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Business Development Hustle by Ian Brodie

By on August 4, 2011 in Business Development, Marketing, Rainmaking with Ian Brodie

In my experience, the people who succeed at business development are not necessarily the ones who are the best at it. They’re the ones who are the busiest at it. They’re not the people with the greatest skills. They’re the people with the most “hustle”. I’d like you to do a little exercise for me, right [...]

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Clients, Not Markets by Ian Brodie

By on June 28, 2011 in Marketing, Rainmaking with Ian Brodie

Understanding markets is important. Big trends. Overall pictures. What clients want generally. Where to position your firm to hit a “sweet spot”. But when you’re communicating, you must speak to clients, not markets. Markets don’t hire you, clients do. Markets don’t build relationship with you, clients do. Is that just a semantic difference? Fiddling with words? I don’t [...]

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