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Things That Go Bump In the Night – II.

Written by Allan Colman on . Posted in Asking for Business, Attorney Marketing, Client Retention, Marketing for Law Firms.

Continuing with this series of “prepare, prepare, prepare,” from our book, OWN THE ZONE, our client training and advising focuses on thinking long term. When it comes to approaching a new prospect or long-term client for business development opportunities, we encourage you to:

UNDERSTAND the prospects’ and clients’ needs and internal pressures;

BECOME a trusted advisor, and

PROTECT the prospects’ and clients’ interests.

These are key elements of Jay Abraham’s “Strategy of preeminence.”