What Separates Rainmakers From Service Lawyers

Above the Law

by Steve Fretzin

February 24, 2026

AI-Generated Deep Dive Summary

The article discusses the critical distinction between "rainmakers" and "service lawyers," focusing on how rainmakers take control of their legal careers through client development and strategic networking. Jennifer Gillman, a legal recruiter and career coach, explains that while talent and intelligence are important, they alone do not determine success in the legal profession. The key difference lies in understanding the business side of law firms and committing to consistent efforts in building relationships with clients. Gillman emphasizes that rainmakers are those who actively bring in work, allowing them to influence decisions on staffing, timelines, and case management. This control gives them flexibility and autonomy, enabling them to align their professional responsibilities with personal priorities. Service lawyers, on the other hand, often rely on others for assignments and have less say over their workload. The article highlights the importance of small but consistent efforts in business development, such as dedicating 15 minutes a week to networking or client engagement. Over time, these efforts compound into meaningful opportunities. Gillman also stresses the value of building genuine connections through monthly networking events, where lawyers can create lasting relationships without feeling pressured to pitch or sell. For junior professionals, the article provides practical advice on how to start building a network. Instead of focusing solely on senior decision-makers, it suggests fostering relationships with peers and colleagues at all levels. By consistently following up, offering help, and being reliable, young lawyers can establish themselves as valuable contributors who others want to collaborate with. Ultimately, the article underscores that success in the legal profession is not just about legal skills but also about understanding the business of law and investing time in client development. This approach allows lawyers to take control of their careers, achieve long-term satisfaction, and build a strong reputation that attracts more opportunities.

Verticals

legalnews

Originally published on Above the Law on 2/24/2026