Staffing & Recruiter Training Podcast

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 themselv

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

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

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 t

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 p

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 the

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. Whet

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 deve

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 foster

In this episode of The Rainmaking Podcast, host Scott Love speaks with Laura Leopard, founder of Leopard Solutions, about the ongoing challenges women face in Big Law and the alarming trends of mid-career women leaving the industry. Laura shares insights from her extensive research, including surveys and data analysis, which reveal that the top reasons for women exiting the legal profession include a lack of mentorship, limited opportunities, and feelings of being unsupported in their workplaces. Key topics include strategies for law firms to improve retention, such as implementing meaningful mentorship programs, addressing unconscious bias, and providing flexible work arrangements. Laura highlights successful initiatives from law firms, like amplification strategies to ensure women’s voices are heard in meetings and centralized tracking systems to ensure equal opportunities. She also discusses the critical need for fair promotion practices and the importance of male allies in calling out workplace sexism. Th

In this episode of The Rainmaking Podcast, host Scott Love interviews Mary Kelly, leadership expert, economist, and author of Who Comes Next? Leadership Succession Planning Made Easy. Mary shares her expertise on succession planning and why it is critical for organizational continuity and long-term success. She emphasizes that succession planning is not just about preparing for the departure of top executives but also about ensuring that key roles throughout the organization are covered to avoid disruptions. Key topics include how to integrate succession planning into a strategic plan, identifying and preparing future leaders at all levels, and addressing common pitfalls such as reluctance to plan for leadership transitions. Mary shares actionable steps for starting the succession planning process, including evaluating key roles that would significantly impact the organization if left vacant, aligning succession planning with the company’s strategic goals, and fostering transparency and collaboration across t

In this episode of The Rainmaking Podcast, host Scott Love speaks with Laurie Gilbertson, a former prosecutor, legal analyst, and founder of Tribeca Blue Consulting, about the critical role of communication in professional success. Laurie challenges the misconception that communication is a "soft skill" and instead positions it as a vital leadership tool. She shares strategies for developing clarity, confidence, and creativity in communication, whether it’s for public speaking, courtroom presentations, or media appearances. Key topics include understanding that effective communication is about the audience, not the speaker; the importance of listening as a key communication skill; and how storytelling can create impactful and memorable connections. Laurie also discusses the challenges of communicating in a virtual world, emphasizing the need to adapt and connect authentically through platforms like Zoom. This episode offers practical advice for professionals looking to enhance their communication skills and b

In this episode of The Rainmaking Podcast, host Scott Love interviews Mike Lipkin, internationally renowned motivational speaker and author of The Potentiator: How to Create Breakthroughs with Others in a Post-Pandemic World. Mike introduces the concept of a "potentiator"—someone who brings out the best in others and builds strong, meaningful connections that lead to extraordinary outcomes. He shares insights into how professionals can develop a "moonshot mindset" to pursue bold ambitions and navigate a world defined by constant change and uncertainty. Key topics include the five potentiator practices: knowing your game (defining your goals and value proposition), building robust resilience (learning from setbacks and adapting), being courageously creative (taking bold, calculated risks), communicating like a champion (clarity, authority, reassurance, and empowerment), and cultivating close connections (building a network of fans, advocates, mobilizers, and evangelizers). Mike emphasizes the importance of res

In this episode of The Rainmaking Podcast, host Scott Love interviews Mike Mooney, author of Reputation Shift: Lessons from Pit Road to the Boardroom, about building a revenue-generating reputation. Drawing on his 25 years in motorsports and his experience with major brands like NASCAR and Mercedes-Benz, Mike shares how professionals can proactively shape their reputation to drive trust, referrals, and business success. He highlights the critical role of values, consistency, and time in building a reputation that aligns with personal authenticity and organizational goals. Key topics include the importance of understanding reputation as a revenue driver, using tools like the "Says Who" method to address potential reputation risks, and anticipating industry challenges to differentiate your brand. Mike emphasizes aligning personal values with organizational values and adopting proactive strategies to turn potential challenges into opportunities for trust and growth. This episode provides actionable insights for

