching relationship is the well-being of the client. To achieve the best outcomes, Lee and his clients co-create a safe space based on trust, open communication, and mutual respect. He combines the creativity of storytelling with the analysis of philosophy, psychology, nursing, and leadership best practices to offer a multidisciplinary coaching synthesis. The central focus of a Diversity, Equity, and Inclusion workshop are for participants to recognize the humanity of others.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/ Links:www.torescue.comhttps://www.linkedin.com/in/lee-coffee/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bruce Lafetra, business development strategist and speaker, about achieving clarity in business development. Bruce explains how law firms and professionals can attract their best clients by identifying what truly makes them valuable. He emphasizes that clients don’t hire professionals for the work they do—they hire them for what they can accomplish because of that work. By shifting their perspective, firms can focus on attracting the right clients while eliminating those who drain resources and profitability.Key topics include how to identify ideal clients, understanding why they choose your firm, and leveraging those insights to generate more high-value business. Bruce shares the importance of interviewing best clients to uncover their real reasons for working with you, using storytelling to highlight differentiation, and refining marketing messaging to remove self-centered language. He also discusses the "us, we, our" test—an exercise to shift the focus from the firm to the client. This episode offers actionable strategies for firms looking to build stronger relationships, increase profitability, and create a sustainable business development strategy.Visit: https://therainmakingpodcast.com/---------------------------------Bruce La Fetra is a business development catalyst and speaker working with attorneys and law firms to fundamentally change how and who generates business. Focusing on their Best Clients sets in motion a virtuous cycle where revenue grows, profitability increases, and the business development cycle shortens as the firm attracts more of its Best Clients.Clients call Bruce The Client Whisperer because he interviews a firm's Best Clients to reverse-engineer that firm's secret sauce and gains highly credible and actionable insights.Bruce consults with small to mid-sized law firms, coaches individual attorneys, and speaks to firms retreats, and Managing Partner peer groups.Bruce earned a degree in Economics, cum laude, from Claremont McKenna College and a MBA from the Tuck School at Dartmouth College. He is also a trained facilitator. Bruce isn't an attorney, but he is married to one.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/Links:Bruce@EastwoodStrategy.comhttps://LinkedIn.com/in/brucelafetraLink for whitepaper: https://EastwoodStrategy.com/TRP Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Darryl Cross, sales coach and author of Cultivating Excellence, about building a high-performance culture for rainmakers. Drawing from his experience as the first in-house sales coach at Norton Rose Fulbright, Darryl shares how professionals can develop a growth mindset, embrace coaching, and continuously refine their sales approach. He emphasizes that success isn’t about working harder but about making small, incremental improvements that lead to lasting impact.Key topics include the importance of team-based sales, focusing on a core group of high-value relationships, and shifting from a transactional mindset to a client-centric approach. Darryl also introduces the concept of functional reserve—unlocking untapped potential by overcoming complacency and self-imposed limitations. He explains how professionals can apply lessons from elite training programs, such as those used by astronauts and top athletes, to build resilience and improve performance. This episode is packed with actionable insights for professionals looking to elevate their business development skills and drive long-term success.Visit: https://therainmakingpodcast.com/--------------------------------Darryl Cross serves as the first in-house coach for Norton Rose Fulbright where he builds scalable sales programs and helps partners build their own impactful practices that mutually benefit clients and the firm. He has more than 25 years of experience in the legal industry and is an internationally known expert on high performance. His experience includes serving as a law firm Chief Marketing Officer, Vice President of Performance Development and Coaching at LexisNexis, and Head of Global Sales Enablement for Intapp. Darryl also served as the head of the Sales Skills and Methodology global strategy team for Amazon Web Services (AWS) and was the founder of HighPer Teams, a high-performance consultancy. Darryl has researched astronauts, pilots, athletes, Navy SEALs, surgeons, trial lawyers, and other professions where the high consequences for failure demand a higher standard of preparation. He has spoken to over 10,000 lawyers and business executives from over 100 countries on five continents on how to maximize performance and business results. Darryl is an evangelist on using the power of team dynamics to improve personal performance. He is the only Certified Team Performance Coach dedicated to the legal industry. To recharge his batteries, Darryl volunteers as the Head Coach of the Washington (D.C.) Irish Rugby Football Club, speaks to audiences on physical well-being for busy executives and enjoys chasing his 4-year-old granddaughter around the playground the best he can.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/Links:Book: Cultivating Excellencehttps://www.amazon.com/gp/product/B071NN3B43/ref=dbs_a_def_rwt_hsch_vapi_taft_p1_i0https://www.linkedin.com/in/darrylcross/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Blane Prescott, managing shareholder of Mesa 5, about the counterintuitive challenges law firms face with partner compensation. Blane, an expert in law firm strategy and growth, explains how traditional compensation models often fail to motivate partners effectively and why incentives alone don’t create new rainmakers. He highlights the need for firms to focus on aligning compensation with each partner’s strengths rather than enforcing a one-size-fits-all approach.Key topics include why financial incentives don’t drive business development skills, the risks of relying too much on profitability metrics, and how excessive data can create confusion and dissatisfaction. Blane also discusses the differences between open and closed compensation models, the importance of trust and leadership in firm culture, and why law firms should track origination credits fairly. This episode offers valuable insights for law firm leaders looking to refine their compensation structures and create a more engaged, high-performing partnership.Visit: https://therainmakingpodcast.com/----------------------------------Blane Prescott is a consultant and the Managing Shareholder with MesaFive, LLC, (www.mesafive.com) and has more than 30 years of experience working in the legal profession. He works with law firms and in-house counsel throughout North America, Asia, and Europe.MesaFive, LLC is a boutique management consulting firm serving law firms and in-house legal departments and focuses on strategy, structure, and growth.