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The RED ZONE - Selecting Outside Firms
June 01, 2007
SELECTION in the Red Zone is the fourth and final criterion a law firm team needs to identify when pursuing a client. Just what concerns and experiences will be influencing final selection? The previous three are: HIDDEN DECISION MAKING RELATIONSHIPS AND RETENTION PERSONAL CONSIDERATIONS.Just because an in-house counsel recently moved from a competing law firm, do not assume he/she would retain them. Firms should compete in situations in which they might otherwise assume that the competition has an insurmountable advantage. Or if a potential competitor will be sitting in on your meeting, you should elevate the level of candor in your relationship with the buyer by simply asking the buyer how he or she would like you to handle confidential information – invite more substantive discussion. This shows you want to get down to business, talk strategy and not merely promote yourself and your firm. And by doing so you have raised the buyer's expectation that even this meeting will produce value irrespective of which firm is eventually hired. This value is also conducive to closing. It is the decisive moment. Firms attempting to sell their services are well advised to make the most of it.allan colman.
SELECTION in the Red Zone is the fourth and final criterion a law firm team needs to identify when pursuing a client. Just what concerns and experiences will be influencing final selection? The previous three are: HIDDEN DECISION MAKING RELATIONSHIPS AND RETENTION PERSONAL CONSIDERATIONS.Just because an in-house counsel recently moved from a competing law firm, do not assume he/she would retain them. Firms should compete in situations in which they might otherwise assume that the competition has an insurmountable advantage. Or if a potential competitor will be sitting in on your meeting, you should elevate the level of candor in your relationship with the buyer by simply asking the buyer how he or she would like you to handle confidential information – invite more substantive discussion. This shows you want to get down to business, talk strategy and not merely promote yourself and your firm. And by doing so you have raised the buyer's expectation that even this meeting will produce value irrespective of which firm is eventually hired. This value is also conducive to closing. It is the decisive moment. Firms attempting to sell their services are well advised to make the most of it.allan colman.
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.
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.
How AI Has Affected PR
When we consider how the use of AI affects legal PR and communications, we have to look at it as an industrywide global phenomenon. A recent online conference provided an overview of the latest AI trends in public relations, and specifically, the impact of AI on communications. Here are some of the key points and takeaways from several of the speakers, who provided current best practices, tips, concerns and case studies.
New York's Latest Cybersecurity Commitment
On Aug. 9, 2023, Gov. Kathy Hochul introduced New York's inaugural comprehensive cybersecurity strategy. In sum, the plan aims to update government networks, bolster county-level digital defenses, and regulate critical infrastructure.