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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.
New York's Latest Cybersecurity Commitment
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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.
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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.