In this episode of The Rainmaking Podcast, host Scott Love interviews Guillaume Wiatr, strategic narrative expert and author of Strategic Narrative: A Simple Method That Business Leaders Can Use to Transform Their Business. Guillaume explains the concept of a strategic narrative as a leadership tool that aligns teams, mobilizes clients, and drives innovative adoption by creating a system of stories that inspire and engage stakeholders. He highlights the difference between closed-ended stories and open-ended narratives, emphasizing that the latter invites collaboration and client participation. Key topics include the four dimensions of Guillaume's Strategic Narrative Canvas: the origin story, the external opportunity, the perspective story (a reason to disagree with competitors), and the product story. Guillaume also shares actionable steps for leaders to map their stakeholders, refine their messaging, and create space for clients to co-create the narrative. This episode offers a roadmap for turning complex bu

In this episode of The Rainmaking Podcast, host Scott Love interviews Lou Diamond, a master connector, podcast host, and author of Speakeasy: Connect with Every Conversation. Lou shares his insights on creating meaningful connections through authentic conversations that prioritize curiosity, empathy, and generosity. By focusing on how to "speak easy," he offers practical advice for fostering impactful dialogue that leads to deeper relationships and business growth. Key topics include overcoming selfishness in communication, shifting from talking and telling to asking and listening, and embracing curiosity as the foundation of great conversations. Lou introduces actionable frameworks, such as the VOICE model (Visualize, Opportunity, Identity, Charisma, Energy) and B5G (Be Brief, Be Bright, Be Gone), to help professionals elevate their interactions. Whether you're leading a team, engaging clients, or seeking personal growth, this episode provides valuable tools to transform how you connect with others. Visit: h

In this episode of The Rainmaking Podcast, host Scott Love interviews Andy Paul, renowned sales expert and author of Sell Without Selling Out, about transforming the sales process by adopting a "selling-in" mindset. Andy challenges the traditional "selling out" approach, where sellers prioritize their interests over the buyer's, and introduces the concept of building authentic connections, fostering trust, and focusing on understanding the client's needs to deliver genuine value. Key topics include the four pillars of the selling-in mindset: connection, curiosity, understanding, and generosity. Andy explains how to ask insightful questions, focus on the buyer's priorities, and create a positive decision-making experience. He also shares strategies for being intentional with client interactions, ensuring every meeting or conversation brings the buyer closer to making a decision. Whether you're a professional looking to refine your business development skills or improve client relationships, this episode offers

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ivy Slater, an entrepreneur, certified business coach, and internationally best-selling author, about building authentic business relationships. Ivy shares practical strategies to overcome the fear of networking, develop meaningful connections, and translate those relationships into business opportunities. She emphasizes the importance of showing up authentically, being curious, and focusing on personal connections to foster trust and long-term business growth. Key topics include preparing for in-person networking events, asking thoughtful questions to build genuine rapport, and maintaining a system to track and nurture relationships over time. Ivy also highlights the value of follow-up and follow-through, such as scheduling check-ins, remembering personal details, and creating opportunities for deeper conversations. Whether you’re just starting to network or looking to refine your approach, this episode is filled with actionable insights

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/ ---------------------------------- In this episode of The Rainmaking Podcast, host Scott Love interviews Professor Heidi K. Brown, author of The Flourishing Lawyer: A Multidimensional Approach to Performance and Well-Being. Heidi shares her insights on how lawyers and professionals can thrive by adopting a holistic, multidimensional approach to their careers. Drawing on her background in law and her studies in positive psychology, Heidi emphasizes the importance of viewing professionals as "scholar-athletes" who can enhance their performance through intentional focus on well-being and resilience. Key topics include the ten dimensions of fitness for professionals, such as emotional, intellectual, creative, and caregiving dimensions, as well as finding meaning and

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/ --------------------------------------- In this episode of The Rainmaking Podcast, host Scott Love speaks with Jamie Shanks, CEO of Pipeline Signals and pioneer in relationship signal intelligence monitoring. Jamie discusses how tracking human capital migration—such as employees being hired, promoted, or leaving organizations—can unlock valuable opportunities for business development. He highlights the importance of leveraging these “relationship signals” to focus on warm leads and existing connections rather than cold outreach, maximizing the likelihood of winning new business. Key topics include identifying and tracking changes within client organizations, using tools like LinkedIn or services like Pipeline Signals to monitor relationship shifts, and understa