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The Place to Network: The Fundamentals of Successful Cross-Selling
A regular topic of my presentations and workshops at law firm retreats is cross-selling. I'm often asked to produce some magic formula that smoothes the way for law firm partners to introduce colleagues to their existing clients, so the colleagues can pitch their own services.
“When I go on a pitch, which partners from other practices should I bring? I can't bring everyone to demonstrate the broad range of expertise our firm offers, so how do I choose?” Or, “How can I get my colleagues to invite me to meet their clients, because their clients have deep pockets and at present they're using one of my competitors. Shouldn't my partners, after all, have a responsibility to send work my way?” Alas, while there is no magic formula, we do tend to make cross-selling more complicated than it needs to be.
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.
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.
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.