Law.com Subscribers SAVE 30%
Call 855-808-4530 or email [email protected] to receive your discount on a new subscription.
WHAT DID NOT WORK III
WHAT DID NOT WORK IIIThis is the third in a series of comments on why in-house counsel rejected law firm business development efforts. In a recent discussion with a group of outside attorneys, they pointed to the following:1. Make sure your team members talk to the client, not to themselves. Prospective clients want to see how you work together in responding to their questions and deal with strategic issues. Don't be talking “under your breath” to a colleague, which implies you are hiding something. Be open, direct and responsive.2. Attorneys are great at giving presentations to bar and professional associations and industry groups. But don't show up, speak and leave. You are there to network; be available for contacts. Not getting the names of attendees also contributes to business development failures.3. Make sure you know what medium your client prospects prefer. Don't send e-mails when your target prefers phone calls. In must-have discussions before a presentation, listen carefully to how the client prospect appears to digest information. Do they want great details, or executive summaries? Your presentation and future communications should be directed in this fashion.Next time we'll review other deal-killers, such as a lack of business etiquette, cold-call materials and client surprises.For more detail, go to www.closersgroup.com/resources.
WHAT DID NOT WORK IIIThis is the third in a series of comments on why in-house counsel rejected law firm business development efforts. In a recent discussion with a group of outside attorneys, they pointed to the following:1. Make sure your team members talk to the client, not to themselves. Prospective clients want to see how you work together in responding to their questions and deal with strategic issues. Don't be talking “under your breath” to a colleague, which implies you are hiding something. Be open, direct and responsive.2. Attorneys are great at giving presentations to bar and professional associations and industry groups. But don't show up, speak and leave. You are there to network; be available for contacts. Not getting the names of attendees also contributes to business development failures.3. Make sure you know what medium your client prospects prefer. Don't send e-mails when your target prefers phone calls. In must-have discussions before a presentation, listen carefully to how the client prospect appears to digest information. Do they want great details, or executive summaries? Your presentation and future communications should be directed in this fashion.Next time we'll review other deal-killers, such as a lack of business etiquette, cold-call materials and client surprises.For more detail, go to www.closersgroup.com/resources.
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.