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WHAT DID NOT WORK III
WHAT DID NOT WORK IIIThis is the third in a series of comments on why in-house counsel rejected law firm business development efforts. In a recent discussion with a group of outside attorneys, they pointed to the following:1. Make sure your team members talk to the client, not to themselves. Prospective clients want to see how you work together in responding to their questions and deal with strategic issues. Don't be talking “under your breath” to a colleague, which implies you are hiding something. Be open, direct and responsive.2. Attorneys are great at giving presentations to bar and professional associations and industry groups. But don't show up, speak and leave. You are there to network; be available for contacts. Not getting the names of attendees also contributes to business development failures.3. Make sure you know what medium your client prospects prefer. Don't send e-mails when your target prefers phone calls. In must-have discussions before a presentation, listen carefully to how the client prospect appears to digest information. Do they want great details, or executive summaries? Your presentation and future communications should be directed in this fashion.Next time we'll review other deal-killers, such as a lack of business etiquette, cold-call materials and client surprises.For more detail, go to www.closersgroup.com/resources.
WHAT DID NOT WORK IIIThis is the third in a series of comments on why in-house counsel rejected law firm business development efforts. In a recent discussion with a group of outside attorneys, they pointed to the following:1. Make sure your team members talk to the client, not to themselves. Prospective clients want to see how you work together in responding to their questions and deal with strategic issues. Don't be talking “under your breath” to a colleague, which implies you are hiding something. Be open, direct and responsive.2. Attorneys are great at giving presentations to bar and professional associations and industry groups. But don't show up, speak and leave. You are there to network; be available for contacts. Not getting the names of attendees also contributes to business development failures.3. Make sure you know what medium your client prospects prefer. Don't send e-mails when your target prefers phone calls. In must-have discussions before a presentation, listen carefully to how the client prospect appears to digest information. Do they want great details, or executive summaries? Your presentation and future communications should be directed in this fashion.Next time we'll review other deal-killers, such as a lack of business etiquette, cold-call materials and client surprises.For more detail, go to www.closersgroup.com/resources.
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.