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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.
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Who's doing what; who's going where.
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Legal Tech is the excellent and information-rich three-day conference that brings lawyers and technology together. Here is an interesting review by a Legal Tech insider.
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It's not a secret that a strong summer associate program is essential to attracting and retaining talent. Aside from providing good work assignments and networking opportunities, a summer program would not be complete without a training component. In fact, most incoming summer associates expect that they will receive some formal training, classroom style or otherwise, over the course of the summer.
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Marketing abounds with buzzwords and bromides ' and dangerous ones at that. When, for example, we sling catch-phrases like 'partnering,' or pontificate about how important it is to 'understand the client's business,' it becomes way too easy to talk a lot of sanctified talk without ever really walking the proverbial walk.
