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March 06, 2013

Business development tip of the month: Focus on personal strengths

When the Gallup organization collected systematic data on 250,000 sales representatives over forty years, they found that the most successful salespeople develop unique selling styles based upon their particular personality strengths. Some top legal rainmakers succeed through public speaking, some by becoming active in professional groups, some by taking clients to football games, and some by providing clients with greater value.  So when you plan your business development activity, think about what you like to do, and how you can use your personal strengths to build relationships and provide more value.


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. This month’s tip was adapted from my book the Legal Business Development Quick Reference Guide.


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