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COMMUNICATING EFFECTIVELY AND ENJOYABLY WITH CORPORATE CLIENTS
COMMUNICATING EFFECTIVELY AND ENJOYABLY WITH CORPORATE CLIENTS – Continuing with our series on really getting to know your clients and your prospects, and assuming you do want to discover what makes them and their companies work, what's next? You and your marketing support team must make time to organize pursue and hopefully close opportunities if you do find out. Lawyers are excellent at talking, good at asking questions and only so-so at listening. Yet it is the latter two skills that are the ultimate determinants of ongoing success. According to KLS/Gates “Top of Mind” survey of senior in-house counsel, conducted in the summer of 2005, “communicating effectively” and “enjoyable attorneys” are two of the top three attributes for outside counsel selection.For any lawyer who wants to “communicate effectively and enjoyably” the 60/40 rule that served IBM so splendidly for decades still applies. Client talks 60% of the time, you talk 40%. Demonstrate the knowledge you have obtained by asking strategic questions and getting them to discus operational and management challenges.
COMMUNICATING EFFECTIVELY AND ENJOYABLY WITH CORPORATE CLIENTS – Continuing with our series on really getting to know your clients and your prospects, and assuming you do want to discover what makes them and their companies work, what's next? You and your marketing support team must make time to organize pursue and hopefully close opportunities if you do find out. Lawyers are excellent at talking, good at asking questions and only so-so at listening. Yet it is the latter two skills that are the ultimate determinants of ongoing success. According to KLS/Gates “Top of Mind” survey of senior in-house counsel, conducted in the summer of 2005, “communicating effectively” and “enjoyable attorneys” are two of the top three attributes for outside counsel selection.For any lawyer who wants to “communicate effectively and enjoyably” the 60/40 rule that served IBM so splendidly for decades still applies. Client talks 60% of the time, you talk 40%. Demonstrate the knowledge you have obtained by asking strategic questions and getting them to discus operational and management challenges.
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.