To bring in new clients, one must become a "rainmaker" by learning skills like systematic prospecting. Study successful rainmakers in your office and copy their techniques. Take business classes to understand clients and their industries, learn business jargon, and gain substantive knowledge, which gives you power and confidence to sign more clients. Becoming an expert on your clients' businesses makes you indispensable.

1. BRINGING IN NEW CLIENTS
Jim Donovan
Goldman Sachs

2. LEARN HOW TO BE A “RAIN MAKER”
• To be successful, every executive, in every industry will at some point
need to bring in new clients.
• To do this, one has to become a “rainmaker” which is a skill that can be
learned.
• Rainmaking is not an innate skill.
• To develop this, find someone in your office who is doing it well and
literally copy them.
• Incorporate it into your own style, but fundamentally just copy them.

3. BE SYSTEMATIC
• The people who seem to be the most successful “rainmakers” are those
who are systematic.
• It is a science.
• It is not an art.
• Study the person, put your ego aside and just watch and learn.

4. TAKE CLASSES
• Both the law and business sections at the University of Virginia are
recommended for classes with a focus on gaining this particular skill.
• Through this you will learn the substance of your business.
• You will learn about client behavior, how they are educated and how they
operate.
• You will learn how they think, why they think and why they think the way they
do.
• You will learn about them.

5. UNDERSTAND THE JARGON
OF BUSINESS
• Through the classes you will also learn the jargon of the business in
which you are dealing.
• This will make you feel less intimidated and give you more confidence.
• Business people talk in different terminology which – if you are
uninitiated – can leave you feeling uninformed.
• Understand concepts such as: CAPM, CapEx, and EBITDA

6. KNOWLEDGE IS POWER
• The more knowledge you have about every single aspect of the business
in which you are dealing, the more powerful you will be.
• Power can result in helping you sign up more clients for the business.
• Learn as much as you can about your client’s business.
• Become an expert  become indispensable.

7. JIM DONOVAN: SOCIAL MEDIA PROFILES