Features
Why Clients Fire Firms
Why are firms losing important, blue-chip clients? Let us count the ways.
Features
Preparing for Reverse Auctions
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
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
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
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
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
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
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
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
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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- Law Firms and the Rise of HospitalityThe law firm office cannot remain unchanged, as if frozen in time set to some date prior to the onset of pandemic, when the terms and meaning have all changed. In fact, the office must now provide benefits or an experience the lawyers and staff cannot get at home.Read More ›
- Disconnect Between In-House and Outside Counsel'Disconnect Between In-House and Outside Counsel is a continuation of the discussion of client expectations and the disconnect that often occurs. And although the outside attorneys should be pursuing how inside-counsel actually think, inside counsel should make an effort to impart this information without waiting to be asked.Read More ›
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- Lack of Logo Placement At Center of Ruling Over Meat Loaf Album PackagingTo build visibility for its brand, a record label or production company will want its logo included on products containing its master recordings manufactured and distributed by third parties. This will be addressed in the agreement between the label or production company and manufacturer/distributor. The failure to include the logo may raise a host of issues, from the breadth of the logo-placement obligation ' such as whether it includes Internet downloads ' to the proper theory on which to base any damages and just which album-sales figures are subject to evidentiary discovery. A recent ruling by the U.S. Court of Appeals for the Sixth Circuit ' in a long-running dispute between Cleveland International Records and Sony Music Entertainment ' illustrated how these issues may be argued and decided.Read More ›