1. Developing Rainmakers: Supporting Skill Development World Services Group Annual Conference September, 2007 Panelists: Ann Miller, Nixon Peabody Rose Marie King, SyCip, Salazar, Hernandez & Gatmaitan Moderator: Susan Manch, Shannon & Manch

2. Agenda The challenge: developing rainmakers Individual perspectives Firm perspectives Industry perspectives

3. Rainmakers: Nature or Nurture? Can you train someone to be a rainmaker?

4. Isolating Competencies Behaviors of top business developers Develop and maintain relationships Know what they (and their colleagues) are selling Know their clients and strive to learn their needs Listen and learn whether clients are satisfied Refer business to others in and outside of their profession See their clients even when they are not working with them

5. Business Development Skills Awareness of self and others Interpersonal Communication Analysis Listening Networking Time management Multi-tasking

6. Challenges? What are obstacles faced in helping team members build business development skills in your firms? In your geographic markets, cultures?

7. Individual Perspectives How does a lawyer/professional build business development skills and sustain them throughout a career?

8. Firm Perspectives How can firms support and coach lawyers and professionals at every level of experience in developing this skill set?

9. What Are the Incentives? Partners? Associates?

10. Industry Perspectives What firms are doing to develop the next generation of rainmakers?

11. A Business Development Skills Curriculum New associates: Focus on work quality, client service training, oral communication, networking, firm economics Mid-level associates: Practice development planning, proposal writing, public speaking, writing for publication Senior associates: Individual coaching on planning, hands-on experiences in client surveys and meetings Partners: Client team building, art of referral, succession planning

12. Key Points Rainmaking can be LEARNED Skill development efforts should start early Development efforts should span professionals’ careers