Last Friday I wrote: Let’s Find Ways to Change the World One Person at a Time. The idea was to do something kind each day for someone who could never return the favor. Wouldn’t the same idea apply to client development? Do something for a client or potential client without expecting anything in return. A lawyer I coach thought she had been hired to handle a hearing before an federal agency for whom she previously worked. She knows the legal issues that come before this agency. She knows how best to present a case before this agency. Yet, the potential client has now shared with her that the company may handle the matter with their in-house lawyer who has never appeared before the agency. Her question to me:
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