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This article examines the "Partners for Life" covenant and several of the factors that led to its demise.
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Delivering a live presentation with impact demands a particular type of preparation, whether you are addressing a room of hundreds or a client's small executive team. This article provides advice on how to craft such presentations.
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The lateral movement of attorneys between firms requires a well-defined and well-executed management program in order to maximize the benefits of the move to both sides. This article sets forth the key elements, all of which must be addressed in order to maximize the investment a law firm makes in the lateral and in order to achieve career satisfaction and retention of lateral attorneys.
FROM TALKING TO SELLING - Here are the type of questions to ask a client or client prospect which not only demonstrate your skill and understanding of their business, but draw out answers that will help you sell. * Does in-house counsel have an organized, functioning early case assessment system? * Are their business and operational units covered in this system? * How is enterprise risk management and intellectual property protection handled? * Are they prepared for the…
DISCUSSION OF DISCOVERY continues our series on winning communications with client prospects and clients. With research and media analysis completed, you are ready for the transition from talking to selling. For starters, ask how the CEO and Board of Directors expect to be apprised of pending risks and prevention steps. Such questions can directly generate deliverables on your end if, for example, that CEO or Board has asked in-house counsel to provide a larger dose of…
Margie Weiner was an exceptional woman, loved by all who knew her, from her fellow members at SIPA and other professional organizations to her staff here at Law Journal Newsletters to those in ALM's Philadelphia and New York offices to her many, many friends, neighbors, and of course family. I first met Margie in December 2002 when, laid off from my job as a medical editor, I applied at ALM with my heart in my throat'
COMMUNICATING EFFECTIVELY AND ENJOYABLY WITH CORPORATE CLIENTS - Continuing with our series on really getting to know your clients and your prospects, and assuming you do want to discover what makes them and their companies work, what's next? You and your marketing support team must make time to organize pursue and hopefully close opportunities if you do find out. Lawyers are excellent at talking, good at asking questions and only so-so at listening. Yet it…
KEY QUESTIONS FOR DEVELOPING NEW BUSINESS - Polls and surveys of in-house counsel reveal that, during the selection process, greater or lesser emphasis may be placed on: * Diversity * Pro Bono Activity * Community Service. Some companies heavily weigh these factors as they apply to competing law firms. Others may believe the activities of individual team members are more important. Some buyers place equal weight on firm reputation and individual practice in selecting outside counsel. Some…
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Who's Going Where; Who's Doing What.