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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?
The DOJ's Corporate Enforcement Policy: One Year Later
The DOJ's Criminal Division issued three declinations since the issuance of the revised CEP a year ago. Review of these cases gives insight into DOJ's implementation of the new policy in practice.
The DOJ's New Parameters for Evaluating Corporate Compliance Programs
The parameters set forth in the DOJ's memorandum have implications not only for the government's evaluation of compliance programs in the context of criminal charging decisions, but also for how defense counsel structure their conference-room advocacy seeking declinations or lesser sanctions in both criminal and civil investigations.
Use of Deferred Prosecution Agreements In White Collar Investigations
This article discusses the practical and policy reasons for the use of DPAs and NPAs in white-collar criminal investigations, and considers the NDAA's new reporting provision and its relationship with other efforts to enhance transparency in DOJ decision-making.
Bankruptcy Sales: Finding a Diamond In the Rough
There is no efficient market for the sale of bankruptcy assets. Inefficient markets yield a transactional drag, potentially dampening the ability of debtors and trustees to maximize value for creditors. This article identifies ways in which investors may more easily discover bankruptcy asset sales.
A Lawyer's System for Active Reading
Active reading comprises many daily tasks lawyers engage in, including highlighting, annotating, note taking, comparing and searching texts. It demands more than flipping or turning pages.