Staffing & Recruiter Training Podcast

In this solo episode of The Rainmaking Podcast, host Scott Love shares insights on how game theory applies to client development and business growth. Drawing from his experience as a legal recruiter and his time studying professional gambling, Scott explains how understanding probabilities and strategic decision-making can help professionals focus their efforts on the highest-return activities. He emphasizes that professionals often spend too much time chasing cold leads when they should be doubling down on relationships that already yield results. By applying game theory principles, rainmakers can prioritize efforts that have the greatest likelihood of success. Key topics include the five levels of client development, ranked from highest to lowest probability of success: 1) existing clients, 2) people who know you, 3) referrals, 4) people who have heard of you, and 5) cold outreach. Scott discusses how to optimize business development efforts by focusing on existing relationships, leveraging trade associatio