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The Red Zone

The RED ZONE - Selecting Outside Counsel

By Allan Colman, Managing Director, the Closers Group:

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HIDDEN DECISION MAKING - Last week we began a discussion of the pressures in-house counsel face in making their decisions to hire counsel. This week we will look more closely at Hidden Decision Making.

To overcome hidden decision making, a law firm's red-zone strategy must include a systematic approach to finding out what the decision-makers won't reveal on their own. Who is the real buyer of the service the law firm is selling? Who is its real user? When are the decision-maker and the jperson the company sent to the sales meeting the same person?

Holding pre-meeting, pre-presentation discussions in person or by phone are a must. And if this is a new potential client, identify other vendors used by the company and with whom you have relationships. Research at this stage will greatly enhance your opportunity to pursue and close this engagement

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A Blurry Distinction with a Huge Difference: Commercial vs. Non-Commercial Speech

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