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There used to be a time when layers of secretaries and executive assistants insulated decision-makers against strangers, including peddlers of services. It was hard to position yourself to meet and impress the boss. Social media—and LinkedIn in particular—have broken down those barriers.

Through an advanced search on LinkedIn, you can build a list of your ideal clients while gaining insights into how best to connect with these hard-to-reach people. The first step is finding them.

It doesn’t have to be complicated.

"I found the names and companies of 100 general counsel in the Kansas City area with just a simple search on LinkedIn," Burton Taylor, a marketing consultant at Proventus, told me recently. He started by selecting "advanced search."
 

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