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State Regulators Declare Registration Do's and Don'ts
July 27, 2010
At the "Ask the Regulators" session at the IFA's 2010 Legal Symposium, representatives of three registration states offered suggestions about how to make the franchise state-registration process run more smoothly.
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT
July 20, 2010
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT - Following a recent engagement as a marketing keynote speaker for the Beverly Hills Bar Association, an attendee asked me a question about the importance of first impressions in making law sales. For anyone engaged in legal sales or who provides business development presentations, it's hard t deny that the role fo first impressions is the foundation for an excellent question. One of the best answers can be based on Malcolm…
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT
July 19, 2010
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT - Following a recent engagement as a marketing keynote speaker for the Beverly Hills Bar Association, an attendee asked me a question about the importance of first impressions in making sales. For anyone engaged in legal sales or who provides business development presentations, it's hard to deny that the role fo first impressions is the foundation for an excellent question. One of the best answers can be based on Malcolm Gladwell's…
I Caught It ' Can I Keep It? <b><i>Keeping Your Client Out of the Competitive Pool</i></b>
July 16, 2010
The conventional wisdom is that it costs more to get a new client than to keep an old one. And for once, the conventional wisdom is correct. Yet, many professionals too readily take clients for granted. Or don't look for opportunities to increase revenues from perfectly satisfied clients.
I Caught It ' Can I Keep It? <i><b>Keeping Your Client Out of the Competitive Pool</i></b>
July 16, 2010
The conventional wisdom is that it costs more to get a new client than to keep an old one. And for once, the conventional wisdom is correct. Yet, many professionals too readily take clients for granted. Or don't look for opportunities to increase revenues from perfectly satisfied clients.
I Caught It ' Can I Keep It? &lt;br&lt;<i><b>Keeping Your Client Out Of The Competitive Pool</i></b>
July 16, 2010
The conventional wisdom is that it costs more to get a new client than to keep an old one. And for once, the conventional wisdom is correct. Yet, many professionals too readily take clients for granted. Or don't look for opportunities to increase revenues from perfectly satisfied clients.
BUSINESS DEVELOPMENT TACTICS - Simple and Effective
July 07, 2010
BUSINESS DEVELOPMENT TACTICS - Simple and Effective Business Development tactics do not need to be complicated to be effective. The following tactics, for example, are easy to implement during scheduled meetings and are surprisingly effective: 1. During every meeting with a prospect or client, touch on the client benefits that your firm offers. 2. As the meeting wraps up, restate the challenges and opportunities as the client sees them. 3. Close every call, meeting, or pitch with agreements on&#133;
In the Marketplace
June 30, 2010
Highlights of the latest equipment leasing news from around the country.
District Court Recognizes Texas Legislation in Overturning Clark Contracting Decision
June 30, 2010
On April 14, 2010, the federal district court reviewing the <i>Clark Contracting</i> decision overturned the bankruptcy court and gave effect to the language in SB1592 that indicated that the legislation was a clarification of existing law rather than a change to the law.
Bankruptcy Plan Sales: Secured Lenders Do Not Have an Absolute Right to Credit Bid
June 30, 2010
In a decision that could have wide-ranging consequences for secured lenders and the distressed debt market, a divided U.S. Court of Appeals for the Third Circuit has held that secured creditors do not have an absolute right to credit bid the value of their loans in Chapter 11 plan-based sales of assets.

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