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To identify new opportunity, learn how to connect many disparate dots

During the legal service Golden Era, demand was explicit, i.e., companies were actively seeking legal services, and expressing that demand in legal service terminology. Opportunity was obvious, and lawyers had the luxury of waiting until the conversation sounded like they sound. They could insert themselves into the conversation at the moment of purchase. Now, if you wait until the moment of purchase, you're too late. Here's how to create opportunity instead of waiting for it.

Amateurs v. Professionals

When you market and sell, are you an amateur or a professional? Here are four key differences between the amateur salesperson and the professional.

Get the most out of education seminars

Education seminars and webinars can be powerful tools to put you in front of your market. Here's how to maximize the impact of time spent on them.

Time to make yourself relevant

A Door-Opener initiates business conversation that revives your contact list with a new discussion topic, making you part of that person's future.

Marketing vs. Selling

Unless you understand and honor the distinction between "marketing," "selling," and "business development," it's almost certain your activity won't match your purpose.