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The RED ZONE

Ever wonder how outside counsel is selected? Their decision making process is often complex, involving multiple concerns and pressures. Lawyers and marketing professionals need to identify what they are up against and how to improve the selection challenges. We will be focusing on these components for several weeks.

3 minute read March 30, 2007 at 03:14 PM
By
Allan Colman, The Closers Group
The RED ZONE

Most pertinent to the art and science of new business generation is the RED ZONE, a football analogy which refers to the final 20 yards left for the team to traverse before the goal line.

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