“Rainmaker Q&A: Thompson & Knight’s Cassandra Mott”
Cassandra G. Mott, a partner in Thompson & Knight LLP’s Houston office, represents lenders, borrowers, issuers, underwriters and trustees in a variety of commercial transactions, including public and private debt offerings. She has structured, negotiated, and documented senior, subordinated, and mezzanine financing facilities of many types, including single, “club” and multibank, syndicated, general working capital, investment-grade credit, asset-based, cash flow, first lien and second lien, unitranche, and multijurisdictional and multicurrency facilities.
Q: What skill was most important for you in becoming a rainmaker?
A: “Rainmaking” is about building lasting, meaningful relationships, which requires both patience and trust. Establishing trust — the foundation of a great relationship not only in business, but in life — requires concerted, consistent focus and effort. Those who expect trust to materialize overnight will become quickly frustrated. That’s not to say that I’ve never become impatient or frustrated when a relationship hasn’t resulted in business as quickly as I would like, but I often go back to the rule-of-thumb a brilliant rainmaker gave me during my first summer associate clerkship: It generally takes five years from the time you first meet someone for a substantive business relationship to evolve. So, be patient, build trust, and the rain will come.