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We all know it’s much easier to generate new business from current clients than to go out and get brand new clients. But how to go about it? Here’s today’s suggestion: Create a Legal Annual Report for your best client. Jordan Furlong has ideas ...Jordan Furlong - February 21, 2011
Several years ago, I found myself traveling home on a Sunday after speaking at a conference where fewer than 10 people attended my session. I felt like I’d wasted the whole weekend, and I was determined to get my time back under my ...Sally J. Schmidt - January 31, 2011
You already know how to break the ice. You want to surpass the small talk, to get to know the other person. And if that person is a potential client, you hope a genuine and compelling conversation will cultivate a relationship and perhaps lead ...Steven Taylor - December 14, 2010
You’re just back from lunch, redolent of Chicken Tikka Masala and sporting fat jacket pockets lined with the business cards from your new client’s colleagues. Or you’re finally emptying your bags from vacation when … surprise … ...Merrilyn Astin Tarlton - August 11, 2010
Okay. Really. You know you've got to get more aggressive about bringing in new clients. As Mom used to say, "Those bills aren't going to pay themselves!" But where to start?Merrilyn Astin Tarlton - June 3, 2010