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LEGAL SALES QUESTIONS: PART IV. DON'T FORGET...............
November 02, 2011
LEGAL SALES QUESTIONS: PART IV., DON'T FORGET . . . . . “By failing to prepare you are preparing to fail.” Benjamin FranklinThe theme of this 4 part series has been preparedness – specifically for questions that might be posed by prospective clients when you meet them in the RED ZONE. Being prepared for any question will allow you to better serve the client and close the deal. There are some things to remember about corporate in-house counsel in this economic climate:* GC positions have become more tenuous* Shareholder pressures on corporate value have increased* New product or service costs have grown* Board of Directors have refocused in-house counsel's roles toward preventative law challenges* Sarbanes-Oxley has created liability for GC's that many do not want* CEO's are increasing pressure on in-house counsel.While the economy isn't making work any easier for anyone, understanding pressures and challenges is key to developing a highly-targeted pitch for any client – new or long standing. The right business development training can go a long way in improving your sales tachniques and skills. Being prepared is the soundest way to put your best foot forward and close the deal.
LEGAL SALES QUESTIONS: PART IV., DON'T FORGET . . . . . “By failing to prepare you are preparing to fail.” Benjamin FranklinThe theme of this 4 part series has been preparedness – specifically for questions that might be posed by prospective clients when you meet them in the RED ZONE. Being prepared for any question will allow you to better serve the client and close the deal. There are some things to remember about corporate in-house counsel in this economic climate:* GC positions have become more tenuous* Shareholder pressures on corporate value have increased* New product or service costs have grown* Board of Directors have refocused in-house counsel's roles toward preventative law challenges* Sarbanes-Oxley has created liability for GC's that many do not want* CEO's are increasing pressure on in-house counsel.While the economy isn't making work any easier for anyone, understanding pressures and challenges is key to developing a highly-targeted pitch for any client – new or long standing. The right business development training can go a long way in improving your sales tachniques and skills. Being prepared is the soundest way to put your best foot forward and close the deal.
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