17. Ask - Don’t Tell
Key = ask about their business problems,
opportunities, and internal and external
changes - listen, listen, listen for your
opportunity to help
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18. How to Begin? Ask
Are you satisfied with
service we are providing? 18
29. Overview
Research the client and its its
Research the client and market
market
Listen to the client’s needs, ask
educated questions
Understand the practice of
other attorneys in your firm
Look for opportunities to offer
the services of other attorneys
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