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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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One of the keys to success for companies is choosing the right person for the job. Selecting the right people greatly improves your chances for success-whether you are building a CPA practice, staffing a client team or climbing Mt. Everest. I recently finished reading a book entitled "Undaunted Courage" about the Lewis and Clark expedition. Most everyone can recall learning about Lewis and Clark in high school. Not much was written about Lewis and Clark before the expedition, and it is rarely mentioned that they were handpicked by President Thomas Jefferson. The book details the expedition and describes the qualifications of...
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Will your answer surprise you? When you speak with potential clients for the very first time, they are often looking for reasons to either qualify or disqualify you for the engagement. Throughout the conversation, the client’s criteria checklist is continually consulted and reviewed. Client criteria lists take many forms; they may be written or reside purely in the client’s mind, but one by one the key criterion are evaluated as “qualified,” “not qualified” or “unsure.” As topics, concepts, situations and/or experiences are discussed and reviewed, the client determines whether your approach resonates with him and if more information is needed to make a decision.  Listen to yourself ... who do you sound like? This...
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