Selling work

…is so hard.

…and it’s not my responsibility.

Believe it or not, that’s the push back managing partners are getting from partners and directors regarding business development.

Resistance like this has more to do with attitude than it does capability.  The unwillingness to call on existing or prospective clients and engage in a discussion around their business needs and objectives usually has a lot to do with low sociability, low assertiveness or lack of client focus.

The partners who sell work best are those who are motivated and energized by helping their clients succeed.  Focusing on the client helps overcome debilitating self-consciousness.

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11-04-10

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