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FROM TALKING TO SELLING
March 25, 2008
FROM TALKING TO SELLING – Here are the type of questions to ask a client or client prospect which not only demonstrate your skill and understanding of their business, but draw out answers that will help you sell.* Does in-house counsel have an organized, functioning early case assessment system?* Are their business and operational units covered in this system?* How is enterprise risk management and intellectual property protection handled?* Are they prepared for the arduous demands of e-discovery?* Do they need outside counsel to assist in litigation public relations or crisis management?* Can you offer training programs in professional development for the legal department?* Does your firm provide a shared technology system so you and clients can communicate directly and easily?* How will they expect you to “communicate” with them?* How much of what you communicate with them needs to be formatted so it can be forwarded to the CEO and Board of Directors?* What is the best format to use and how often should they be sent?The very fact that you are already concerned about these day-to-day considerations sends a very positive message about you at all stages of the selling process.
FROM TALKING TO SELLING – Here are the type of questions to ask a client or client prospect which not only demonstrate your skill and understanding of their business, but draw out answers that will help you sell.* Does in-house counsel have an organized, functioning early case assessment system?* Are their business and operational units covered in this system?* How is enterprise risk management and intellectual property protection handled?* Are they prepared for the arduous demands of e-discovery?* Do they need outside counsel to assist in litigation public relations or crisis management?* Can you offer training programs in professional development for the legal department?* Does your firm provide a shared technology system so you and clients can communicate directly and easily?* How will they expect you to “communicate” with them?* How much of what you communicate with them needs to be formatted so it can be forwarded to the CEO and Board of Directors?* What is the best format to use and how often should they be sent?The very fact that you are already concerned about these day-to-day considerations sends a very positive message about you at all stages of the selling process.
Top 5 Strategies for Managing the End-of-Year Collections Frenzy
End of year collections are crucial for law firms because they allow them to maximize their revenue for the year, impacting profitability, partner distributions and bonus calculations by ensuring outstanding invoices are paid before the year closes, which is especially important for meeting financial targets and managing cash flow throughout the firm.
The Self-Service Buyer Is On the Rise
Law firms and companies in the professional services space must recognize that clients are conducting extensive online research before making contact. Prospective buyers are no longer waiting for meetings with partners or business development professionals to understand the firm's offerings. Instead, they are seeking out information on their own, and they want to do it quickly and efficiently.
Should Large Law Firms Penalize RTO Rebels or Explore Alternatives?
Through a balanced approach that combines incentives with accountability, firms can navigate the complexities of returning to the office while maintaining productivity and morale.
Sink or Swim: The Evolving State of Law Firm Administrative Support
The paradigm of legal administrative support within law firms has undergone a remarkable transformation over the last decade. But this begs the question: are the changes to administrative support successful, and do law firms feel they are sufficiently prepared to meet future business needs?
Tax Treatment of Judgments and Settlements
Counsel should include in its analysis of a case the taxability of the anticipated and sought after damages as the tax effect could be substantial.