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The RED ZONE - Selecting Outside Counsel
May 01, 2007
HIDDEN DECISION MAKING – Last week we began a discussion of the pressures in-house counsel face in making their decisions to hire counsel. This week we will look more closely at Hidden Decision Making.To overcome hidden decision making, a law firm's red-zone strategy must include a systematic approach to finding out what the decision-makers won't reveal on their own. Who is the real buyer of the service the law firm is selling? Who is its real user? When are the decision-maker and the jperson the company sent to the sales meeting the same person?Holding pre-meeting, pre-presentation discussions in person or by phone are a must. And if this is a new potential client, identify other vendors used by the company and with whom you have relationships. Research at this stage will greatly enhance your opportunity to pursue and close this engagementPlease enter your comments below or through [email protected] May Day!
HIDDEN DECISION MAKING – Last week we began a discussion of the pressures in-house counsel face in making their decisions to hire counsel. This week we will look more closely at Hidden Decision Making.To overcome hidden decision making, a law firm's red-zone strategy must include a systematic approach to finding out what the decision-makers won't reveal on their own. Who is the real buyer of the service the law firm is selling? Who is its real user? When are the decision-maker and the jperson the company sent to the sales meeting the same person?Holding pre-meeting, pre-presentation discussions in person or by phone are a must. And if this is a new potential client, identify other vendors used by the company and with whom you have relationships. Research at this stage will greatly enhance your opportunity to pursue and close this engagementPlease enter your comments below or through [email protected] May Day!
Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It
Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
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.
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.
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.
Blockchain Domains: New Developments for Brand Owners
Blockchain domain names offer decentralized alternatives to traditional DNS-based domain names, promising enhanced security, privacy and censorship resistance. However, these benefits come with significant challenges, particularly for brand owners seeking to protect their trademarks in these new digital spaces.