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DEVELOPING A CLIENT RETENTION ROADMAP
October 22, 2010
DEVELOPING A CLIENT RETENTION ROADMAP – At the Closers Group, we emphasize our RED ZONE approach. Built on the premise of the last 20 yards before the gaol line in football in which players need to be at their most strategic and best, our RED ZONE is where our clients “find 'em, meet'em, get 'em” – its where the 3 steps that lead up to winning a new engagement must happen. However, perhaps even more important than knowing how to find, meet and close with the right prospects is to know how to “keep 'em” once you've got 'em – client retention.Commit to building relationshiips, offering new ideas, demonstrating an understanding of eaach client's business, and conducting work of the highest quality – this is the client “roadmap.” By emphasizing client retention as well as client acquisition, firms dcan develop a long-term business development pipeline.
DEVELOPING A CLIENT RETENTION ROADMAP – At the Closers Group, we emphasize our RED ZONE approach. Built on the premise of the last 20 yards before the gaol line in football in which players need to be at their most strategic and best, our RED ZONE is where our clients “find 'em, meet'em, get 'em” – its where the 3 steps that lead up to winning a new engagement must happen. However, perhaps even more important than knowing how to find, meet and close with the right prospects is to know how to “keep 'em” once you've got 'em – client retention.Commit to building relationshiips, offering new ideas, demonstrating an understanding of eaach client's business, and conducting work of the highest quality – this is the client “roadmap.” By emphasizing client retention as well as client acquisition, firms dcan develop a long-term business development pipeline.
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.