Featured Practice 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.)...continue reading
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