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WHAT DID NOT WORK
WHAT DID NOT WORK -1. Offering to handle and manage what inside counsel already have the skills to manage.2. Relying on good results but not working on the relationship.3. Offensive humorous comments.Conducting comprehensive research on your clients and prospects, both as individuals and on their companies is one of the single most important components to successfully closing a new engagement. Yet it is one of the major reasons in-house counsel do not retain firms. Sure, winning a major piece of litigation, completing an acquisition, settling a strike are all positives. But if you ignore continuing to build the client relationship, you will face “I just won a major victory for my client. Why hasn't she called me?” So do your homework. If you do have services which can replace those currently being conducted by in-house counsel, offer to do so only if you have previously learned that they want to contract them out. Don't independently offer to handle and manage what they can already do.The third failure may occur when a completely innocent humorous comment is made by a colleague during a pitch or presentation meeting. You must know who will be in the room from the in-house group and learn enough about their backgrounds to avoid the problem. This is one of those areas where you may not get the work and never be told why.In the next blog column, we'll discuss additional foibles committed by attorneys when trying to win more business. Allan Colman [email protected].
WHAT DID NOT WORK -1. Offering to handle and manage what inside counsel already have the skills to manage.2. Relying on good results but not working on the relationship.3. Offensive humorous comments.Conducting comprehensive research on your clients and prospects, both as individuals and on their companies is one of the single most important components to successfully closing a new engagement. Yet it is one of the major reasons in-house counsel do not retain firms. Sure, winning a major piece of litigation, completing an acquisition, settling a strike are all positives. But if you ignore continuing to build the client relationship, you will face “I just won a major victory for my client. Why hasn't she called me?” So do your homework. If you do have services which can replace those currently being conducted by in-house counsel, offer to do so only if you have previously learned that they want to contract them out. Don't independently offer to handle and manage what they can already do.The third failure may occur when a completely innocent humorous comment is made by a colleague during a pitch or presentation meeting. You must know who will be in the room from the in-house group and learn enough about their backgrounds to avoid the problem. This is one of those areas where you may not get the work and never be told why.In the next blog column, we'll discuss additional foibles committed by attorneys when trying to win more business. Allan Colman [email protected].
New York's Latest Cybersecurity Commitment
On Aug. 9, 2023, Gov. Kathy Hochul introduced New York's inaugural comprehensive cybersecurity strategy. In sum, the plan aims to update government networks, bolster county-level digital defenses, and regulate critical infrastructure.
Law Firms are Reducing Redundant Real Estate by Bringing Support Services Back to the Office
A trend analysis of the benefits and challenges of bringing back administrative, word processing and billing services to law offices.
Bit Parts
Summary Judgment Denied Defendant in Declaratory Action by Producer of To Kill a Mockingbird Broadway Play Seeking Amateur Theatrical Rights
How AI Has Affected PR
When we consider how the use of AI affects legal PR and communications, we have to look at it as an industrywide global phenomenon. A recent online conference provided an overview of the latest AI trends in public relations, and specifically, the impact of AI on communications. Here are some of the key points and takeaways from several of the speakers, who provided current best practices, tips, concerns and case studies.