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6/23/14: Course Profile: Rainmaking 101

Release Date: 6/23/2014


“No rain, no gain,” as Adjunct Professor Dalton Floyd likes to say about his course Rainmaking 101, which details the art and science of client development.

In today’s economy, competition makes connecting with clients more important than ever, especially since the client holds the upper hand in the industry. Every successful private practice lawyer must learn how to create an effective plan for building a consistent pipeline of new business.

“Client development is more than proficiency in practicing law. It involves understanding why business development is so critical, because without clients, there is no law practice, no business and no income,” said Floyd.

Charleston Law students have an inherent talent for staying connected in the community, but understanding and using rainmaking skills is critical to excel in a practice. During the course, students create and develop their own business plan and prepare written marketing materials to build a brand.  

Jonathan Miles, a 3L student, reflects on the class through personal experience; “I have worked for two different firms so far while attending the Charleston School of Law.  I think it is very important to see how different firms market themselves and do so successfully. I learned that you can be a marketing genius and still go under if you are unable to please and retain those first time clients. The class taught me to watch out for over-expanding yourself to a point that you neglect clients.”

Floyd also highlights the importance of interpersonal communication skills, listening and the value of trust. After finishing the class, students feel confident in landing new clients and keeping them.

“No matter what area of law students are interested in, it is imperative they understand the importance of business development and create their own professional security by building a portable book of business,” said Floyd.

Law firms seek associates who can gain and retain clients. “Many times clients will be repeat customers, and it is very important to the success of your business to do a good job and make sure that these clients choose you again for any following legal issues,” said Miles.

Floyd also teaches Golf Law, and has been recognized on CNN. Read the article here.

Dalton B. Floyd, Jr. is an attorney practicing in the State of South Carolina. His law practice, established in 1973, is a complete source for almost all types of legal work. Floyd has a Bachelor of Science in Business Administration from the University of South Carolina and a Juris Doctor and L.L.B., cum laude, from the University of South Carolina School of Law. He served as a Captain in the United States Air Force from 1963-1966 and was certified as Trial and Defense Counsel of the Judge Advocate General Corp for the United States Air Force.

Floyd’s legal experience includes time as the Assistant Solicitor for Florence County and the attorney for the Carolinas Section of the PGA of America. Floyd previously served as Chairman of the General Practice Section and the Economic and Law Office Management Committee of the South Carolina Bar. Most recently, he was awarded the “Order of the Palmetto,” the state’s highest civilian award for service to his state as the Chairman of the South Carolina Higher Education Commission. 

By: Kat Drerup