The Rainmaking Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brenda Pontiff, managing principal of PartnerTrack Academy, about how law firms can adopt big four accounting firm strategies to strengthen their business development efforts. Brenda, a Six Sigma-trained sales executive, explains why law firms often lag behind their accounting counterparts in developing structured sales processes, client relationship management systems, and innovative service offerings.

She highlights the importance of creating a clear sales playbook, tracking client interactions with robust technology, and designating leaders to drive service innovation. Brenda also shares how law firms can better support lateral partners by ensuring smooth client transitions and providing meaningful business development resources. Her insights offer actionable strategies for firms seeking to enhance client satisfaction, increase revenue, and stay competitive in a rapidly evolving legal market.

https://therainmakingpodcast.com/

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Brenda Pontiff is a Six Sigma trained, client-facing business development executive bringing Big 4 sales strategies to global law firms. She is the managing principal of Partner Track Academy and provides management consulting. as well as sales coaching and workshop facilitation. to help individual lawyers, as well as firms, improve client satisfaction while increasing revenues. Brenda is also the Senior Marketer Liaison for the Los Angeles Steering Committee of the Legal Marketing Association.  

http://www.partnertrackacademy.com/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Stacey Brown-Randall, author of Generating Business Referrals Without Asking and host of the Roadmap to Grow Your Business podcast, about how professionals can build a consistent referral pipeline without the discomfort of directly asking for referrals. Stacey shares her proven strategy for earning referrals naturally by fostering authentic relationships, positioning oneself as a trusted expert, and understanding what motivates others to recommend you.

Drawing from her own experience as a three-time entrepreneur, Stacey explains why traditional referral tactics—such as offering incentives or requesting referrals outright—often backfire. Instead, she emphasizes the importance of nurturing referral sources, recognizing their role as problem solvers, and consistently providing value. Listeners will gain actionable insights on identifying their top referral sources, developing a sustainable referral plan, and using “referral seeds” to stay top-of-mind without resorting to gimmicks.

This episode is ideal for professionals seeking to expand their business through meaningful connections and genuine relationship-building.

https://therainmakingpodcast.com/

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Stacey Brown Randall is the multiple award-winning author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast and national speaker.

She has had the privilege of helping well-known corporations and franchises but her focus is on small business owners and solopreneurs including HM Properties, O’Connor Insurance Associates, Keller Williams Real Estate, Farris Cooke CPA, Tyra Law Firm, Nicole Odom Coaching, Slater Interiors, HF Financial, Kintsugi Home Staging, Financial Symmetry, Rae Images, CAJA Bookkeeping, and hundreds more.

Stacey has been featured in national publications like Entrepreneur magazine, Investor Business Daily, Forbes, CEO World, Fox News, Cheddar TV Network and more.

She received her Master’s in Organizational Communication and is married with three kids.

https://www.staceybrownrandall.com/

https://www.staceybrownrandall.com/quiz

Book link on Amazon: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269/ref=sr_1_2?crid=39MDIKFER2FKU&dchild=1&keywords=generating+business+referrals+without+asking&qid=1597412491&s=books&sprefix=generating+business%2Caps%2C233&sr=1-2

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Jill Huse, co-founder and partner of Society54, about how law firm leaders can navigate change and strengthen client relationships during challenging times. With over 20 years of experience in professional services marketing, Jill shares insights on how attorneys can become trusted advisors by understanding and addressing client needs with empathy and adaptability.

Jill emphasizes the importance of staying connected with clients, asking thoughtful questions, and positioning oneself as a valuable resource, particularly during moments of uncertainty. She also discusses how leaders can foster resilience within their firms by creating open channels of communication, seeking constructive feedback, and embracing conflict as an opportunity for growth. Additionally, Jill advocates for building a personal board of advisors to gain perspective and continually grow as a leader.

This episode offers actionable advice for professionals seeking to lead with confidence, build stronger client relationships, and turn challenges into opportunities.

https://therainmakingpodcast.com/

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Society 54 Co-Founder and partner, Jill Huse, is highly regarded for her progressive ingenuity, research-based strategy and, most importantly, her ability to deliver results for clients.

She has worked in professional services marketing for over twenty years internally leading the marketing and BD function within accounting and law firms, and for the last five years in the consulting capacity. She possesses an innate ability to identify, encourage and develop her clients’ unique and differentiating professional strengths, and to help clients leverage these strengths to meet and exceed bottom line goals.

