Making the Transition from Serving Your Clients to Finding Them | BCGSearch.com

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Making the Transition from Serving Your Clients to Finding Them

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On Friday, May 21, 1999, Dr. Harry Keshet led an informative workshop on how to develop business. He opened the presentation by going around the room and asking participants how much contact they have with their clients. He commented that it is rare for associates to have their own clients. He also indicated that firms are generally not set up to give origination credit to an associate who does generate business (i.e. either from new clients or from existing clients.) But he emphasized the importance of laying a foundation so that business can be generated in a three to five-year time frame.
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