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<i>Sales Speak</i><br>Business Development Best Practices: Client Teams
Recently, my LawVision colleagues and I have noticed a major uptick in client requests to help them with their Client Team programs. In corporate America, client team programs or strategic account management is a business development keystone in nearly every sales and marketing strategy. In fact, many organizations have business development and marketing teams dedicated to key client account management. Most businesses rely on a large portion of their annual revenue resulting from recurring business from their existing clients.
For those of you with sales or sales management backgrounds, in addition to the revenue stream created by recurring revenue, it also has the added benefit of a lower cost of sales, which makes it highly desirable. At long last, law firms of all sizes are incorporating similar strategies across their firms. Since I have a great deal of experience in the area of client team development as well as strategic account management, I offer the following guidance to the reader who may be in the throes of a client team program deployment or simply contemplating taking on the challenge.
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.
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.
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.