Features
ALM Staff
&
Law Journal Newsletters
Legal services are not sold, they are bought. You can't sell something that the other person doesn't want. Hence, the most effective way to detect a lead is to find someone ready to buy.
Features
Mark Gediman
Looking for information on a rival law firm? Trying to get some background on a prospective client? The Internet is full of useful resources that can meet your needs.
Features
Bruce W. Marcus
Even with firm cuts and layoffs, no firm can afford to give up a community-related giving practice. It can, though, and should be, controlled.
Features
ALM Staff
&
Law Journal Newsletters
Who's doing what; who's going where.
Features
Nate Raymond
In late January, the Equal Employment Opportunity Commission (EEOC) sued Kelley Drye & Warren for its use of a compensation system that the agency claims discriminates against attorneys based on their age.
Features
Jonathan S. Kuo
Most financial misunderstandings can be avoided if firm management were to use some fairly straightforward communication techniques with their general partnership. This article compiles a few considerations for a law firm's head-of-finance.
Features
ALM Staff
&
Law Journal Newsletters
Who's doing what; who's going where.
allan colman , www.closersgroup.com
OLYMPIC DOWNHILL RACING AND CLOSING SKILLS Olympic skiers develop a very specific action plan on where they should be at every juncture, turn, jump and slope in order to produce a winning time. For outside counsel, they too need to create a ploan of attack that clearly differentiates them from their competitors. In their sales and presentations, they must emphasize what makes them unique. For some firms, an heightened level of client knowledge is itself the differentiating…
Features
Richard M. Zielinski
Times are hard all over and law firms are all under pressure to boost revenue. You may be tempted to lower your standards for client intake in difficult times. Resist the temptation. About a third of all claims against law firms ' and a much greater percentage of the very largest claims ' result from taking on "unworthy clients."
Features
Stanley P. Jaskiewicz
e-Commerce entrepreneurs need many skills to succeed. First, they must have the technical chops to build and run a superior site. Next, they must market that site to stand out among the many competitors in a crowded market. They must also know enough about business to do all the above profitably. And since no one person can do all of these things well, nearly all of these entrepreneurs must be able to evaluate and hire people with all these skills. That is, until the day comes to sell the business ' the Holy Grail of the dot-com boom. Then, a whole new set of skills is required.