Jill is a tenured member of the Legal Marketing Association (LMA), currently serving as 2020 president of the International Board of Directors and previously in various leadership roles within the organization for the past 12 years. Additionally, she is one of the founding members of Law 2.5, a roundtable think tank focused on the future of the legal industry and how to implement and lead change. Additionally, Jill has obtained certifications in coaching, leadership, gamification and change management, and received her Masters In Law Firm Management from George Washington University.  

https://society54.com/compare-training-options

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business coach and author of Growing Your Business, about how professionals can achieve greater success by adopting an “extreme sliver of focus.” Mark shares how narrowing your priorities, setting clear monthly benchmarks, and taking deliberate daily actions can lead to consistent growth. He introduces the concept of throwing away traditional annual goals in favor of a more agile and intentional approach, emphasizing the importance of tracking progress every 30 days.

Mark encourages listeners to ask themselves two simple but powerful questions every day: “What am I doing today to book my optimistic sales target?” and “What did I do today to move closer to that goal?” By focusing on activities within their control—such as client outreach, networking, and relationship-building—professionals can create sustainable momentum. His insights provide a practical framework for those seeking to break free from distraction, stay accountable, and maximize their business development efforts.

https://therainmakingpodcast.com/

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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. On a personal note, next Summer, he will go on a short, five-hundred-mile walk across Spain – for the fourth time!

https://www.markleblanc.com/

If you like what you have heard from Mark on this interview, I would encourage you to go to his web site 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

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Liz Wendling, attorney coach and author of The Rainmaking Mindset and Consultations That Convert, about how lawyers can confidently sell their services without feeling like they’re “selling.” Liz specializes in helping attorneys build authentic connections during client consultations, ensuring that potential clients see them as trusted advisors from the very first conversation.

Liz emphasizes that most attorneys were never taught how to effectively present their value, often relying on outdated, ineffective approaches. She advocates for creating a strong opening by leading conversations with confidence, asking thoughtful questions, and making personal connections that go beyond small talk. By focusing on establishing trust early, attorneys can guide clients through a clear, solution-oriented conversation that naturally results in more signed agreements.

This episode is full of actionable advice for legal professionals seeking to enhance their business development skills, stand out from competitors, and convert more consultations into lasting client relationships.

https://therainmakingpodcast.com/

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Liz Wendling is the rainmaking attorney coach and the author of The Rainmaking Mindset and Consultations That Convert. Attorneys from all over the world seek Liz out when they want to discover how to maximize their business development skills and win more business. Liz understands the challenges that attorneys are facing when selling their legal services in today's competitive and post-Covid-19 environment.

Whether it is for her one-on-one consulting, group coaching, multiple-day training, or workshops, Liz will work with you to customize programs around your specific needs, challenges, and objectives.

She is known for her high-energy, straight-forward, interactive, and result-oriented programs and presentations.

Free audio training - https://www.therainmakingcoach.com/free-gift-2/  

Website: www.therainmakingcoach.com

The Rainmaking Mindset For Attorneys - https://www.amazon.com/Rainmaking-Mindset-Attorneys-Attracting-Increasing/dp/0984676694/

Consultations That Convert - https://www.amazon.com/Consultations-That-Convert-Attorneys-Interested-ebook/dp/B01N5RJAU3

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Lisa Apolinski, digital strategist and author of Weathering the Digital Storm, about how professionals can use storytelling to elevate their digital content strategy and drive client engagement. Lisa, known as "America's digital content futurist," shares insights from her upcoming book, Persuade with a Digital Content Story, and explains why content that solves problems—not content that sells—is what cuts through digital noise today.

Lisa introduces a six-step formula for creating compelling digital stories that position the client as the hero, the challenge as the nemesis, and the professional as the trusted mentor. She explains that when your content tells an emotionally engaging story that helps the audience envision their own success, it removes price objections and competitive comparisons. Instead of focusing on features and benefits, Lisa emphasizes building content that adds value, resonates emotionally, and guides the reader toward a clear takeaway.

