Features
Aric Press
Why are firms losing important, blue-chip clients? Let us count the ways.
Features
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.
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
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
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.
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
Scott J. Slavick
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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
Bruce D. Heintz
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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
Steven Andersen
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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
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.
