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April 04, 2012

Business development tip of the month: Plan advances

Sales professionals consider calls successful only if they get an “advance,” an action that moves the sale forward.  So whether you are meeting with a potential client or sending an email, you should always have a specific goal in mind, such as scheduling a meeting, getting introduced to a decision maker, or understanding the time frame for a decision.  For examples of advances lawyers typically focus on, see my new book the Legal Business Development Quick Reference Guide.

The first Wednesday of every month is devoted to a very short and simple tip like this to help lawyers increase efficiency, provide greater value to their clients and/or develop new business.



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