The Rainmaking Podcast – Details, episodes & analysis

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jacob Parks, business strategist and author of Never Say Sell, about the anatomy of a rainmaking organization and how firms can build a culture of business development excellence. Jacob explains that while many professional service firms rely on a few standout rainmakers, the most successful organizations embed business development into their structure, incentives, and culture. He emphasizes that firms should shift from focusing on individual sales stars to creating a scalable system where every partner and leader contributes to growth. Key topics include the biggest institutional barriers to rainmaking success, such as misaligned incentives, lack of cross-selling between partners, and underutilized technology tools like CRM systems. Jacob shares strategies for breaking down silos within firms, improving collaboration between practice areas, and leveraging AI and automation to streamline business development. He also discusses the importance of training new partners in sales and networking skills, how to use rainmaker panels to transfer knowledge, and why measuring and incentivizing business development contributions can drive firm-wide success. This episode provides practical insights for firm leaders looking to improve collaboration, increase revenue, and create a sustainable rainmaking culture. Visit: https://therainmakingpodcast.com/ ---------------------------------------- President of Strategy for PIE, Jacob Parks is the author of Never Say Sell, a guide to how professional firms expand their business with key clients. His expertise includes partner remuneration and incentive plans, account planning, trigger of engagement, and how to expand a brand to include new service offerings, new industries, or new geographies. He has led client teams for McKinsey, Accenture, and KPMG among others. He leads The PIE Professional Services CMO and CGO network and is a graduate of Gonzaga’s MBA program, having previously taught undergraduate business students. ---------------------------------------- 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/ Links: https://www.linkedin.com/in/jacob-parks/ https://www.profitableideas.com/about/meet-our-team/jacob-parks/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mo Bunnell, author of Give to Grow, about how investing in relationships is the key to long-term business success. Mo explains that successful rainmakers don’t just focus on closing deals—they prioritize helping others, building trust, and creating genuine connections. He shares insights from his research on high-performing business developers, emphasizing that the top rainmakers are not just a little better—they are often 10 times more successful than the average professional because they consistently take action and focus on adding value to others. Key topics include the five biggest mental barriers that hold professionals back—such as fear of rejection, perfectionism, and feeling too busy—and how to overcome them by shifting mindset and taking consistent action. Mo introduces the “It’s always your move” principle, which encourages professionals to proactively add value and maintain client relationships rather than waiting for opportunities to come to them. He also shares the four gifts of relationship-building: attention, understanding, wisdom, and clarity, explaining how professionals can apply these principles in business development to strengthen trust and increase referrals. This episode provides a practical roadmap for professionals looking to enhance their networking, business development, and client engagement strategies. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Mo Bunnell helps complex organizations grow by scaling business development skills across their organizations and creating a growth-oriented culture. He is the author of Give to Grow, The Snowball System, the host of the podcast Real Relationships Real Revenue, and the founder of Bunnell Idea Group (BIG), who has trained tens of thousands of professionals. BIG’s clients have used Mo and his team’s GrowBIG® training to give their experts a system for growth that creates deep relationships, gives a comprehensive business development framework, and dare we say, is fun to use. Mo started his career as an expert himself, passing all the actuarial exams to earn their highest designation: Fellow of the Society of Actuaries. Today, Mo enjoys working with hundreds of clients including some of the largest, most prestigious service-based organizations. Mo and his wife of over 30 years, Becky, enjoy spending time with their friends and two adult daughters. Outside of work he enjoys working out, backpacking, and playing ultimate frisbee at the national and world levels. Becky and Mo live in Atlanta Georgia with their four horses, two cats, dog, bird and miniature donkey, Louie Hamilton. Mo Bunnell offered seats to his seminar to the first five who request them. You can email Scott Love about this and he will forward your request to Mo Bunnell's team.  [email protected] ---------------------------------------- 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/ Links: https://www.linkedin.com/in/mobunnell/ https://bunnellideagroup.com https://bunnellideagroup.com/givetogrow/ www.givetogrow.info Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Travis Hoechlin, CEO of Rise Up Media, about how professional services firms can effectively market themselves online. Travis, an expert in digital marketing for law firms and other professional service providers, explains that a strong online presence is no longer optional—it’s essential for attracting and converting potential clients. He emphasizes that firms must optimize their digital footprint to remain competitive, ensuring they are visible and easily discoverable by prospects searching online. Key topics include the importance of a well-optimized website, how Google reviews and online reputation management influence client decisions, and the three key areas of Google search that firms must dominate—local service ads, pay-per-click ads, and organic search rankings. Travis shares strategies for maximizing conversions, including how to structure a website for mobile users, the role of content marketing in search engine optimization (SEO), and how paid advertising can provide an immediate return while SEO builds long-term credibility. He also discusses common pitfalls firms face, such as failing to answer incoming calls and losing potential clients due to poor follow-up processes. This episode provides practical, actionable steps for professionals looking to strengthen their online presence, increase lead generation, and optimize their marketing investment. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Travis Hoechlin is the CEO of Rize Up Media, a marketing company that helps Law Firms generate new clients from the Internet, increase revenue & help grow their businesses. ---------------------------------------- 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/ Starting on June 25 at 1 PM Eastern time, Scott Love will lead a virtual six-session masterclass with a small group of professional service providers on the topic of rainmaking. Space is limited. Get your seat today at www.rainmakingseminar.com. Use discount code “podcast” for a $200 tuition discount. Links: https://www.rizeupmedia.com/ https://www.linkedin.com/company/rizeupmedia/ https://www.instagram.com/rizeupmedia/ https://twitter.com/rizeupmedia https://www.facebook.com/rizeupmedia Learn more about your ad choices. Visit megaphone.fm/adchoices

