TRP 147: How the BD Process is Broken and What Rainmakers Can Do About It with Bruce LaFetra

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bruce LaFetra, business development strategist and "The Client Whisperer," about why the traditional business development process is broken and how rainmakers can fix it. Bruce explains that professionals often focus too much on selling their expertise rather than understanding how their services improve a client’s business. He shares how shifting the focus from “what we do” to “how we help” can simplify business development, differentiate professionals from competitors, and attract more ideal clients. Key topics include the importance of thinking like your best clients, redefining referrals as a process rather than a one-time event, and creating alignment between business development messaging and client expectations. Bruce also discusses how law firms and professional service providers can improve their approach by engaging in deeper conversations with clients, identifying their real needs, and positioning themselves as trusted advisors rather than just service providers. This episode provides practical strategies for professionals looking to refine their rainmaking approach and build more meaningful, long-term client relationships. Visit: https://therainmakingpodcast.com/ ------------------------------------------ Bruce La Fetra is a business development catalyst and speaker working with attorneys and law firms to fundamentally change how and who generates business. Focusing on its Best Clients sets in motion a virtuous cycle where revenue grows, profitability increases, and the business development cycle shortens as the firm attracts more of its Best Clients. Clients call Bruce The Client Whisperer because he interviews a firm's Best Clients to reverse-engineer that firm's secret sauce and gain highly credible and actionable insights. Bruce consults with small to mid-sized law firms, coaches individual attorneys, speaks to firms retreats, and Managing Partner peer groups. Bruce earned a degree in Economics, cum laude, from Claremont McKenna College and an MBA from the Tuck School at Dartmouth College. He is also a trained facilitator. Bruce isn't an attorney, but he is married to one. Bruce La Fetra The Client Whisperer Eastwood Strategy [email protected] (865) 230-9900 (call/text) https://LinkedIn.com/in/brucelafetra short whitepaper outlining my approach with 3 quick wins ==> https://EastwoodStrategy.com/TRP ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Learn more about your ad choices. Visit megaphone.fm/adchoices