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COMMUNICATING EFFECTIVELY AND ENJOYABLY WITH CORPORATE CLIENTS
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 is the latter two skills that are the ultimate determinants of ongoing success. According to KLS/Gates “Top of Mind” survey of senior in-house counsel, conducted in the summer of 2005, “communicating effectively” and “enjoyable attorneys” are two of the top three attributes for outside counsel selection.For any lawyer who wants to “communicate effectively and enjoyably” the 60/40 rule that served IBM so splendidly for decades still applies. Client talks 60% of the time, you talk 40%. Demonstrate the knowledge you have obtained by asking strategic questions and getting them to discus operational and management challenges.
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 is the latter two skills that are the ultimate determinants of ongoing success. According to KLS/Gates “Top of Mind” survey of senior in-house counsel, conducted in the summer of 2005, “communicating effectively” and “enjoyable attorneys” are two of the top three attributes for outside counsel selection.For any lawyer who wants to “communicate effectively and enjoyably” the 60/40 rule that served IBM so splendidly for decades still applies. Client talks 60% of the time, you talk 40%. Demonstrate the knowledge you have obtained by asking strategic questions and getting them to discus operational and management challenges.
The DOJ's Corporate Enforcement Policy: One Year Later
The DOJ's Criminal Division issued three declinations since the issuance of the revised CEP a year ago. Review of these cases gives insight into DOJ's implementation of the new policy in practice.
Use of Deferred Prosecution Agreements In White Collar Investigations
This article discusses the practical and policy reasons for the use of DPAs and NPAs in white-collar criminal investigations, and considers the NDAA's new reporting provision and its relationship with other efforts to enhance transparency in DOJ decision-making.
The DOJ's New Parameters for Evaluating Corporate Compliance Programs
The parameters set forth in the DOJ's memorandum have implications not only for the government's evaluation of compliance programs in the context of criminal charging decisions, but also for how defense counsel structure their conference-room advocacy seeking declinations or lesser sanctions in both criminal and civil investigations.
CLE Shouldn't Be the Only Mandatory Training for Attorneys
Each stage of an attorney's career offers opportunities for a curriculum that addresses both the individual's and the firm's need to drive success.
Discovery of Claim Construction and Infringement Analysis May be Compelled Prior to a Markman Hearing
A defendant in a patent infringement suit may, during discovery and prior to a <i>Markman</i> hearing, compel the plaintiff to produce claim charts, claim constructions, and element-by-element infringement analyses.