(Left to right, seated) Gary A. Hernandez, Sonnenschein Nath & Rosenthal LLP, and Deryck A. Palmer, Cadwalader, Wickersham, & Taft LLP; (standing, left to right) Stephen A. Riddick, Greenberg Traurig LLP, Joan M. Haratani, Morgan, Lewis & Bockius, and Wilson Chu, Haynes and Boone LLP.
The Lovedu tribe of South Africa believes that rain is the material source of all happiness and spiritual well-being. Because its queen possesses the ability to make rain, she holds more power than any other member of their society. Similarly, rainmakers in the legal profession are seen as indispensable to a firm’s survival.
Substantive legal skills are no longer enough—today, being a successful partner requires demonstrated success in business development. Majority and minority rainmakers alike agree that, to bring in a lot of work and make lots of money for their firm, lawyers need to be not only expert practitioners, but also must know how to build relationships and market themselves.
Traditionally a small number of white male partners have brought in the big clients at most firms; today, however, minority and women attorneys are now achieving rainmaker status by securing business through customary channels as well as newly created networks of their own.
In the following pages, a selection of savvy partners of color share some thoughts on how they “make it rain,” and reflect on how their careers developed.
From the November/December 2007 issue of Diversity & The Bar®