ABSTRACT
Ask a professional how things are going, and you are apt to hear a response that dwells on hard times. Indeed, for many professionals the “good ole days” are over. The professional, who was once the community’s only lawyer, doctor, or accountant, and who needed only to follow the advice, “(1) hang up your shingle and you’ll get new clients from walk-in traffic; (2) take a handful of your colleagues to lunch and you may get a few referrals; (3) join civic and social groups to get your name into the community. Then, as your referral base grows, your established clients will send enough new business to build a profitable practice (Ryder, 1985).
