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 IN THE RED ZONE IV.
WHAT DID NOT WORK IN THE RED ZONE IV? Attorneys who market and sell services must consider a wider range of sales considerations than typically brought to the table. Following are more examples of what I have heard counsel discuss in this fourth and last in a series about law firm business development presentations.1. Do not surprise your client with late breaking information. 2. In your own meetings, how often have you observed people using their Blackberrys, taking phone calls, or not engaging ( the “potted plant” syndrome)with the client. If you are one of these offenders at your own firm meetings, stop. But if you are, or observe one of your colleagues committing these etiquette-breaking actions in a client meeting, stop. And before entering the engagement, make sure everyone on your team turns off those cells and Blackberrys, and have a role for everyone to play and participate in.3. How often have you sent out cold call materials, never to hear from the target? Why should a potential client contact you just because an annual report was sent to them? Without relevance and pre-contact, it is probably a waste.4. It astounds me how often I've heard in-house counsel state how unprepared the law-firm team was. Practice, practice , practice; and not in the taxi on the way from the airport.MAKE THIS NEW YEAR A SUCCESS! Allan Colman, the Closers Group; [email protected]; 310-225-3904
WHAT DID NOT WORK IN THE RED ZONE IV? Attorneys who market and sell services must consider a wider range of sales considerations than typically brought to the table. Following are more examples of what I have heard counsel discuss in this fourth and last in a series about law firm business development presentations.1. Do not surprise your client with late breaking information. 2. In your own meetings, how often have you observed people using their Blackberrys, taking phone calls, or not engaging ( the “potted plant” syndrome)with the client. If you are one of these offenders at your own firm meetings, stop. But if you are, or observe one of your colleagues committing these etiquette-breaking actions in a client meeting, stop. And before entering the engagement, make sure everyone on your team turns off those cells and Blackberrys, and have a role for everyone to play and participate in.3. How often have you sent out cold call materials, never to hear from the target? Why should a potential client contact you just because an annual report was sent to them? Without relevance and pre-contact, it is probably a waste.4. It astounds me how often I've heard in-house counsel state how unprepared the law-firm team was. Practice, practice , practice; and not in the taxi on the way from the airport.MAKE THIS NEW YEAR A SUCCESS! Allan Colman, the Closers Group; [email protected]; 310-225-3904
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.
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.
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.
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.