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Networking, Growing Books Of Business. Dare I say it? Sales!
Professional services practitioners ' be they lawyers, doctors, accountants, financial planners, or even insurance agents ' all have one thing in common: They need clients in order to provide their services.
But where do those clients come from? Who knew that passing the bar, for all its years of preparation, dedication and hard work, for many lawyers, would be easier than creating books of business?
And yet, why wouldn't it be? Most attorneys spend years studying torts, contracts, bankruptcy, etc., but how much time studying about building a career? Attracting clients to the firm? Establishing relationships (with the “right” profile client)? Making a name for yourself? Making Partner? Making Partner and being one of the select few in the inner circle ' the ones with a voice in the firm? Exactly; not much!
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