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	<description>Useful information helping you to win more business</description>
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		<title>My car&#8217;s a tech..</title>
		<link>http://alison-hartley.creatingnewclients.com/2011/my-cars-a-tech/</link>
		<comments>http://alison-hartley.creatingnewclients.com/2011/my-cars-a-tech/#comments</comments>
		<pubDate>Fri, 09 Dec 2011 11:55:55 +0000</pubDate>
		<dc:creator>Alison Hartley</dc:creator>
				<category><![CDATA[Uncategorized]]></category>

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		<description><![CDATA[My last blog will make sense of that statement.  I took it to my trusted mechanic this morning, and it had a broken suspension spring.  More to the point, it had a very sharp point about to pierce the front tyre, which he showed me.  He wouldn’t let me take it home. [...]]]></description>
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		<title>My Trusted Car Advisor</title>
		<link>http://alison-hartley.creatingnewclients.com/2011/my-trusted-car-advisor/</link>
		<comments>http://alison-hartley.creatingnewclients.com/2011/my-trusted-car-advisor/#comments</comments>
		<pubDate>Wed, 07 Dec 2011 17:18:43 +0000</pubDate>
		<dc:creator>Alison Hartley</dc:creator>
				<category><![CDATA[Uncategorized]]></category>

		<guid isPermaLink="false">7.60</guid>
		<description><![CDATA[ “This plane’s a tech” said the airline representative, as we weary travellers sat at the gate, hopefully  looking at the said plane just outside on the tarmac.  
We all looked at each other enquiringly, but thankfully the young man gathered his thoughts, and put on his proper customer voice.  “We apologise [...]]]></description>
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		<title>Selling for Shy People</title>
		<link>http://alison-hartley.creatingnewclients.com/2011/selling-for-shy-people-2/</link>
		<comments>http://alison-hartley.creatingnewclients.com/2011/selling-for-shy-people-2/#comments</comments>
		<pubDate>Mon, 14 Nov 2011 16:54:40 +0000</pubDate>
		<dc:creator>Alison Hartley</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[first impressions]]></category>
		<category><![CDATA[Listening]]></category>

		<guid isPermaLink="false">7.55</guid>
		<description><![CDATA[When talking to professional or commercial  service firms about business development, more often than not I hear folk saying “there are some people I would not put in front of clients.”   I usually explore this because  I believe some assumptions can be wrong when it comes to selling.  For example, [...]]]></description>
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		<title>Just a sales call&#8230;</title>
		<link>http://alison-hartley.creatingnewclients.com/2011/just-a-sales-call-3/</link>
		<comments>http://alison-hartley.creatingnewclients.com/2011/just-a-sales-call-3/#comments</comments>
		<pubDate>Wed, 05 Oct 2011 13:34:22 +0000</pubDate>
		<dc:creator>Alison Hartley</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[client impressions]]></category>

		<guid isPermaLink="false">7.41</guid>
		<description><![CDATA[I was following up on a business development campaign this morning, and spoke to a partner in a law firm.  He said that he was a bit wary of ‘sales stuff’.  Is that interesting?  Every business needs to sell, but selling has become a dirty word.  A bit like the labels [...]]]></description>
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		<title>Volatility &#8211; a Catalyst for Change</title>
		<link>http://richard-wylie.creatingnewclients.com/2011/09/06/volatility-a-catalyst-for-change/</link>
		<comments>http://richard-wylie.creatingnewclients.com/2011/09/06/volatility-a-catalyst-for-change/#comments</comments>
		<pubDate>Tue, 06 Sep 2011 18:27:58 +0000</pubDate>
		<dc:creator>Richard Wylie</dc:creator>
				<category><![CDATA[Uncategorized]]></category>

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		<description><![CDATA[The &#8216;R&#8217; word in terms of the economic cycle tends to have one or two meanings, exactly which of those meanings would be accurate at present, only time will tell.
If the financial markets are used as the primary indicator as to the health of the economy, what are they saying? One minute the papers are [...]]]></description>
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		<title>Please buy &#8211; I&#8217;m desperate..</title>
		<link>http://alison-hartley.creatingnewclients.com/2011/please-buy-im-desperate/</link>
		<comments>http://alison-hartley.creatingnewclients.com/2011/please-buy-im-desperate/#comments</comments>
		<pubDate>Wed, 17 Aug 2011 14:13:37 +0000</pubDate>
		<dc:creator>Alison Hartley</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[first impressions]]></category>

