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SHERLOCK HOLMES STYLE OF LAWYER MARKETING
SHERLOCK HOLMES STYLE OF LAWYER MARKETING – “Put it under the microscope, Watson.When Sherlock Holmes cracked the case, he did so after careful examination of all of the evidence. Similarly, when you're marketing your legal services, it's important to put your prospects “under the microscope.” Knowing what your prospects are looking for – before you make contact – is essential.Attorneys with successful closing skills know that taking an in-depth look at their prospects busines is an imperative step in closing the sale. Before approaching annew prospect, these attorneys:* Take the time to learn what new products or services the prospect has recently marketed.* Research the community service projects the company or agency sponsor.* Determine whether or not the company or agency is currently going through layoffs.* Explore what their competitors are doing.* Identify any special awards their prospect may have won or honors they have received.By taking the time to learn more about your prospects, you'll better be able to determine their needs. More importantly, you can tailor your sales presentation to address those needs. Not only will you have better information, but also you'll be in a position to ask better questions – and your law selling approach will prove far more successful.
SHERLOCK HOLMES STYLE OF LAWYER MARKETING – “Put it under the microscope, Watson.When Sherlock Holmes cracked the case, he did so after careful examination of all of the evidence. Similarly, when you're marketing your legal services, it's important to put your prospects “under the microscope.” Knowing what your prospects are looking for – before you make contact – is essential.Attorneys with successful closing skills know that taking an in-depth look at their prospects busines is an imperative step in closing the sale. Before approaching annew prospect, these attorneys:* Take the time to learn what new products or services the prospect has recently marketed.* Research the community service projects the company or agency sponsor.* Determine whether or not the company or agency is currently going through layoffs.* Explore what their competitors are doing.* Identify any special awards their prospect may have won or honors they have received.By taking the time to learn more about your prospects, you'll better be able to determine their needs. More importantly, you can tailor your sales presentation to address those needs. Not only will you have better information, but also you'll be in a position to ask better questions – and your law selling approach will prove far more successful.
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.
The DOJ's New Parameters for Evaluating Corporate Compliance Programs
The parameters set forth in the DOJ's memorandum have implications not only for the government's evaluation of compliance programs in the context of criminal charging decisions, but also for how defense counsel structure their conference-room advocacy seeking declinations or lesser sanctions in both criminal and civil investigations.
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.
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.
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.