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When revenue or gross margin isn't generating the income you need or want, and your technical knowledge or the efficient workflow processes you've developed aren't enough. The solution is inescapable...you need a bigger or more profitable book of business. When the need becomes great enough, you set the client files aside and put on your business development hat. And, let's be real, the vast majority of you would rather have a root canal than take on the role of salesperson.
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