If you want to understand why we developed RainmakerVT, read the excerpt below from Becoming a Good Lawyer Requires Failure, Keith Lee’s October 28 post at his blog, Associate’s Mind. When you read this, each time you see “lawyer,” substitute “business developer.” For each legal activity listed, substitute a marketing/sales activity. I’ve added some comments in [bracketed italics].
Becoming a good lawyer requires failure. It requires screwing up a motion and having to re-draft the entire thing. 3 hours of research down the hole only discover a new case that destroys your argument – then writing off that time from your billing and not charging the client because it’s your fault. It’s mis-communication between lawyer/client/opposing counsel/third-party counsel/doctor/court reporter throwing everyone’s schedule out of whack.
It requires 6 hours of round-trip travel in the car for a 20 minute hearing. Early mornings and late nights at the office. Hours away from your family and friends. Time away from your hobbies, projects, and past times.
It’s a 100 little errors and cracks and slip-ups that come through your work when you first start out as a lawyer. You’re learning the ropes. You can’t anticipate exactly how things are going to go. You fall on your face again and again…all at the expense of your client. Your mistakes become their loss. [It's no different in the business development world.]
Or not, if you are as fortunate to join a firm as I was. My failures never leave the office. They are purely internal. My work is reviewed, scrutinized, edited, and improved. I’m sent back and told to try again. I receive advice on how to handle matters. I have fellow associates with who I can commiserate and bounce ideas off of. [RainmakerVT keeps your business development failures in your virtual office. Video coaching gives you feedback and advice.]
Simply put, new lawyers need a support structure that allows them to fail, learn, and grow in order to develop into good lawyers. [For business development, RainmakerVT is your virtual support structure, within which you fail, learn, etc.]
Or at least…that’s what I think right now. What I think could, and probably will, change in the following years. The truth is, I don’t know what it takes to be a good lawyer. I’m too new, still learning the ropes. All I can do now is bear down, be prepared, communicate well, struggle with balance, seek feedback, learn from my mistakes, and do everything like I give a damn.
In many ways “experience” is merely an accumulation of our mistakes and what we learned from them. How we handle these mistakes is what determines our growth and improvement as lawyers – as human beings.
Thanks, Keith. We couldn’t have said it better ourselves, or made a more compelling argument.
If you've ever purchased or participated in any kind of sales training program, you know that much of the training you're asked to devote time to feels like "just in case." You can't see any immediate application for it, so you put it in the "get around to it when I have extra time" column. (We both know when you'll have extra time.)
RainmakerVT can help you develop the rainmaking skills you need to succeed amid real competition. This is not your grandfather's training. There's no program to follow, no big commitments, no nagging.
This is just-in-time training. That means you buy only the course you need right now to prepare for what you'll face in the next week or so.