Exhibit 9 Save Client Targeting Time & Money—80/20 Approach
| Library | Building Rainmakers: The Definitive Guide to Business Development for Lawyers (ABA) (2016 Ed.) |
By Carol Schiro Greenwald, PhD
MarketingPartners: Building Professional Practices (An Excerpt)
It's a big world out there. Random networking can be frustrating—so much time, so few live leads. To maximize the effectiveness of your rainmaking consider focusing on the most perfect kind of client for you, your firm, your practice group, your specific practice area, industry/business group(s), and industry/business sub-group(s). Create a persona to guide you toward that goal. To create a persona, follow these steps.
Understand where you are right...
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