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		<description><![CDATA[
I heard someone appearing in the Edinburgh Fringe being interviewed today.  She was talking about ‘flyering’ which, if you’ve ever been in Edinburgh in Festival season, you’ll know gets through several forests of trees during August.  Many of these flyers may go into a pocket or bag for a brief stay, but inevitably end up [...]]]></description>
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		<title>Is this a post-crisis new dawn for fee-earners?</title>
		<link>http://david-turner.creatingnewclients.com/2011/07/29/research-by-the-ft-examines-how-the-relationship-between-law-firms-and-their-clients-is-changing-in-the-post-crisis-world-it-makes-interesting-reading-for-leaders-of-any-fee-earning-practice/</link>
		<comments>http://david-turner.creatingnewclients.com/2011/07/29/research-by-the-ft-examines-how-the-relationship-between-law-firms-and-their-clients-is-changing-in-the-post-crisis-world-it-makes-interesting-reading-for-leaders-of-any-fee-earning-practice/#comments</comments>
		<pubDate>Fri, 29 Jul 2011 11:00:53 +0000</pubDate>
		<dc:creator>DAVID@PACE</dc:creator>
				<category><![CDATA[Client Relations]]></category>
		<category><![CDATA[Skills Development]]></category>
		<category><![CDATA[#in]]></category>

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		<description><![CDATA[

Recent research conducted jointly by the FT and MPF examines how the relationship between law firms and their clients is changing in the post-crisis world and makes interesting reading for leaders of professional practices. Whilst it relates to law firm management the message is equality applicable to other fee-earning practices.
The full report is available for [...]]]></description>
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		<title>When does a fee-earner become a business developer?</title>
		<link>http://david-turner.creatingnewclients.com/2011/07/22/when-does-a-fee-earner-become-a-business-developer/</link>
		<comments>http://david-turner.creatingnewclients.com/2011/07/22/when-does-a-fee-earner-become-a-business-developer/#comments</comments>
		<pubDate>Fri, 22 Jul 2011 08:15:48 +0000</pubDate>
		<dc:creator>DAVID@PACE</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[#in]]></category>

		<guid isPermaLink="false">14.76</guid>
		<description><![CDATA[There will come a time in a successful professional&#8217;s career when they advance and become the finder and developer of new business for the firm. At that point they are both the &#8220;product&#8221; for which others will pay good money and the stoker of the business engine. Getting the balance right between these responsibilities is [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Growth by neglect</title>
		<link>http://david-turner.creatingnewclients.com/2011/07/20/growth-by-neglect-2/</link>
		<comments>http://david-turner.creatingnewclients.com/2011/07/20/growth-by-neglect-2/#comments</comments>
		<pubDate>Wed, 20 Jul 2011 07:00:26 +0000</pubDate>
		<dc:creator>DAVID@PACE</dc:creator>
				<category><![CDATA[Business Development]]></category>
		<category><![CDATA[#in]]></category>

		<guid isPermaLink="false">14.41</guid>
		<description><![CDATA[Have you ever been so busy that something has to give? In my case, it&#8217;s my garden that takes the hit. I try to purposefully create a garden designed with low maintenance in mind so that at these busy times the garden still looks reasonable. Despite the mulching and the brick borders to the lawn, [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Noblesse v nobblers oblige</title>
		<link>http://david-turner.creatingnewclients.com/2011/07/18/noblesse-v-nobblers-oblige/</link>
		<comments>http://david-turner.creatingnewclients.com/2011/07/18/noblesse-v-nobblers-oblige/#comments</comments>
		<pubDate>Mon, 18 Jul 2011 08:30:11 +0000</pubDate>
		<dc:creator>DAVID@PACE</dc:creator>
				<category><![CDATA[Client Relations]]></category>
		<category><![CDATA[#in]]></category>

		<guid isPermaLink="false">14.47</guid>
		<description><![CDATA[In a recent meeting, I was listening to a comprehensive company analysis concerning a successful organisation. The report touched on the visibility of it&#8217;s board and how there was an expectation that board members should be &#8220;nobbling&#8221; influencers and decision makers at advocacy events.
The word stuck in my mind and after discussing on a range [...]]]></description>
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