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BizDev amateurs vs. professionals

Many lawyers are uncomfortable with the idea of selling because their perceptions of salespeople are colored by lifelong exposure to the undesirable behaviors and attitudes of amateurs they encounter as consumers of various products and services. Here are four key differences between the amateur salesperson and the professional.

3 steps to business development simplicity

Many lawyers have told me that the biggest barrier to getting started with serious business development is feeling overwhelmed, not knowing what to do, or how to begin. One significant cause is complexity. Here's how to simplify everything.