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FROM TALKING TO SELLING
March 25, 2008
FROM TALKING TO SELLING – Here are the type of questions to ask a client or client prospect which not only demonstrate your skill and understanding of their business, but draw out answers that will help you sell.* Does in-house counsel have an organized, functioning early case assessment system?* Are their business and operational units covered in this system?* How is enterprise risk management and intellectual property protection handled?* Are they prepared for the arduous demands of e-discovery?* Do they need outside counsel to assist in litigation public relations or crisis management?* Can you offer training programs in professional development for the legal department?* Does your firm provide a shared technology system so you and clients can communicate directly and easily?* How will they expect you to “communicate” with them?* How much of what you communicate with them needs to be formatted so it can be forwarded to the CEO and Board of Directors?* What is the best format to use and how often should they be sent?The very fact that you are already concerned about these day-to-day considerations sends a very positive message about you at all stages of the selling process.
FROM TALKING TO SELLING – Here are the type of questions to ask a client or client prospect which not only demonstrate your skill and understanding of their business, but draw out answers that will help you sell.* Does in-house counsel have an organized, functioning early case assessment system?* Are their business and operational units covered in this system?* How is enterprise risk management and intellectual property protection handled?* Are they prepared for the arduous demands of e-discovery?* Do they need outside counsel to assist in litigation public relations or crisis management?* Can you offer training programs in professional development for the legal department?* Does your firm provide a shared technology system so you and clients can communicate directly and easily?* How will they expect you to “communicate” with them?* How much of what you communicate with them needs to be formatted so it can be forwarded to the CEO and Board of Directors?* What is the best format to use and how often should they be sent?The very fact that you are already concerned about these day-to-day considerations sends a very positive message about you at all stages of the selling process.
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