CONSIDER THIS SCENARIO: Through your network, you uncover a hot lead. A local community college has completed its master plan for several new buildings and will now begin hiring a variety of firms (to spread the work!) for project execution. Before picking up the phone to call the campus architect, you do your due diligence-general internet research, degrees of separation on Linkedln, memberships within relevant organizations and so forth. As you put together the pieces, building up a "profile" for this prospective client, you suddenly discover that he is young-as in 30-years-young.
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