October 2018

Rainmaking - In The Monsoon Of Our Time

Mohit Kapoor, Advocate (India) & Solicitor (England & Wales)

In traditional parlance, a rainmaker has been a term used to allude to the Native American practice of dancing to encourage deities to bring forth the rain necessary for crops. In summertime during a drought, for instance, the rainmaker would dance and sing songs on the plains, and this activity was believed by others in the tribe to magically cause clouds to come and bring the life-giving rain.


In today’s environment, a rainmaker is someone with a Midas touch who ‘magically’ brings new business and clients to a firm or generates more revenue from existing customers and donors, and rain is a metaphor for money.


Having a rainmaker on your team can be a huge asset, as well as a liability. As assets, there is the obvious: rainmakers can bring in unprecedented amounts of revenue into your practice, making money flow through your firm like actual rain in a Mumbai monsoon. Typically, they are confident individuals whose optimism is infectious, making sure your firm is constantly high on positivity. Because they are very good at positioning you in front of clients, rainmakers can raise the image of your firm, and make sure that they close deals.


Unfortunately, rainmakers have a downside as well: they are typical good at doing the job, not so much as explaining how they got it done, which makes them poor mentors and teachers. They can be high maintenance and arrogant, and find it difficult to work with people in authority. The biggest disadvantage of rainmakers however, is that they are well aware of their own importance to the firm, and can hold it hostage, making outrageous demands and throwing huge tantrums. 


Rainmakers are outgoing, social and well-connected individuals, always looking to make connections and open new avenues for fresh business opportunities. While all of us may not be Harvey Specter (the rainmaker on the popular Netflix show ‘Suits’


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