Earning business in today’s market requires a comprehensive set of skills, processes, and disciplines. How many of these traits of the complete modern rainmaker do you possess?
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Value refers to the relationship between the client's perceptions of worth, utility, or importance of the impact attributable to you, and the amount they paid you to obtain that. It applies equally to prospects and contacts. Value goes beyond dollars, to include their time and attention, calendar space allocated, etc. Here's the key to measuring value .
The second rung of the Impact Ladder is usefulness. It means making a difference. It increases your significance to business people, and sets you apart from mere lawyer-technicians. Usefulness doesn't have to involve giving legal advice or performing a legal service. You're also being useful when you...