FIGURE 9.1 Practice Stage of a Selling Squad
The Practice Session
Imagine this scenario . . .
The consulting firm’s senior director was excited. In response to her firm’s push for more business development activity, she had been doing more networking and as a result was referred an opportunity to do electronic discovery (“e-discovery”) work with a large law firm in town. (This type of work involves searching electronically for case references rather than the old-school version of sending associates to the law library to pore through books.) Even better, the partner in charge of the vendor selection committee ...
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