In difficult economic times, the knee-jerk reaction of many partners is to hunker down and hold on for dear life to the clients they already have. Smart partners, however, will use the weakening economy as a stepping stone to increase their books of business — perhaps dramatically — by deepening personal and business relationships with existing clients and, more importantly, seizing upon opportunities with new clients. These partners will emerge from the economic slowdown atop the heap, while the overly-cautious partners will miss critical opportunities to grow their client bases.
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