By Sally Glick - After reading Gale Crosley's book, "At the Crossroads," I started to think about the critical importance of a focus on growth as well as a focus on service delivery. As service providers, our natural focus is on client interaction and providing excellent service. It is also important for us - at the same time - to concern ourselves with structured, consistent growth. These are not mutually exclusive initiatives. We can, and should, deliver excellent service - while simultaneously going about establishing a consistent approach to generating new business. It is much easier to "wait" for leads to come to us than to go through the process of proactively seeking new prospects. I am curious as to how many of you have a system in place for generating leads and building your practice?
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