This episode offers a fresh approach for rainmakers and professionals looking to turn their expertise into influence and generate real business through thoughtful, purpose-driven content.

https://therainmakingpodcast.com/

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Lisa Apolinski is the CEO of 3 Dog Write, a digital consulting agency. She works with businesses who want to accelerate revenue and take market share using digital means. As a speaker, she teaches business leaders how to affect sales growth with their digital content strategy. In the last eight years, she has helped her clients create nearly $1 billion in revenue growth. Her book, Weathering The Digital Storm, is used by businesses globally to fortify their digital growth strategies in unpredictable times. Because of her thought leadership on digital engagement, she has been dubbed “America’s Digital Content Futurist”. Her next book, Persuade With A Digital Content Story, will be available this fall.

https://3dogwrite.com/ (Agency website)

https://weatheringthedigitalstorm.com/ (Book website)

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeanne Stafford, a communications expert, facilitator, and improv performer, about how professionals can improve client relationships by learning to communicate through conflict and uncover practical solutions. Drawing on her experience in political fundraising, improv comedy, and executive coaching, Jeanne shares how embracing discomfort, shedding ego, and speaking with clarity can transform difficult conversations into growth opportunities.

Jeanne explains that today’s business climate—especially in times of crisis—requires leaders and rainmakers to listen deeply, speak in solutions, and create cultures of compassion and responsiveness. She introduces the idea that “problems are in style,” meaning that people are increasingly open about challenges—but real influence comes from helping others move from conflict to action. Jeanne also stresses that trust is earned not by talking about yourself, but by demonstrating understanding, authenticity, and actionable insight.

This episode offers valuable tools for professionals who want to deepen client loyalty, reduce communication breakdowns, and inspire others with a message of renewal and resilience.

https://therainmakingpodcast.com/

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Jeanne M. Stafford is a facilitator, coach, improvisor, and mother of two strong men. Her methods infuse experiences from over 20 years in politics and improv comedy.

Jeanne’s clients and audiences learn to communicate The Power of YES as they simplify, streamline and strengthen their spoken and written words increasing productivity at work and home.

Jeanne is the author of Think. Drink. Eat. Move.: 4 Steps to YES, a book modeling how her readers can say YES to themselves and become more efficient. Her next of eight books will be released in the spring of 2021.

Jeanne is the President-Elect of the National Speaker’s Association, New York City Chapter. She’s the host of Jeanne Stafford’s Networking Dinner in New York City where she features fellow speakers and creates a space for leaders to grow in their communication

She’s volunteered on several non-profit boards in education and the arts. Today, Jeanne serves as the Chairman of the Board of the Beljanski Foundation which funds research for natural cures for cancer and chronic disease. 

Jeanne’s clients and audiences enjoy increased confidence in their ability to generate the success they seek.

https://jeannemstafford.com/

https://www.linkedin.com/in/jeanne-m-stafford-0b64b15/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with legal marketing strategist Yolanda Cartusciello about how professionals can build meaningful client relationships and adapt their business development efforts in a post-pandemic world. Drawing on her extensive experience leading marketing and BD functions at major firms like Debevoise and Cleary Gottlieb, Yolanda shares why active listening, empathy, and creative outreach matter more than ever in times of uncertainty.

Yolanda explains that the pandemic disrupted traditional rainmaking methods like in-person meetings and events, forcing professionals to rethink how they connect. Rather than relying on outdated tactics or pushing clients into uncomfortable formats like Zoom, she urges listeners to ask clients how they prefer to engage and offer support that meets them where they are. She emphasizes the importance of helping clients navigate their own shifting journeys and becoming a trusted guide by delivering timely, tailored insights—not just generic updates.

Yolanda also highlights the power of content marketing, client journey mapping, and relationship referrals, especially when combined with sincerity and a deep understanding of each client’s challenges. This episode is packed with practical strategies for growing your network, preserving loyalty, and delivering value in a world that’s still adjusting to a new normal.

https://therainmakingpodcast.com/

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For more than 20 years, Yolanda Cartusciello has served in senior administrative leadership roles in major law firms, including Debevoise & Plimpton and Cleary Gottlieb. At both firms, she led the marketing teams, as well as profile enhancement strategies, comprehensive client interview programs, and practice and lateral partner rollouts. She has also developed business development and communications training and coaching programs for lawyers at all levels. Recently, Yolanda, together with her colleagues, has launched Solutions Delivered, a new cost-effective service to offer remote quality senior strategy and administration to solo practitioners and small to mid-sized firms.  

https://ppandcconsulting.com/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Susan Freeman, a speaker, consultant, and advocate for gender equity in professional services, about how professionals can elevate their client development approach through better conversations, deeper listening, and authentic relationships. Drawing on her background in financial and legal services, Susan emphasizes the difference between marketing (reputation-building) and business development (relationship-building) and highlights why listening—especially what she calls “third-level listening”—is the true driver of trust and influence.

