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Features

Why Clients Fire Firms Image

Why Clients Fire Firms

Aric Press

Why are firms losing important, blue-chip clients? Let us count the ways.

Features

Preparing for Reverse Auctions Image

Preparing for Reverse Auctions

William C. Cobb

Rather than companies sending out RFPs to a number of law firms, they are now using a "reverse auction" to request quotes from law firms they trust. Here's how it works.

Client Retention - A Gap in Attorney Marketing Image

Client Retention - A Gap in Attorney Marketing

allan colman

CLIENT RETENTION - A Gap in Attorney MarketingWhy is it that lawyers are so resistant to marketing and business development? According to our recent U.S./Canada Client Retention Survey, the most frequent answers were:* No training;* Failed once - why try again;* Fear of the process:* No time;* Not compensated.The approach we utilize is to teach professionals to sell using tools that are relevant for the legal profession, listen to and solve their sales problems, and add innovations where appropriate.But there is only one way to succeed -- get out there!

Features

China's Transition to a VAT System Image

China's Transition to a VAT System

Stanley Kolodziejczak & Nancy Regan

Over the past 12 months, China has begun to transition from a business tax ("BT") system to a Value Added Tax ("VAT") system using Business to Value Added ("B2V") pilot programs. These B2V pilot programs have been introduced in Beijing and Shanghai for certain industries, including legal consulting services.

Features

Leasing Technology and the Business of Law Image

Leasing Technology and the Business of Law

Marc Cram

Leasing technology may or may not be the right decision for your firm; however, in the spirit of the season ' budget season, that is ' this article highlights the seven best practices when leasing technology as well as the seven deadly sins to avoid.

Professional Development - Building Relationshiips Image

Professional Development - Building Relationshiips

allan colman

Professional Development - Building Relationships As part of a professional development program, smart law firms bring in clients who are CEO's/CFO's/Accountants to explain balance sheets, 10K's, reading financial statements, etc. An over-riding criteria for lawyers to be selected by prospects is their understanding of the client's business. Good lawyers recognize this component of successful relationship building.…

Features

Marketing and Pinterest Image

Marketing and Pinterest

Scott J. Slavick & Andrew J. Avsec

Heralded as the next big thing in social media, Pinterest presents new legal risks for companies engaged in social media marketing. Here's what you need to know.

Features

The Voice of the Client: Client Audits Image

The Voice of the Client: Client Audits

Bruce D. Heintz & Gary R. Garrett

Client Audits have proven to be a valuable tool in support of a law firm's strategic plan and related client relationship expansion efforts.

Features

Media & Communications: Become the Newsroom Image

Media & Communications: Become the Newsroom

Steven Andersen & Nicholas Gaffney

Firms and lawyers have the opportunity to drive and shape editorial content as never before. But few of them fully understand the opportunity, or possess the necessary internal capacity to produce high-quality editorial content.

Features

Some Media-Related Labels We Can Do Without Image

Some Media-Related Labels We Can Do Without

Jay M. Jaffe

With so much being written and talked about in the legal marketing arena in reference to social media and other new forms of communication, the author takes a nostalgic look backward.

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MOST POPULAR STORIES

  • Private Equity Valuation: A Significant Decision
    Insiders (and others) in the private equity business are accustomed to seeing a good deal of discussion ' academic and trade ' on the question of the appropriate methods of valuing private equity positions and securities which are otherwise illiquid. An interesting recent decision in the Southern District has been brought to our attention. The case is <i>In Re Allied Capital Corp.</i>, CCH Fed. SEC L. Rep. 92411 (US DC, S.D.N.Y., Apr. 25, 2003). Judge Lynch's decision is well written, the Judge reviewing a motion to dismiss by a business development company, Allied Capital, against a strike suit claiming that Allied's method of valuing its portfolio failed adequately to account for i) conditions at the companies themselves and ii) market conditions. The complaint appears to be, as is often the case, slap dash, content to point out that Allied revalued some of its positions, marking them down for a variety of reasons, and the stock price went down - all this, in the view of plaintiff's counsel, amounting to violations of Rule 10b-5.
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  • Meet the Lawyer Working on Inclusion Rider Language
    At the Oscars in March, Best Actress winner Frances McDormand made “inclusion rider” go viral. But Kalpana Kotagal, a partner at Cohen Milstein Sellers &amp; Toll had already worked for months to write the language for such provisions. Kotagal was developing legal language for contract provisions that Hollywood's elite could use to require studios and other partners to employ diverse workers on set.
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