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The Red Zone

The RED ZONE - Selecting Outside Firms

By Allan Colman, Managing Director, the Closers Group: acolman@closersgroup.com

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CLIENT CO-MARKETING - How do you get to the highly valued position of co-marketing with your client? Let's start with basic selling 101 - Ask For The Order. Who usually asks for the order first? If you really think about it, it is probably the client, not the law firm. How often have you been asked to: * "take a table." * Provide a silent auction item. * Sponsor a golf hole in a charity tournament? * Offer a summer associate position to a client's daughter? * Donate to the client's law school fund drive? Corporate clients believe this is a fair trade when giving your firm significant business. And as long as the requests are reasonable, they'll keep asking you. But wait a minute; aren't these the same things you want to ask your client? Our next installment will begin to discuss what your corporate clients will appreciate.

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