Volume 23 - Number 11 | March 2010
| March Issue in PDF Format … |
| Client Speak: Cross-Selling — Optional or Obligatory? By Donald E. Aronson Cross-selling in today’s environment? You must be kidding. I have enough trouble holding on to what I have. If that’s your reaction, it’s understandable. After all, businesses are cutting back on expenses; and, as you well know, in-house legal departments are not immune. |
| Career Journal: Marketing’s Greater Impact During the Great Recession In 2009, the investments that so many had encouraged their respective firms to make actually started to pay some dividends. |
| Media & Communcations Corner: Alleviating Client Fatigue Caused by Legal Directories By John D. Tuerck The process of positioning lawyers and law firms for potential rankings — all in an effort to boost their stature in a keenly competitive legal market, of course — may impair the relationships with the very clients they hope to impress. |
| Beware the 'Unworthy Client' By Richard M. Zielinski Times are hard all over and law firms are all under pressure to boost revenue. You may be tempted to lower your standards for client intake in difficult times. Resist the temptation. About a third of all claims against law firms — and a much greater percentage of the very largest claims — result from taking on "unworthy clients." |
