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Beware of Your Cash Cow

When you earn your living by providing legal services to businesses, it is great to have a client that sends you a lot of work. In fact cultivating a strong relationship with a client that has diverse legal needs is an important way to ensure that your practice remains vibrant. But is it possible to develop a relationship that is too close? That's what one marketing consultant thinks.

It comes down to diversification. If you rely too heavily on getting business from one client, when things are good, they may be great. But if that client is either sold or files for bankruptcy, your cash cow can die a quick death.

Full post as published by Counsel to Counsel on February 07, 2009 (boomark / email).