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'Not my bag'

Professionals who choose to categorise themselves according to their strengths are harmful to business development. They need a nudge

30 March 2016

The debate on everyone's lips is the EU referendum: should we be in or out? Or should we pretend that we're out, just so we can go back and negotiate a better deal?

A similar debate is often had in relation to professional services and business development. Many professionals are quite comfortable declaring that they are 'out' as they are 'no good' at business development, as they view themselves as technicians rather than sales people.

Law and professional services firms have for many years accepted this declaration, and simply engaged other partners who are more comfortable with business development, relying on the few to feed the many.

This manifests itself in the widely accepted principle that in terms of business development, professionals can be categorised into those that find the clients, those that manage the work a...

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