Associate Rainmaker Elizabeth L. Gunn - A Woman with Drive

By Barry Schneider, the Editor in Chief of Originate! newsletter, and a veteran business development advisor for lawyers and law firms, as well as other professionals. He can be reached at bschneider@sageprofessional.com or 214-315-3212.

Our associate Rainmaker of the Year is Elizabeth L. Gunn, a bankruptcy lawyer serving closely-held businesses, their owners and executives. She works at DurretteBradshaw PLC, an 18 lawyer boutique firm based in Richmond, Virginia. In 2009 – just her third year at the firm – she could point to originations worth a third of her billings, and 10-15 new clients for the firm, including several substantial ongoing clients.

Young and Unknown

But she faced two big disadvantages when she moved to Richmond: “I was young, just 23, and looked it. And I knew no one in the law.”

She handled the first issue by distinguishing herself as capable and someone who could be valuable to a client. Especially in early meetings, she worked a bit harder to show clients and other lawyers she could take responsibility and work competently.

As for the second, she took action zealously. According to Elizabeth, “Knowing no one meant I had to make new contacts and connect with the right people in the bar. I couldn’t just wait; I was forced to get out and meet people.”

These two solutions – distinguishing herself through valuable contributions for clients and others, and zealous building of her network – formed the core of her marketing success, a “machine for bringing in new business” according to her peers in Richmond.

Or maybe it was...for the rest of the story, please click here.