Why Law Firms Need More Builders, Not Just Rainmakers
The Rainmaker Myth
Law firms love rainmakers — the ones who bring in the clients. And yes, without rainmakers, revenue dries up.
But here’s the problem: rain without builders just creates floods.
Builders vs. Rainmakers
Rainmakers: Drive business development and growth.
Builders: Create systems, processes, and teams that deliver that growth sustainably.
When you have rain without builders, firms drown in volume they can’t manage.
Where Firms Get Stuck
Overloaded Staff. New work piles up faster than the firm can process it.
Broken Systems. Intake, billing, and workflows collapse under volume.
Client Dissatisfaction. Promises get made faster than the firm can deliver.
Leadership Burnout. Partners carry the weight because infrastructure isn’t ready.
Example: The Firm With More Work Than They Could Handle
I worked with a firm that had two superstar rainmakers. Business was booming — but systems were non-existent. Staff were drowning, clients were frustrated, and burnout was rampant. After we built scalable systems and hired a COO to manage operations, growth became profitable and sustainable.
Why Builders Matter
Builders protect culture during growth.
Builders turn revenue into profit.
Builders create consistency so clients stay.
The COO’s Role
Fractional COOs are builders by design. They:
Install systems.
Create accountability.
Translate growth into execution.
The Bottom Line
Rainmakers are essential. But without builders, growth collapses. To scale sustainably, your firm needs both.
At ING Collaborations, I help firms balance rainmaking with building. If growth feels overwhelming instead of exciting, let’s build the systems you need.