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Myth #5: ONCE YOU'VE WON THE BUSINESS, FURTHER MARKETING TO THE CLIENT IS NOT NECESSARY.
MYTH #5: ONCE YOU'VE WON THE BUSINESS, FURTHER MARKETING TO THE CLIENT IS NOT NECESSARY.Your firm's client retention depends on regularly identifying their needs, concerns and pressures. But client needs are a moving target. The time you spend listening and attending to complaints could be the difference between keeping a client and losing them to another, more attractive firm.More corporate counsel and agencies are terminating long term relationships with law firms. Depending upon which report you read, the average number of firings of long term outside counsel is 2 per company per year. Where our clients have lost a long term relationship, it is often due to the absence of a well organized client retention program. And while we work on strategies to re-acquire the client, it is a tough road to travel.In conclusion, how should you deal with the 5 MYTHS OF ATTORNEY SELLING? Our advice – get over it! Don't let attorneys use these or similar myths to sit and wait for the phone to ring. Attorneys selling should recognize that it is all about getting to that crucial moment when buyers decide if what you have discussed has value for them – and if you are the best one to deliver it.
MYTH #5: ONCE YOU'VE WON THE BUSINESS, FURTHER MARKETING TO THE CLIENT IS NOT NECESSARY.Your firm's client retention depends on regularly identifying their needs, concerns and pressures. But client needs are a moving target. The time you spend listening and attending to complaints could be the difference between keeping a client and losing them to another, more attractive firm.More corporate counsel and agencies are terminating long term relationships with law firms. Depending upon which report you read, the average number of firings of long term outside counsel is 2 per company per year. Where our clients have lost a long term relationship, it is often due to the absence of a well organized client retention program. And while we work on strategies to re-acquire the client, it is a tough road to travel.In conclusion, how should you deal with the 5 MYTHS OF ATTORNEY SELLING? Our advice – get over it! Don't let attorneys use these or similar myths to sit and wait for the phone to ring. Attorneys selling should recognize that it is all about getting to that crucial moment when buyers decide if what you have discussed has value for them – and if you are the best one to deliver it.
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.
Judge Rules Shaquille O'Neal Will Face Securities Lawsuit for Promotion, Sale of NFTs
A federal district court in Miami, FL, has ruled that former National Basketball Association star Shaquille O'Neal will have to face a lawsuit over his promotion of unregistered securities in the form of cryptocurrency tokens and that he was a "seller" of these unregistered securities.
Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It
Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
Blockchain Domains: New Developments for Brand Owners
Blockchain domain names offer decentralized alternatives to traditional DNS-based domain names, promising enhanced security, privacy and censorship resistance. However, these benefits come with significant challenges, particularly for brand owners seeking to protect their trademarks in these new digital spaces.
Coverage Issues Stemming from Dry Cleaner Contamination Suits
In recent years, there has been a growing number of dry cleaners claiming to be "organic," "green," or "eco-friendly." While that may be true with respect to some, many dry cleaners continue to use a cleaning method involving the use of a solvent called perchloroethylene, commonly known as perc. And, there seems to be an increasing number of lawsuits stemming from environmental problems associated with historic dry cleaning operations utilizing this chemical.