Converting Partners' High-Potential Contacts Into High-Margin Clients
Michael O'Horo, known by law firm partners and marketers as The Coach, created this integrated training and education program specifically for law firms, although it has been applied equally effectively in industry and other professional service environments. Based on professional selling principals proven effective worldwide among the corporations that lawyers desire as clients, it was designed to take advantage of lawyers' listening, analysis and questioning strengths. Here are the elements that comprise it: |
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