The era of the Rainmaker lawyer: the new growth engine for law firms

The term rainmaker is commonly used in business to describe someone who consistently generates substantial revenue by attracting clients or unlocking new business opportunities. In the legal sector—especially in Anglo-American jurisdictions—this figure has long played a strategic role. However, in continental Europe, the concept has been historically overlooked or underdeveloped. Today, in an increasingly competitive landscape, the rainmaker is no longer optional—it’s essential.

A shift in the legal industry paradigm

The traditional law firm model—based on hourly billing, practice-area silos, and slow organic growth—is no longer enough. Globalisation, EU market liberalisation, the rise of legal tech, and increasingly sophisticated clients have reshaped the rules of engagement. Firms now compete not just on legal expertise, but on positioning, client experience, and business acumen.

Unlike in the U.S. and U.K., where the legal profession has evolved independently of the state and adapted quickly to market changes, many European firms have taken a more conservative, reactive approach. But that model is being challenged—and with it, the need for a new kind of lawyer is emerging.

What is a rainmaker lawyer?

A rainmaker isn’t just a top legal technician. They’re a business generator. Someone who not only delivers high-quality legal services, but also knows how to attract clients, build trust, and turn relationships into long-term value.

As Mark Cohen, founder of Legal Mosaic, explains: “Knowing the law is no longer enough. Social skills are what matter most.” Clients today expect more than technical precision—they want strategic partners who understand their needs, anticipate challenges, and help them grow.

Are rainmakers born or made?

There’s a myth that rainmakers are naturally outgoing, charismatic personalities. But the truth is, business development is a learnable skill. Empathy, strategic thinking, value communication, commercial awareness, and follow-up discipline, these can all be developed over time.

There’s no universal blueprint for becoming a rainmaker. Each lawyer’s strategy will vary depending on their practice area, seniority, and network. But one thing is clear: waiting for work to come in is no longer a viable strategy. Proactivity is key.

Why rainmakers are critical for law firm growth

Rainmakers bring far more than short-term revenue. They build the firm’s reputation, strengthen client relationships, and attract talent. That’s why top firms invest heavily in them—and why lateral hiring battles often revolve around their business books.

Just look at Kirkland & Ellis, which has recruited several high-performing partners from competitors like Simpson Thacher over the past decade. Not because of their CVs alone—but because they were proven rainmakers.

In a saturated market, rainmakers offer the clearest path to differentiation.

Conclusion: the profile shaping the future of legal practice

The legal industry is undergoing a structural transformation. Digitalisation, global expansion, and changing client expectations are rewriting the rulebook. Within this shift, the rainmaker is no longer the exception—it’s the new standard.

They don’t just provide legal advice. They create value. They generate growth. They deepen client loyalty. They represent the future of the profession: lawyers who blend legal excellence with commercial vision.

Being a great lawyer gets you through the door. Being a rainmaker ensures you stay, and thrive.

That’s why we created the Rainmakers Room at Gericó Associates:
A space where theory becomes practice, and every conversation builds new opportunities.

Here you don’t sell. Here you build relationships that open doors and we train you to be the one who opens them.

Marc Gericó

Founder and Managing Partner