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/Links:https://www.linkedin.com/in/blane-prescott-98506948/https://www.mesafive.com/Here is the link to the article:https://www.mesafive.com/_files/ugd/992d67_89f5c27db09241f4a6db8c7918b5dd1e.pdfAll Articles:https://www.mesafive.com/insights Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Dewey, business development expert and author of Power Grids, about building high-value professional networks that drive business growth. Eric explains the difference between traditional networking and creating a "power grid"—a curated, strategic network of 150 key connections that foster meaningful relationships, generate opportunities, and provide valuable insights. He shares actionable strategies for professionals looking to strengthen their business development efforts through intentional and systematic relationship-building.Key topics include the essential characteristics of a strong power grid—broad, deep, diverse, and responsive—along with how to categorize connections into key roles such as navigators, decision-makers, influencers, and referral sources. Eric also introduces his four-step framework for outreach: Share, Care, Pivot, and Plus Up, helping professionals make their outreach efforts more effective and engaging. Whether you're an attorney, consultant, or professional service provider, this episode provides a structured approach to developing a powerful network that consistently delivers results.Visit: https://therainmakingpodcast.com/-------------------------------------Eric Dewey, MBA is an expert in driving growth and market penetration in professional service firms. His experience includes the chief marketing executive roles in four law firms including two AmLaw 200 law firms and the largest plaintiffs’ securities class action firm in the U.S. With over 25 years of marketing and business development experience in the legal, financial services, and commercial real estate industries, Dewey brings executive level leadership, sound business judgment, innovative strategies and a breadth of practical knowledge to his engagements.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/Links:Amazon Link to book: Power Grids by Eric Dewey ( http://tiny.cc/dffzuz )Link to the Admin Support for Business Development handout from the book. Use Code ‘Power Grids’ ( https://www.elegaltraining.com/product-page/administrative-support-for-business-development )Link to eLegal Training course catalog ( http://tiny.cc/effzuz )https://www.linkedin.com/in/ericgdewey/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business development expert, professional speaker, and co-author of Rainmaker Confidential. Mark shares his insights on crafting effective business development strategies and positioning yourself as a trusted advisor by focusing on outcomes rather than titles or services. Drawing from decades of experience, Mark provides actionable advice for building a strong foundation in business development that leads to sustainable success.Key topics include the importance of a defining statement to articulate the outcomes you deliver, creating a profile of your ideal client to focus efforts effectively, and maintaining a mix of strategies for consistent results. Mark emphasizes the value of identifying your referral sources, fostering authentic relationships, and leveraging a clear understanding of what drives client satisfaction. This episode offers practical tools for professionals seeking clarity and direction in their business development efforts.Visit: https://therainmakingpodcast.com/--------------------------------Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one-to-one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business. https://www.markleblanc.com/ If you like what you have heard from Mark during this interview, I would encourage you to go to his website and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever!Check out Mark's electronic version of his book, Growing Your Business!www.growingyourbusiness.com Mark also is the coauthor, along with Scott Love and Henry Devries, of Rainmaker Confidential. For more information about the book visit www.rainmakerconfidential.com. You can order the book through your favorite book retailer here:https://rainmakerconfidential.com/book/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/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love interviews Darrell Amy, author of Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Darrell shares his insights on creating exponential revenue growth by aligning sales and marketing strategies to achieve measurable, sustainable results. Drawing on his extensive experience in sales leadership and digital marketing, he provides actionable steps for business leaders to optimize their growth strategies and leverage opportunities.Key topics include the two drivers of exponential growth—acquiring new clients (net new) and increasing revenue from existing clients (cross-sell)—and how aligning these areas can double revenue in just 36 months. Darrell emphasizes the importance of focusing on client outcomes rather than products, mapping out the client experience to identify friction points, and creating a seamless journey from onboarding to cross-selling. He also discusses setting clear goals, identifying ideal clients, and fostering a culture where everyone in the organization contributes to revenue growth. This episode offers a roadmap for leaders to fine-tune their strategies and build a high-performing revenue engine.Visit: https://therainmakingpodcast.com/-------------------------------------Darrell knows how to help businesses grow. Rolling up his sleeves, he works behind the scenes with executives, sales leaders, and marketing professionals to develop and execute revenue growth strategies. He knows what works and what doesn’t, and he is sharing this information in his new best-selling book "Revenue Growth Engine: How To Align Marketing and Sales to Accelerate Growth".Over the past 27 years, Darrell has been a leader in sales and marketing, giving him a unique perspective on sales and marketing alignment. In sales, he has trained over 1,000 salespeople and developed training programs for multiple Fortune 500 companies. Since 2004, he has also led a marketing agency, helping companies leverage the latest digital marketing strategies.As a member of the Forbes Business Council and the C-Suite Network Advisors team, Darrell advises executives on ways to grow. He co-founded Convergo, a firm that helps companies align marketing and sales to drive growth. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast.As a board member of several non-profit organizations, Darrell is especially passionate about helping companies increase revenue so they can give back to their communities and impact the world.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/Links: Website: https://www.revenuegrowthengine.com/Free Tool Kit: https://www.revenuegrowthengine.com/free-tool-kitRGE LinkedIn: https://www.linkedin.com/company/revenue-growth-engine/Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/  Learn more about your ad choices. Visit megaphone.fm/adchoices