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CLOSING THE DEAL
CLOSING THE DEALA very happy new year to you all. Legal marketing is going through its typical first of the year cycle where clients and prospects are playing the “budget” card. But the economy is not the only factor you should consider when converting an opportunity to close more business.Hesitation might also occur on behalf of in-house counsel or public agency executives due to the pressures of bureaucracy. Who else needs to approve the engagement? Will the person you are dealing with survive RIF's?Competitors are searching for ways to outmaneuver you. Traditional attorney marketing now requires innovation and extra effort. Client retention is even more critical to maintaining a pipeline.And reaching the market place is changing radically. Is your firm continuing to spend heavily on print and media advertising or using pop-up ads, landing page features, webinars, etc. to reach the same client base?Lastly, what are real “deadlines” for purchasing your services? Are they looser than ever, providing the client every possible out to delay or stall? Closing skills today must recognize: * Budget * Hesitation * Competition * Market * Deadlines.The new year and our new economic structure demands greater attention, application and time to win clients. Happy new year?
CLOSING THE DEALA very happy new year to you all. Legal marketing is going through its typical first of the year cycle where clients and prospects are playing the “budget” card. But the economy is not the only factor you should consider when converting an opportunity to close more business.Hesitation might also occur on behalf of in-house counsel or public agency executives due to the pressures of bureaucracy. Who else needs to approve the engagement? Will the person you are dealing with survive RIF's?Competitors are searching for ways to outmaneuver you. Traditional attorney marketing now requires innovation and extra effort. Client retention is even more critical to maintaining a pipeline.And reaching the market place is changing radically. Is your firm continuing to spend heavily on print and media advertising or using pop-up ads, landing page features, webinars, etc. to reach the same client base?Lastly, what are real “deadlines” for purchasing your services? Are they looser than ever, providing the client every possible out to delay or stall? Closing skills today must recognize: * Budget * Hesitation * Competition * Market * Deadlines.The new year and our new economic structure demands greater attention, application and time to win clients. Happy new year?
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.