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LEGAL SALES QUESTIONS: Part III., Questions About the Future While the past and present are important to prospects, the future is the key. Through answering the questions about them and your firm, they'll get a good idea as to your commitment to the engagement and abilities to serve their needs. * Can you describe the risks I'm taking if I hire you and your firm? * How can I measure your results? * Who are the attorneys you will…
It's taken more than 30 years for the legal profession to overcome the long-standing tradition under which any form of frank marketing and promotional activity has been considered unacceptable.
LEGAL SALES QUESTIONS II. - QUESTIONS ABOUT YOUR FIRM In the last post, we discussed the importance of preparing your team of attorneys for a pitch by researching the prospective client and being able to pose questioins to showcase your knowledge and commitment. The next step in effective law firm business development is being able to answer specific questions about yur firm. Clients are interested in determing how compatible your law firm would be with their…
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In early 2011, we began planning to move offices, prompting us to take stock of all our technology. We were running Windows XP and Office 2007 and could have stayed on Worldox GX, but GX2 included a feature called "Workspaces" which would help us supplement our author-based profiling system, thereby helping lawyers and staff to organize and find documents more readily. Thus, we began to build the case internally for upgrading to GX2.
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Responding to Hart-Scott-Rodino Act Requests for Additional Information and Documentary Materials (more commonly known as "Second Requests") presents substantial challenges in assembling a comprehensive and complete production of requested information and documents from company archives.
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This article provides a checklist of best practices for both in-house and outside counsel to consider, discuss and monitor throughout the litigation to ensure confidence in the client relationship and the e-discovery process.
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Pay Proportional to Performance is an important guiding principle underlying good compensation decisions. Individual firms will select different compensable criteria and weigh them according to their specific views. Good judgment will bring the principle alive.
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Is using social media really worth the time it's taking out of yours busy days, and how do you know if it's paying off for your practice?
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According to industry research experts, every hour spent on business development can yield up to $34,000 in additional fee revenue per year. So why aren't attorneys doing more of it? And why is it so hard to train them to do it effectively?
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The intent of this column is to provide a framework for identifying the relative benefits of hosting an event. How can we turn an event into a means for generating revenue?