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 the team. This episode offers practical advice for leaders to ensure their organization’s resilience and future success. Visit: https://therainmakingpodcast.com/ ------------------------------------------------- Mary Kelly is a graduate of the United States Naval Academy and spent over 20 years on active duty in intelligence and logistics. She retired from the Navy as a commander. She has masters’ degrees in history and economics, and a PhD in economics. With over 20 years combined teaching experience at both the Naval Academy and at Hawaii Pacific University, she taught economics, finance, history and management. She has extensive experience in business coaching, management, economics, finance, banking, insurance, real estate, government, organizational leadership, communication, business growth, teamwork, strategic planning, human resources, customer service, time management, and project development. Links: https://productiveleaders.com/ https://productiveleaders.com/podcast/ Get Mary Kelly’s book “Who Comes Next?” Here: https://whocomesnext.com/ https://www.linkedin.com/in/drmarykelly/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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 build stronger relationships in business and beyond. Visit: https://therainmakingpodcast.com/ --------------------------------------------- Laurie Gilbertson is a former New York City sex crimes and organized crime prosecutor, television legal analyst, educator, and entrepreneur. As the owner of Tribeca Blue Consulting, she helps professionals communicate with clarity and confidence in their public speaking, presentations, trial work, and media appearances. Laurie is passionate about helping people present their ideas in creative and persuasive ways that engage their audiences. As a former trial lawyer and television legal analyst, she shares insider’s tips and tricks from her experiences in front of judges, juries, and live television audiences to help her clients get the most out of their presentations and public speaking. Laurie works with her clients through group training and one on one coaching to develop their personal and professional narratives, craft the hooks that draw their audiences in, and curate the stories that keep them listening and wanting to learn more. This means more attention and success to them and their businesses and more clarity and confidence in their communications. Laurie is a graduate of Cornell University and American University, Washington College of Law. She traded big city life for the beauty of Colorado when she and her family moved to Denver from New York several years ago. You can find her reading in her backyard, running (slowly but surely) in the park, hiking in the mountains, or watching a sporting event or dance competition involving her three awesome teenagers. 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/ Links: www.tribecablueconsulting.com https://www.linkedin.com/in/lauriegilbertson/ [email protected]   Conference Links: https://www.naps360.org/page/ConferenceOverview The National Association of Personnel Services; Conference dates: Oct 2 – 4, 2022; Alexandria, VA  www.sanfordrose.com Learn more about your ad choices. Visit megaphone.fm/adchoices

