Sometimes you just say ‘no’ to new business

BVWireIssue #46-3
July 26, 2006

Everyone’s in the business of making new business; and rarely do you ever want to say “no” to a prospect. But Linda Trugman, CPA/ABV, MCBA, ASA, MBAA, recently told the tale of an attorney who called her up, responding to an item in the firm’s newsletter (Trugman Valuation Associates, He also wanted a copy of a cited legal case. “We took him off our [marketing] list,” Linda said. Any attorney who can’t find his own copy of a legal case—or who doesn’t have the resources to get one from a library—probably isn’t a viable business prospect for appraisers.

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