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The RED ZONE
Most pertinent to the art and science of new business generation is the RED ZONE, a football analogy which refers to the final 20 yards left for the team to traverse before the goal line. But in-house counsel have tightened up their Red Zone defenses.To overcome hidden decision-making, a Red Zone strategy must include a systematic aproach to revealing what the decision-makers won't reveal on their own. Who is the real buyer of the service you're selling? Who is its real user? When are they the same person?Do you ever wonder how in-house counsel make their law firm selections? It's a question that keeps many up at night and others dreaming of being a fly on the wall in the board room of their bigger prospects. This decision-making process has long been a hazy one, one that every attorney needs to better understand.Successful business generation hinges on the ability to truly understand the needs and objectives of inside counsel. Marketing departments are a great resource, but without attorneys actively leading, closing new engagements won't occur.Join our discussion of topics, such as pressure from CEOs, a growing turnover rate of senior inside counsel, shareholder concerns, etc. What have you observed and been challenged by when getting a candid moment with a client or prospect? What would you like this column to address for the next several weeks focusing on unsuspected buyer attitudes. And how have you and your firm responded and generated positive results?
Most pertinent to the art and science of new business generation is the RED ZONE, a football analogy which refers to the final 20 yards left for the team to traverse before the goal line. But in-house counsel have tightened up their Red Zone defenses.To overcome hidden decision-making, a Red Zone strategy must include a systematic aproach to revealing what the decision-makers won't reveal on their own. Who is the real buyer of the service you're selling? Who is its real user? When are they the same person?Do you ever wonder how in-house counsel make their law firm selections? It's a question that keeps many up at night and others dreaming of being a fly on the wall in the board room of their bigger prospects. This decision-making process has long been a hazy one, one that every attorney needs to better understand.Successful business generation hinges on the ability to truly understand the needs and objectives of inside counsel. Marketing departments are a great resource, but without attorneys actively leading, closing new engagements won't occur.Join our discussion of topics, such as pressure from CEOs, a growing turnover rate of senior inside counsel, shareholder concerns, etc. What have you observed and been challenged by when getting a candid moment with a client or prospect? What would you like this column to address for the next several weeks focusing on unsuspected buyer attitudes. And how have you and your firm responded and generated positive results?
Major Differences In UK, U.S. Copyright Laws
This article highlights how copyright law in the United Kingdom differs from U.S. copyright law, and points out differences that may be crucial to entertainment and media businesses familiar with U.S law that are interested in operating in the United Kingdom or under UK law. The article also briefly addresses contrasts in UK and U.S. trademark law.
The Article 8 Opt In
The Article 8 opt-in election adds an additional layer of complexity to the already labyrinthine rules governing perfection of security interests under the UCC. A lender that is unaware of the nuances created by the opt in (may find its security interest vulnerable to being primed by another party that has taken steps to perfect in a superior manner under the circumstances.
Strategy vs. Tactics: Two Sides of a Difficult Coin
With each successive large-scale cyber attack, it is slowly becoming clear that ransomware attacks are targeting the critical infrastructure of the most powerful country on the planet. Understanding the strategy, and tactics of our opponents, as well as the strategy and the tactics we implement as a response are vital to victory.
Legal Possession: What Does It Mean?
Possession of real property is a matter of physical fact. Having the right or legal entitlement to possession is not "possession," possession is "the fact of having or holding property in one's power." That power means having physical dominion and control over the property.
The Stranger to the Deed Rule
In 1987, a unanimous Court of Appeals reaffirmed the vitality of the "stranger to the deed" rule, which holds that if a grantor executes a deed to a grantee purporting to create an easement in a third party, the easement is invalid. Daniello v. Wagner, decided by the Second Department on November 29th, makes it clear that not all grantors (or their lawyers) have received the Court of Appeals' message, suggesting that the rule needs re-examination.