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WHAT DID NOT WORK IN THE RED ZONE IV.
WHAT DID NOT WORK IN THE RED ZONE IV? Attorneys who market and sell services must consider a wider range of sales considerations than typically brought to the table. Following are more examples of what I have heard counsel discuss in this fourth and last in a series about law firm business development presentations.1. Do not surprise your client with late breaking information. 2. In your own meetings, how often have you observed people using their Blackberrys, taking phone calls, or not engaging ( the “potted plant” syndrome)with the client. If you are one of these offenders at your own firm meetings, stop. But if you are, or observe one of your colleagues committing these etiquette-breaking actions in a client meeting, stop. And before entering the engagement, make sure everyone on your team turns off those cells and Blackberrys, and have a role for everyone to play and participate in.3. How often have you sent out cold call materials, never to hear from the target? Why should a potential client contact you just because an annual report was sent to them? Without relevance and pre-contact, it is probably a waste.4. It astounds me how often I've heard in-house counsel state how unprepared the law-firm team was. Practice, practice , practice; and not in the taxi on the way from the airport.MAKE THIS NEW YEAR A SUCCESS! Allan Colman, the Closers Group; [email protected]; 310-225-3904
WHAT DID NOT WORK IN THE RED ZONE IV? Attorneys who market and sell services must consider a wider range of sales considerations than typically brought to the table. Following are more examples of what I have heard counsel discuss in this fourth and last in a series about law firm business development presentations.1. Do not surprise your client with late breaking information. 2. In your own meetings, how often have you observed people using their Blackberrys, taking phone calls, or not engaging ( the “potted plant” syndrome)with the client. If you are one of these offenders at your own firm meetings, stop. But if you are, or observe one of your colleagues committing these etiquette-breaking actions in a client meeting, stop. And before entering the engagement, make sure everyone on your team turns off those cells and Blackberrys, and have a role for everyone to play and participate in.3. How often have you sent out cold call materials, never to hear from the target? Why should a potential client contact you just because an annual report was sent to them? Without relevance and pre-contact, it is probably a waste.4. It astounds me how often I've heard in-house counsel state how unprepared the law-firm team was. Practice, practice , practice; and not in the taxi on the way from the airport.MAKE THIS NEW YEAR A SUCCESS! Allan Colman, the Closers Group; [email protected]; 310-225-3904
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.