One of my favorite movies of all time is The Rainmaker, starring Matt Damon and Jon Voight. Most people don’t realize it was written and directed by Francis Ford Coppola. The film has everything: David versus Goliath, love, suspense, courtroom drama, the total package. And of course, it comes from a John Grisham novel, which makes it even better.
Recently, I caught the new streaming version of The Rainmaker. Not as good, but still a decent watch. The standout villain is Leo Drummond, who explains to a new hire the three types of lawyers: finders, minders, and grinders. It is a classic breakdown you may have heard before.
- Finders are the rainmakers, the ones who bring in business.
- Minders are the managers, overseeing relationships and teams.
- Grinders are the workhorses, billing the hours and producing the legal work.
That framework is useful, but my take is different.
Why You Can’t Just Grind
Every lawyer should start as a grinder. You learn the craft, hone your skills, and stack wins. Those wins build your reputation, both inside your firm and in the industry. Being excellent at the work is table stakes. It is how you establish credibility and show that you belong.
But staying in grinder mode forever is a career trap. You can be the hardest worker in the room and still have no control over your future if you cannot generate business.
Minders Keep Things Moving
To grow, you also need to develop the minder skill set. Managing a team, handling client relationships, and knowing when to delegate are all essential. If you cannot push work down to others, you will never free yourself to step into the role of finder.
Finders Rule the Game
This is where the magic happens. Finders bring in the clients, create opportunities, and ultimately build independence. Business development is not an innate gift. It is a learned skill. With the right systems, processes, and language, you can become a rainmaker. That means learning how to build relationships, create thought leadership, and use marketing channels to make yourself known and respected in your space.
The best way to accomplish the “finder” piece of this puzzle is to start today. Not tomorrow or next week. Start reading more about business development, listen to podcasts or watch some videos. The content is out there, not just mine, but from hundreds of experts who can show you the way. Speak with a rainmaker you know for advice. Whether you’re looking to bring in your first client or get to your first million, there’s always more to learn.
Here is the truth: if your firm gets acquired, if your boss is difficult, or if you are buried under layers of managers who treat you like a billing machine, the only real insurance policy is your ability to bring in business. Being a finder is how you protect your career and your freedom.
The Real Formula
You need all three roles. Grinders build the foundation. Minders make the machine run. But finders create sustainability. The earlier you start working on these skills, ideally by your third or fourth year, the stronger your career will be.
If you are tired of being just the grinder in your firm and want to start building the finder skill set, that is where I come in. Business development coaching is about turning capable lawyers into rainmakers.
Reach me at steve@fretzin.com or send me a DM on LinkedIn. Every lawyer has the opportunity to build the law practice of their dreams, not just survive with the one they have now.
Steve Fretzin is a bestselling author, host of the “Be That Lawyer” podcast, and business development coach exclusively for attorneys. Steve has committed his career to helping lawyers learn key growth skills not currently taught in law school. His clients soon become top rainmakers and credit Steve’s program and coaching for their success. He can be reached directly by email at steve@fretzin.com. Or you can easily find him on his website at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin.
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