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An olde quote no doubt, but not without meaning in today’s challenging and hyper fast business environment.  Popular once again as a quote from the popular HBO series “Game of Thrones” loosely translated this Latin quote states: The lion doesn’t care much about the opinions of sheep.  How it applies to an attorney’s approach to business development, revenue growth, and empowerment is the topic of this article. Thinking about your efforts as a business developer, are you more like the lion or do you appear instead as one of the sheep?  Let’s take a look.  On one hand, there are attorneys...
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Working with accounting professionals, a common challenge we often encounter is a CPA's inability to secure an engagement and their frustration of not understanding why this happens. Analyzing these situations has led us to uncover that one of the main reasons for not securing an engagement is a fear of climbing! While acrophobia is the fear of heights, "climbaphobia" is our word for the fear of going higher up in the client's organization to reach the ultimate decision maker. This fear is responsible for many lost dollars and in this article we examine how "climbaphobia" negatively impacts securing new business for...
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