Do you have what it takes to be a rainmaker?
Image: Managing Partner Forum
Dr. Larry Richard's white paper for the Managing Partner Forum, "Herding Cats: The Lawyer Personality Revealed" examines how the personality of rainmakers differs from other attorneys.
In his classic 1998 study using the Caliper personality test, Richard found three key personality traits underlaid the success of rainmakers:
- Ego Drive: Rainmakers scored 60/100 compared to 38/100 for service partners
- Empathy: Rainmakers scored 63/100 compares to 43/100 for service partners
- Ego Strength / resilience: Rainmakers scored 75/100 compared to 65/100 for service partners
Of course, Richard, now of LawyerBrain LLC, stresses this only means that sales may come more naturally to some; it doesn't mean others can't learn to excel. It just means they may have to work harder at it.