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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]
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.