In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, business development strategist and legal industry expert, about how lawyers and professionals can create a sustainable rainmaking strategy. Anna emphasizes that business development isn’t about quick wins—it’s about building long-term habits that generate consistent client opportunities. She explains that many professionals struggle with rainmaking because they approach it as a task rather than an ongoing practice. By shifting to a strategic, relationship-focused mindset, professionals can create a steady pipeline of new business while avoiding burnout.

Key topics include how to develop a repeatable business development routine, the importance of balancing proactive outreach with deepening existing client relationships, and why focusing on ideal clients leads to better long-term results. Anna also shares insights on how to track business development progress, the role of thought leadership in building credibility, and why professionals should prioritize meaningful conversations over high-volume networking. Additionally, she discusses how firms can support attorneys in their rainmaking efforts by fostering a culture of business development. This episode provides practical, actionable strategies for professionals looking to develop a long-term, sustainable approach to rainmaking.

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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/

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Anna Rappaport, JD, is the founder of Excelleration Coaching. She is a former lawyer with 25 years of experience coaching individual lawyers on career strategy, making partner, lateral moves and business development. Her work with law firms and practice groups includes strategic planning, teamwork and communication. Anna publishes regularly in the ABA's Law Practice Today and other bar publications, and speaks around the country on various career and business development topics. She is a member of the Maryland and Washington, D.C. bars. Anna is also a former Tango dancer and snow-boarding instructor, both of which have surprising relevance for business communications.

Anna supports lawyers to thrive in all aspects of their careers. See here for more information.

For more information specifically about Anna's approach to Business Development for Lawyers, see here.

If you would like to schedule a free-30 30-minute consultation with Anna, you can do so here.

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