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FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT – Following a recent engagement as a marketing keynote speaker for the Beverly Hills Bar Association, an attendee asked me a question about the importance of first impressions in making law sales. For anyone engaged in legal sales or who provides business development presentations, it's hard t deny that the role fo first impressions is the foundation for an excellent question.One of the best answers can be based on Malcolm Gladwell's “Blink.” The book's subtitle – ” the Power of thinking without thinking” – is critical to understnding the value of first impressions as you prepare for first contacts with a new prospect.Whether meeting someone at a conference during a coffee break, sending an email inquiry, responding to an RFPJ, or engaging with a prospect on any level, snap decisions are made within 2 seconds. That's right; the first two seconds can be all it takes for a potential cleint to makie s snap decision about a lawyer, a law firm, or a legal consulting proposal. If the impression is positive, the door will be open and there will be plenty of opportunity to expand on what you have to offer. Overcoming a neutral or negative response, however, requires a great deal of energy and a much stronger legal selling skill set.From our side of the table, it can be difficult to determine what the “ blink” factor is. Therefore, if you are looking for business development training, be sure to focus on training that emphasizes presenting your understanding of a prospect's business within the first moments of any discussioin. Identifying from the start that you want to align interests with your prospect – focusing on asking questions about the prospect's needs and responsibilities to stakeholders – enables you to highlight your (and your firm's) ability and set the right tone for developing business. Allan Colman, the Closers [email protected]
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT – Following a recent engagement as a marketing keynote speaker for the Beverly Hills Bar Association, an attendee asked me a question about the importance of first impressions in making law sales. For anyone engaged in legal sales or who provides business development presentations, it's hard t deny that the role fo first impressions is the foundation for an excellent question.One of the best answers can be based on Malcolm Gladwell's “Blink.” The book's subtitle – ” the Power of thinking without thinking” – is critical to understnding the value of first impressions as you prepare for first contacts with a new prospect.Whether meeting someone at a conference during a coffee break, sending an email inquiry, responding to an RFPJ, or engaging with a prospect on any level, snap decisions are made within 2 seconds. That's right; the first two seconds can be all it takes for a potential cleint to makie s snap decision about a lawyer, a law firm, or a legal consulting proposal. If the impression is positive, the door will be open and there will be plenty of opportunity to expand on what you have to offer. Overcoming a neutral or negative response, however, requires a great deal of energy and a much stronger legal selling skill set.From our side of the table, it can be difficult to determine what the “ blink” factor is. Therefore, if you are looking for business development training, be sure to focus on training that emphasizes presenting your understanding of a prospect's business within the first moments of any discussioin. Identifying from the start that you want to align interests with your prospect – focusing on asking questions about the prospect's needs and responsibilities to stakeholders – enables you to highlight your (and your firm's) ability and set the right tone for developing business. Allan Colman, the Closers [email protected]
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.