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December 19, 2006

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» Celebrate Organic Growth from Client Service Insights (CSI)
We all know it's easier and exponentially less expensive to grow an existing client's business than to try to find a new one. So why is it that when we bring in a new client we break out the champagne, and when we add [Read More]

» Visit Your Clients in 2007 from Legal Marketing Blog
For years I mean for YEARS Ive preached that the most effective, usually immediate way to get new legal business is to visit your clients at their place of business. It worked when I practiced law, and I... [Read More]

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Leo Bottary

Great post. But one of the reasons PR people don't spend as much time with current clients promoting organic growth is that most agencies do a horrible job celebrating the results of such efforts in the workplace. Bring in a new client, and it's break out the champagne. Secure a great new assignment with an existing client and it's met with a relative yawn, despite the fact that the organic growth could be worth more income, and Lord knows, it was less expensive to secure. If we want to change behavior, we have to be clear about what we value as leaders.

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