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Myth #4: CLIENTS WANT SELLERS TO DO MOST OF THE TALKING
May 29, 2012
MYTH #4 - CLIENTS WANT SELLERS TO DO MOST OF THE TALKING. Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule - keep them talking 60 percent of the time. Spend the remaining 40percent of the time asking good questions based upon your research and talking strategy. Pay attention to your client/prospect's verbal cues and refine your pitch accordingly. In survey after survey…
The Evolving Landscape of Modern Tort Liability
May 29, 2012
While the call for tort reform is a continuing cry by opponents of our civil justice system, the necessity for, and the scope of, reform remains largely debatable.
Practice Tip: Spoliation and the 'Bad Faith' Requirement
May 29, 2012
This article underscores the necessity of understanding the importance of preserving evidence given the jurisdictional differences in spoliation law.
Navigating the Stream of Commerce in the Wake of Nicastro
May 29, 2012
What is required to establish the minimum contacts necessary to exert specific personal jurisdiction over a foreign defendant in a forum state?
Outsourcing in the New Legal Model
May 29, 2012
There's a new legal model in town ' ushered in by a new era of law firm client ' requiring firms to streamline operations and capture cost efficiencies at every level while also maintaining the high quality of services on which their reputations are staked.
Germer Gertz Improves Productivity with Secure Document Delivery
May 29, 2012
When you send a document to someone electronically, what's your preferred tool? Do you turn to File Transfer Protocol (FTP)? Or perhaps a thumb drive? For many lawyers and legal professionals (and this won't come as a surprise), the go-to tool is e-mail. It is easy and lawyers get it. But from an IT perspective, e-mail poses many problems.
The Future of the Profession Lies in Its Past
May 29, 2012
If the firm of the future is to compete successfully, the role of the professional is to be aware of the need for thoughtful and professional competition, and to be educated in the skills of competitive marketing.
Finding a Document Management System That Fits
May 29, 2012
Growing a firm without updating the way documents are handled is costly and creates chaos. By consolidating all of these documents into a centralized Document Management Software (DMS) system, you have the ability to put documents at the fingertips of the right people at the right time.
Law Firms and Cyber Security
May 29, 2012
Many law firms today steam along with a false sense of security that the cybercrime lurking in today's electronic channels of commerce does not pose a potentially critical threat. They are wrong.
Consumer Devices, e-Discovery and Security
May 29, 2012
Smartphones, tablets and other portable electronics have swept the nation in the past few years and are now being integrated into people's personal and business lives on a scale heretofore unseen. However, most of these devices were created for the consumer market and not necessarily for business applications. Therefore, confidential, sensitive and proprietary data must be protected both on the device itself and on the corporate network where the data resides.

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