For Diversity & the Barโs fourth rainmaker feature, sixteen partners share their formula for success. Time and again, it boils down to two words: client service. If nothing else, the vagaries of the economy over the last few years have shown attorneys the importance of versatility, creativity, and flexibility in keeping clients happy. While some attorneys have expanded their practice areas, others explore creative billing options. But ultimately, all agree that understanding your clientโs business and remaining responsive are the linchpins of success.
Additionally, the interviewed minority attorneys suggest that more and more rainmakers are team players. Increasingly, partners rely on tips from colleagues and business development support to bring in new clients. A willingness to work hard and superb substantive skills are considered rainmaker requirements. Without these qualities, it is almost impossible to attract and retain clients. One partner sums it up nicely in saying: โUnless youโre doing really good work, you can wine and dine and do pitches until youโre blue in the face and youโre not going to be that successful.โ
As in previous years, these rainmakers were selected from a pool of nominees suggested by leading firms from across the country. Each attorney maintains a regular book of business reaching or exceeding $2 million a year. In making its selections, MCCA weighed the attorneysโ geographic locations and practice areas, as well as their gender and ethnicity, in order to present the most diverse and well-rounded group possible.
Similar to last year, many of those interviewed are uncomfortable with the โrainmakerโ moniker, regarding it as a little outdated or over-the-top; however, when it comes down to brass tacks, they all concur that firms are businesses and the ability to bring in clients is key in determining both their firmsโ success and the trajectory of their own careers. Call them what you will, but partners who consistently generate a sizable amount of business hold a vital, almost magical, place in the profession. DB
Profiles
Cesar L. Alvarez, Greenberg Traurig, LLP
Executive ChairmanDavid T. Biderman, Perkins Cole
PartnerJean Burke Fordis, Finnegan, Henderson, Farabow, Garrett & Dunner LLP
PartnerJennifer L. Hernandez, Holland & Knight
PartnerGary T. Lafayette, Lafayette & Kumagai, LLF
PartnerTheodora R. Lee, Littler Mendelson PC
Partner/ShareholderAva E. Lias-Booker, McGuire Woods
PartnerDevan V. Padmanabhan, Dorsey & Whitney LLP
PartnerKarl A Racine, Venable LLP
Managing PartnerGustavo Siller, Jr., Brinks Hofer Gilson & Lione
PartnerClaudius O Sokenu, Arnold & Porter
PartnerRobert L. Soza, Jr., Jackson Walker LLP
PartnerBernard Taylor, Alston Bird LLP
PartnerDiana Torres, Kirkland & Ellis LLP
PartnerMargaret Wong, Margaret W. Wong and Associates Co., LPA
Principle PartnerKathleen J. Wu, Andrews Kurth LLP
Partner
From the November/December 2010 of Diversity & The Bar ®