In this document, Bill Cates tells you why a client-centered approach to seeking referrals is usually more effective than one that’s producer-centered. Instead of saying "I’m building my business and I need your help," you’re saying, "I’m glad you see the value in what we’ve accomplished. Let’s see who else can benefit from this service."

WORK IN PEACE, INCREASE EFFICIENCY by Grace Bauer Are you getting tons of interruptions every day? Are you questioning why employees are coming to you when you know that the...