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Gentle Rain: Gain Traction with New Prospective Clients

By Mark Satterfield

To understand why some consulting rainmakers flourish while others flounder, I set out to discover if there was a process by which important new business relationships could be more easily developed. What appeared to be the difference between the firms that won more than their fair share of new business pursuits and those that didn’t was that successful firms had a process in place that was safe, efficient, and effective.

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