Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jay Harrington and Tom Nixon, co-hosts of The Thought Leadership Project Podcast, about the crucial topic of adding value beyond the billable hour. Jay and Tom, both experts in the legal industry, share strategies for professionals looking to deepen client relationships and sustain long-term business growth. They emphasize that success in professional services goes beyond delivering billable work; it’s about building trust, understanding clients’ evolving needs, and providing consistent value over time. By proactively engaging with clients, learning their businesses, and becoming indispensable advisors, professionals can ensure client loyalty even in competitive markets. Key topics include developing a deep understanding of clients’ business objectives, conducting regular business reviews, and segmenting clients to prioritize relationship-building efforts. Jay and Tom also highlight the importance of creating key contact lists for personal