Farquharson/Tedesco on Business Development: Don't Give Up on 'Lost Causes'

Guess what? There's no better time than the present to give these former clients another shot! We know what you're thinking: "No way! Not these prospects! Not after what happened last time." To which your authors say, "Toughen up, soldier!" It's time to wipe the dust from these files and rap on those doors once more. Here are five rules to keep in mind as you call on these prospects, hat in hand: