Law Practice Management
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LPM Tip
Marketing lessons from Bernie Madoff
Back in March, I discussed networking and the strategy of
looking for the "bright spots." I pointed out that while it is
important to figure out who are good referral sources (e.g. other
professionals who serve the same clients), identifying these
individuals is not enough. Just because someone knows or works with
the clients you want to meet, that doesn't mean they have the
personality or motivation to make the right connections on your
behalf. Finding individuals who are also good at connecting, and
who are inclined to help, will improve your networking
effectiveness. (The author Malcolm Gladwell describes these
"connectors" in his book
The Tipping Point.)
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