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The Red Zone

KEY QUESTIONS FOR DEVELOPING NEW BUSINESS

By Allan Colman, the Closers Group, www.closersgroup.com

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KEY QUESTIONS FOR DEVELOPING NEW BUSINESS - Polls and surveys of in-house counsel reveal that, during the selection process, greater or lesser emphasis may be placed on:

* Diversity * Pro Bono Activity * Community Service.

Some companies heavily weigh these factors as they apply to competing law firms. Others may believe the activities of individual team members are more important.

Some buyers place equal weight on firm reputation and individual practice in selecting outside counsel. Some CEOs or Boards of Directors demand the best law firm to solve a problem without much concern about who the individual lawyer is. From what you can see are they really looking to protect themselves with a safety buy, a top firm "brand" so that, if the engagement goes south, they can still say they makde the reasonably smart move?

-- Do you know? -- Do you WANT to know? -- Do you know how to find out?

Stay tuned!

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