within 2 weeks the managing partner will have 120 names of people that he didn't know before. Now of course there will be overlap and some doubling up of names across the firm. So let's assume the degree of duplication is 50%. That means there are potentially 60 names of people in businesses that the firm "knows" and has some connection with. Now you're probably thinking "so what -- some of that list will already be clients of the firm since the firm in question is the biggest one in town" Fair enough. So let's slice off another 50% of the names so now we are left with 30 names that represent "green fields." Two important things come out of this challenge. 1. Potential clients that are "known" to the firm. 2. The firm having a much better understanding of their connections in & around the community. For a regional firm to have this knowledge (and to act on it) is pure gold. Down the track I'll share with you Phase 2 of the challenge -- that is once you get the 30 names what do you then do? See you next post. James E. James Evangelidis If you like this article please retweet, post it on Facebook or LinkedIn, Stumble it and /or email it so it can help others. I'd also love to know YOUR take. Please feel free to comment below.