You’re still targeting, but with people you know.
By Martin Bissett
Business Development On a Budget
Many firms have a “referral system” in place: Take what comes in the door, make a phone call every now and then to a lawyer, bank manager or other introducer to try and shake the tree enough to get something to work on.
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This, in fact, is not a system at all. A system is what I will describe in the rest of this post.