When you talk about prominent and successful business valuation practitioners, the name Gary Trugman (Trugman Valuation) has to come up. He has built an incredible practice, and his book, Understanding Business Valuation: A Practical Guide to Valuing Small- to Medium-Sized Businesses, is an absolute must in every BV library. What has been his best tactic for landing new BV clients? Advertising in law journals, he told Rod Burkert (Burkert Valuation Advisors LLC) during a recent interview. This works well because he has done this continuously over many years, not just running one-time ads here and there. Plus, he attends bar association meetings, and that, along with the ads, helps to let attorneys know that he is around and that he has a particular expertise. It’s great to be an authority, but people need to know about it! The interview was part of Burkert’s webinar series, Practice Development INSIDER, that features some of the leading valuation practitioners revealing their time-tested ideas behind building a practice. The next webinar will be March 12 and will feature James Koerber (The Koerber Co. PA). For more information on the series, go to Burkert’s website.