Law Journal Newsletters

An ALM Website

The Red Zone

ASK FOR BUSINESS

By allan colman, www.closersgroup.com

  • E-Mail this Article
  • View Printable Article

ASK FOR BUSINESS

When was the last time you asked clients for new business? On the surface, that question may seem a bit silly. After all, asking for business once a company has signed on with your firm may feel a bit redundant. But consider this: asking for more work on a regular basis is a solid client retention tactic that could lead to botton-line dividends.

Think business generation and value. If the new project involves work in a fledgling practice area your firm wants to promote, use warm relations with your client to persuade them to take a chance on your firm. Sweeten the deal and negotiate a lower fee for a set time period - perhaps three to six months -so the client can gain confidence in your firm's ability to handle the project.

Next column will discussing aligning your interests with the client's.

Comments

Be the first to comment on this post using the section below.

Add your comments

Log In

You must be logged in to comment

Register

Enter your information below to begin your FREE registration

From Our Blogs

MOST POPULAR ARTICLES

THE CORPORATE COUNSELOR

How Privileged Are Your Privileged Communications?

Corporate counsel may be surprised to learn that, under certain circumstances, plaintiffs in shareholder litigation have gained access to privileged materials upon a showing of "good cause" under the fiduciary exception. This article discusses the basis for the fiduciary exception, the factors involved in the good-cause analysis, and the circumstances under which courts have turned over privileged materials to plaintiffs.

INTELLECTUAL PROPERTY STRATEGIST

Biosig Instruments, Inc. v. Nautilus, Inc.

In Biosig Instruments, Inc. v. Nautilus, Inc., the Federal Circuit held that the functional claim language of "spaced relationship" was definite in view of the inherent parameters of the claimed apparatus, notwithstanding the lack of any specific quantification of exactly how wide the spacing should be.

Tweets