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The RED ZONE - Selecting Outside Firms
May 22, 2007
PERSONAL CONSIDERATIONS – This third criterion in the series identifies what you need to know beyond objective data on client retention of a prospective client, which we discussed in the last article. Red Zone strategies demand that you identify the maximum personal and subjective sensitivity of the man or woman across the table. What are their individual hopes, fears and how can your firm play to those, for the client's benefit as well as the firm's? For the red zone strategist, there are two alternatives. The first, if feasible, is to identify the true final hiring decision maker and spend more time with him/her. Alternatively, the firm may want to do the opposite and focus more on the in-house counsel either directly, or move subtly communicating an “I'm on your side” message.And there is a third possibility as well: do both. the firm could seek another sales target within the organization while helping the general counsel to, well, find another job. Your firm could wind up with two clients.Next time, we will discuss “selection.
PERSONAL CONSIDERATIONS – This third criterion in the series identifies what you need to know beyond objective data on client retention of a prospective client, which we discussed in the last article. Red Zone strategies demand that you identify the maximum personal and subjective sensitivity of the man or woman across the table. What are their individual hopes, fears and how can your firm play to those, for the client's benefit as well as the firm's? For the red zone strategist, there are two alternatives. The first, if feasible, is to identify the true final hiring decision maker and spend more time with him/her. Alternatively, the firm may want to do the opposite and focus more on the in-house counsel either directly, or move subtly communicating an “I'm on your side” message.And there is a third possibility as well: do both. the firm could seek another sales target within the organization while helping the general counsel to, well, find another job. Your firm could wind up with two clients.Next time, we will discuss “selection.
Strategy vs. Tactics: Two Sides of a Difficult Coin
With each successive large-scale cyber attack, it is slowly becoming clear that ransomware attacks are targeting the critical infrastructure of the most powerful country on the planet. Understanding the strategy, and tactics of our opponents, as well as the strategy and the tactics we implement as a response are vital to victory.
'Huguenot LLC v. Megalith Capital Group Fund I, L.P.': A Tutorial On Contract Liability for Real Estate Purchasers
In June 2024, the First Department decided Huguenot LLC v. Megalith Capital Group Fund I, L.P., which resolved a question of liability for a group of condominium apartment buyers and in so doing, touched on a wide range of issues about how contracts can obligate purchasers of real property.
CoStar Wins Injunction for Breach-of-Contract Damages In CRE Database Access Lawsuit
Latham & Watkins helped the largest U.S. commercial real estate research company prevail in a breach-of-contract dispute in District of Columbia federal court.
The Article 8 Opt In
The Article 8 opt-in election adds an additional layer of complexity to the already labyrinthine rules governing perfection of security interests under the UCC. A lender that is unaware of the nuances created by the opt in (may find its security interest vulnerable to being primed by another party that has taken steps to perfect in a superior manner under the circumstances.