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September 29, 2009

Great targeted clients aren't that into you. Show you're good at what you do. And get a plan.

Fred, where'd you buy those dandy two-toned golf shoes? May mosey on down to BassPro this weekend and get a pair myself. Having lunch at the Boom Boom Club, playing golf in Scotland, attending services at the Church of the Final Thunder, religiously following Ball State sports, or even spending three idyllic weeks a year in Tuscany with your most prized targeted client or GC and his wife/mistress means zilch unless (1) you are really good at what you do, (2) you can show that meaningfully, (3) and you have a plan to move the ball toward landing business.

Don't get me wrong; that GC you seek likes and even trusts you.

But so what? Landing the business of great companies takes more than being in the same clubs and running in the same circles. Are you and yours really that good at what you do? Can you distinguish your firm from other firms? Why should the in-house hire you?

"Advances". One more thing. Please understand that the client not only needs a reason based on merit; once you "qualify", he/she must have your firm "present to mind". On the subject of moving the ball once you start getting noticed, read Jim Hassett's "How to increase results by planning sales advances" at his Legal Business Development. In his live presentations and tapes, Jim talks convincingly on the need to "plan advances" while prospecting for new business--and how to do it. We don't tout biz development consultants that much. We made an exception a long time ago with Hassett.

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Barney Fife knew the Art of the Hassett Advance. (Paramount)

Posted by Rob Bodine at September 29, 2009 11:12 PM

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