How do independent professionals actually get clients? Not through their content, argues Nigel Rawlins—most work comes from people you stay in touch with. Revisiting his podcast conversations with Mark Goulston, Michael Zipursky, Karen Wickre and Laetitia Vitaud, he unpacks the skill inside word of mouth: figuring out what the other person needs to hear.
"Keep writing. I do, every week, because writing gives people something to forward and a reason to remember you. Just stop pretending the writing is the pipeline. The conversation is."
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