To Get Their Business: Pay More Attention to the Person Hiring You

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I coach many lawyers who take potential clients and referral sources to lunch and come away with nothing of value. They ask what they are doing wrong. In many cases they are paying far more attention to themselves than they are paying to the person they hope to persuade. I learned the hard way that the many executives who were considering hiring me were not all just like me. It was a rude awakening but one that served me well.

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