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WHAT DID NOT WORK
WHAT DID NOT WORK -1. Offering to handle and manage what inside counsel already have the skills to manage.2. Relying on good results but not working on the relationship.3. Offensive humorous comments.Conducting comprehensive research on your clients and prospects, both as individuals and on their companies is one of the single most important components to successfully closing a new engagement. Yet it is one of the major reasons in-house counsel do not retain firms. Sure, winning a major piece of litigation, completing an acquisition, settling a strike are all positives. But if you ignore continuing to build the client relationship, you will face “I just won a major victory for my client. Why hasn't she called me?” So do your homework. If you do have services which can replace those currently being conducted by in-house counsel, offer to do so only if you have previously learned that they want to contract them out. Don't independently offer to handle and manage what they can already do.The third failure may occur when a completely innocent humorous comment is made by a colleague during a pitch or presentation meeting. You must know who will be in the room from the in-house group and learn enough about their backgrounds to avoid the problem. This is one of those areas where you may not get the work and never be told why.In the next blog column, we'll discuss additional foibles committed by attorneys when trying to win more business. Allan Colman [email protected].
WHAT DID NOT WORK -1. Offering to handle and manage what inside counsel already have the skills to manage.2. Relying on good results but not working on the relationship.3. Offensive humorous comments.Conducting comprehensive research on your clients and prospects, both as individuals and on their companies is one of the single most important components to successfully closing a new engagement. Yet it is one of the major reasons in-house counsel do not retain firms. Sure, winning a major piece of litigation, completing an acquisition, settling a strike are all positives. But if you ignore continuing to build the client relationship, you will face “I just won a major victory for my client. Why hasn't she called me?” So do your homework. If you do have services which can replace those currently being conducted by in-house counsel, offer to do so only if you have previously learned that they want to contract them out. Don't independently offer to handle and manage what they can already do.The third failure may occur when a completely innocent humorous comment is made by a colleague during a pitch or presentation meeting. You must know who will be in the room from the in-house group and learn enough about their backgrounds to avoid the problem. This is one of those areas where you may not get the work and never be told why.In the next blog column, we'll discuss additional foibles committed by attorneys when trying to win more business. Allan Colman [email protected].
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.