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The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue by Andrew Dietz

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 7

AVOID THE SCRUM

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Roger Smith was turning the screw on the billable hour vise grip even as he expected more business development. The pressure to bill Habersham & Smith’s clients for his time kept Sam buried in contracts, colleague meetings, and client discussions. It would be a couple days before Sam could get back to The Open Note, and during that time he spent many of his free moments going over Candace’s mantra in his head, on his iPad, even in some old-fashioned handwritten notes. Right conversations … right time … right context … . It made plenty of sense in theory, but the more he thought about it, the more he realized it ...

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