“Maximizing Rejection” is a concept we developed and promote as a revenue generator. Think about it this way – you and your team have invested in preparing and presenting your case for being retained. The prospect has invested in needing this assistance and has spent considerable time identifying the need and interviewing competitors.

Therefore, if you are not retained on this specific opportunity, stay in touch. Periodically re-contacting the prospect (or past client), reminding them how much you can contribute in the future, and how you strategize and work with clients will keep you in mind.

Obtaining 5-10% more work from these efforts are pure ROI.

This entry was posted on Friday, August 24th, 2012 at 8:23 am and is filed under Legal Marketing. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.