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The Red Zone


By Allan Colman, Managing Director, the Closers Group:

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This is the second in a series of comments on why in-house counsel rejected law firm business development efforts. Attorneys marketing must consider a wider range of sales considerations than typically brought to the table. Following are more examples of what I have heard counsel discuss law firm marketing presentations:

1. Make sure everyone on your team sits facing the inside counsel. Don't insult them by looking out the window or keeping your back to someone.

2. If you buy a table for a dinner as requested by in-house counsel, do not make the mistake of not showing up or sending the wrong people to the event. Filling seats is not what counsel had in mind when they invited you to attend a fund raising event for their favorite charity.

3. Make sure you know how many people the client will have present for your legal services presentation and don't overload the table. Bringing a swarm of attorneys to a sales pitch will raise numerous concerns in the in-house counsels' minds including, "If they bring this many to a meeting, how many are going to be billing me if I retain them?"


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