Susan explains that successful client conversations are less about pitching and more about uncovering what truly matters to the client—their goals, frustrations, and unspoken concerns. She shares how asking thoughtful, open-ended questions and responding with empathy can position professionals as trusted advisors, not just service providers. The ultimate goal, she argues, isn’t just to close a deal, but to create long-term client loyalty—where clients become advocates who refer and align their reputation with yours.

This episode offers a fresh perspective on how to lead with empathy, ask smarter questions, and build meaningful trust—especially in a business climate where authentic connection matters more than ever.

https://therainmakingpodcast.com/

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Susan Freeman is a leader in the fight to help women in business communicate effectively with the world -- and to help men communicate effectively with women in business. In her work with clients and as a public speaker, Susan draws on her experiences as a sales executive in the financial services industry, a business developer and leader in the legal industry and her graduate-level studies in Communications.

Susan’s passion for helping women succeed drives her and the business she has created. Her enthusiasm for the benefits of building meaningful relationships is long-standing and authentic. As such, her network is extensive, and she does not hesitate to use it to help her clients and friends to succeed. She excels at building relationships and helping others to do the same by teaching professionals to communicate in ways that are clear, genuine and meaningful. She is the ultimate “dot-connector” and is constantly looking for ways to help others achieve their goals.

Susan is the co-author of the book, “THE ULTIMATE WOMEN ASSOCIATES’ LAW FIRM MARKETING CHECKLIST” and has been published by numerous professional journals on the topics of communication, sales, and business development. She is also a frequent guest on many podcasts, sharing her knowledge, insights and wit.

Susan’s work is focused on the academic research and major social scientists in the field. Susan was graduated with honors from Hawaii Pacific University with a Master of Arts degree in Communication and from Louisiana State University with a Bachelor of Arts degree in both Political Science and Journalism, with a minor in Marketing. She also studied Marketing at Northeastern University in Boston. In 2010, Susan wrote her still-relevant thesis: “A Study of The Importance of Client-Centric Communication In Business Development Within a Law Firm Setting.” In addition, she recently completed Cornell University’s “Institute for Women’s Entrepreneurship” program of studies.

Susan has lived in Louisiana, Switzerland, Italy, Massachusetts, Hawaii, and now, the Bay Area in California. Throughout her sojourns, she has developed a large, interconnected circle and would welcome you into it with open arms.

Susan is based in the San Francisco Bay Area.

Leader in the Fight for Equity in the Workplace, Public Speaker, Connector, Mentor, Coach

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Potter, managing principal of R.A. Potter Advisors, about how professionals can avoid becoming commoditized by developing a strong preference value proposition—a clear and compelling answer to why a client should choose you over your best competitor.

Bob explains that most professionals rely on generic, overused claims like “great service,” “deep experience,” or “client focus.” While those qualities are important, they’re expected—just like airbags in a car. They don’t create preference. To truly stand out, professionals need to address three core questions: What makes you different? Why should that difference matter to the client? And why should they believe you? According to Bob, it’s not enough to talk about capabilities—you have to back them up with proof. Testimonials, client stories, and measurable results provide evidence that builds trust and makes your value proposition credible.

He encourages professionals to ask their best clients why they chose them, pushing past surface-level compliments to uncover what truly drove the decision. These insights can then be used to refine messaging and give prospects compelling, believable reasons to choose you—without defaulting to price. Bob also shares that when clients see you as a trusted partner who understands their business and objectives, they’re less likely to negotiate on fees and more likely to become long-term advocates.

This episode offers a clear roadmap for professionals looking to win more work by focusing on differentiation, trust, and authentic connection, rather than competing solely on cost.

https://therainmakingpodcast.com/

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Bob Potter is the managing principal of RA Potter Advisors LLC, a marketing and sales strategy consulting practice for financial and professional service providers. He is the author of two books on the subject and his articles have appeared in dozens of magazines and newspapers. He is also the developer of the Third Level Selling and Third Level Service Excellence training programs. Bob spent 35 years in business development for IBM, McGraw-Hill, Dean Witter and MBIA. He has opened new markets in the U.S., Mexico, Australia and Asia. In 2000 he sold a successful services firm and started RA Potter Advisors to help other services professional win and retain clients. Bob received his B.A. degree from Santa Clara University and his M.B.A from UC Berkeley. He lives in San Anselmo, CA.

http://www.rapotter.com

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