FROM TALKING TO SELLING
March 25, 2008
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
March 18, 2008
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…
Rest in Peace, Margie Weiner
March 13, 2008
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
March 12, 2008
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
February 29, 2008
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…
Shortfall Fees in Factoring Pact
February 29, 2008
In a recent decision, Judge Shira A. Scheindlin of the U.S. District Court for the Southern District of New York applied New Jersey law in ruling that a shortfall fee charged by a factoring company was enforceable, pursuant to an alternative fee structure under a certain factoring agreement.
Inaccurate Financing Statement
February 29, 2008
Sure, it happens. People make mistakes. But, when does a mistake made on a financing statement render it 'seriously misleading' under revised Uniform Commercial Code '9-506 and thus ineffective to perfect an asserted security interest? The Bankruptcy Court for the Southern District of Florida recently addressed this issue in the case of <i>In re John's Bean Farm of Homestead Inc.</i>
Lease Voided Due to Vendor' Default
February 29, 2008
On Oct. 31, 2007, a trial-level court in New York issued a decision finding that an equipment lease 'fail[ed] for lack of consideration' when the bankrupt vendor did not deliver the leased equipment, even though the lessee had signed a lease amendment ... a look at the ruling.
Who Benefits?
February 29, 2008
An anlysis of the recent case of <i>Rush v. U.S. Bancorp Equipment Finance, Inc.</i>, __ S.D. Rep. ___ (2007 SD 119, Nov. 14, 2007). There, the plaintiff put forth the novel contention that the creditor/defendant should have protected the debtor's financial condition by perfecting the creditor's interest.