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 resilience, experimentation, and cultivating relationships that expand your impact. This episode is packed with actionable strategies to help professionals lead with purpose and maximize their potential. Visit: https://therainmakingpodcast.com/ -------------------------------------------- Mike Lipkin is one of Canada’s preeminent speakers. In 2021, he spoke to over one hundred thousand people in nineteen countries and delivered 150 programs internationally; almost every working day, excluding public holidays and travel days, he was talking to an audience somewhere on the planet. Mike knows meetings. In fact, his life is one long conversation. Mike is president of Environics/Lipkin, the motivation and sales empowerment practice of Environics Research Group— one of Canada’s leading research houses. The distinctions that he has gathered from talking to a million people in forty-three countries, combined with the insights from the celebrated Environics social values research, is how he offers his clients the best of all worlds: a powerful blend of ideas, principles, and observations that will help you achieve preeminence one conversation at a time. Mike has authored eight best-selling books. His newest book is The Potentiator - How to Create Breakthroughs with Others in a Post-Pandemic World. https://potentiator.mikelipkin.com/ Mike is also a certified Leadership Circle Profile coach. He specialized in engaging with c-level decision-makers to build organizational capability and create outcomes that matter most. 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/ Links: https://www.mikelipkin.com/ Get Mike’s book here: https://potentiator.mikelipkin.com/ https://www.linkedin.com/in/mikelipkin/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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 professionals looking to leverage their reputation as a key business asset. Visit: https://therainmakingpodcast.com/ -------------------------------------------- It would be easy to say that Mike Mooney’s career has been going in circles for more than 25 years in the high-speed world of professional motorsports. An award-winning executive, Mike built and protected the reputations of global brands such as Mercedes-Benz, 3M, NASCAR, Sunoco, Tylenol, Walmart, Sprint, Kellogg’s, and Eli Lilly. Having worked with championship drivers and teams for decades, Mike saw the power and results of continuous improvement, mindset, and peak performance. With a passion for personal empowerment and results, Mike left a high-visibility and high-performing career to share his experiences and lessons as a professional speaker to help organizations and leaders find people-centered speed. Mike speaks, coaches, and consults with people who recognize that shifting is the new norm. He guides his audiences to proactively identify where, when, and how to shift in order to stay on track and in a position to win! His breakthrough book, Reputation Shift – Lessons from Pit Road to the Boardroom, is a toolbox with ready-to-use personal branding strategies for people who want to create greater personal and professional opportunities in their lives.   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/ Links: Website: https://www.mikemooney.com/ LinkedIn: https://www.linkedin.com/in/mike-mooney-0a242b4/ YouTube: https://www.youtube.com/channel/UCV_pB--cym8DqyY0RvEYEfQ Learn more about your ad choices. Visit megaphone.fm/adchoices

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 business challenges into opportunities by fostering alignment and engagement through storytelling. Visit: https://therainmakingpodcast.com/ -------------------------------------------- Guillaume is the author of Strategic Narrative: A Simple Method That Business Leaders Can Use to Make Everyone Understand Their Business, Get Behind it and Believe In It. His company, MetaHelm, guides CEOs, founders, and business owners to align teams and accelerate innovation adoption. A former big-firm strategy consultant, Guillaume has founded four ventures. He is sought after by senior executives of companies like Alaska Airlines, the Gates Foundation, Generations For Peace, AIG, L’Oréal, Spencer Stuart, GAP, Google, Microsoft, and the US and French governments. After helping to save a 20M euros venture during the dot-com boom, Guillaume went on a mission to turn every company into a source of inspiration that few can resist. Guillaume teaches and mentors entrepreneurs at startup incubators, EMLyon international business school, and the University of Washington Master of Science in Entrepreneurship, ranked #3 in the US. 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/ Links: Download Guillaume's free ebook at  https://www.metahelm.com/getstrategicnarrativebook/  Connect with Guillaume on Linkedin:  https://www.linkedin.com/in/guillaumewiatr/  Get Guillaume's email insights: https://www.metahelm.com/the-next-narrative/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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: https://therainmakingpodcast.com/ -------------------------------------- Lou Diamond is a dynamic speaker and master connector who will energize and motivate your organization to explode your sales, retain your clients and build a thriving culture. He has consulted and mentored top performers at hundreds of companies the world over. Lou inspires audiences to feel they can conquer the world.... and make tons of great new connections doing it. Lou has over 25 years of experience in sales, relationship management, business development, and executive mentoring. He is an international keynote speaker, consultant, leadership & performance mentor, best-selling author, podcast & TV host, and CEO of Thrive, a company focused on making the most amazing people, businesses, and brands become even more amazing through the power of connecting. Thrive pushes today's true disruptors to tap their ability to connect in ways that inspire them toward unprecedented levels of success. Through consulting and strategic workshops, Lou and his team at Thrive will propel you and your team to new heights -- Turning top producers into amazing leaders by escalating their own success and helping them inspire others to succeed, too. 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/   Links: www.thriveloud.com www.speakeasybook.com https://podcasts.apple.com/us/podcast/thrive-loud-with-lou-diamond/id1232947138 https://www.linkedin.com/in/thriveloud/ Learn more about your ad choices. Visit megaphone.fm/adchoices

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 a practical framework for selling effectively without compromising authenticity. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Andy's hit "Accelerate Your Sales" podcast was acquired by Revenue.io in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week. Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. And he has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub and more, making him one of the leading voices in the sales industry today. 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/ Links: Website: www.andypaul.com Linkedin: https://www.linkedin.com/in/realandypaul/ Buy Andy’s book, Sell Without Selling Out: https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/ Learn more about your ad choices. Visit megaphone.fm/adchoices