When to fish, when to cut bait: When seeking new clients, don't waste your time and talent
Law firm marketers can set the stage for new business development -- but it is always the job of the individual lawyer to "close the sale" with a new client. How can a lawyer get new business without falling victim to the "unpaid consulting" trap -- where you lose control of the relationship and the potential client wastes your time and talent with a wide range of requests prior to a commitment to buy? In this June 2005 article, Gary Harvey of Achievement Dynamics discusses how lawyers can avoid the unpaid consulting trap.
When to fish, when to cut bait: When seeking new clients, don't waste your time and talent
