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Law Firm Intelligence: Researching an RFP: Winning Business Through Understanding Clients
[Editor's Note: In April, Shannon Sankstone, Marketing Research Analyst at Quarles & Brady, contributed her first article to MLF on competitive intelligence in law firms. For some time I had been looking for what I described to her as the 'missing link' to MLF ' a column that focused on CI. After some discussion, Shannon agreed to do a regular bi-monthly column for us. We are so lucky to have her. And so I want to take this opportunity to welcome Shannon Sankstone to MLF and to our Board of Editors.]
Law firms are constantly responding to request for proposals (RFPs), and researchers are, more than ever, integrating into the business development team. Researchers can add significant value to the RFP process through analyzing the company, firm, and competition and providing their findings and recommendations to the team. This article details the process for gathering intelligence that would support a comprehensive RFP response, as well as the final research product that is presented to the business development team.
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Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It
Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
Bankruptcy Sales: Finding a Diamond In the Rough
There is no efficient market for the sale of bankruptcy assets. Inefficient markets yield a transactional drag, potentially dampening the ability of debtors and trustees to maximize value for creditors. This article identifies ways in which investors may more easily discover bankruptcy asset sales.
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.
A Lawyer's System for Active Reading
Active reading comprises many daily tasks lawyers engage in, including highlighting, annotating, note taking, comparing and searching texts. It demands more than flipping or turning pages.
Protecting Innovation in the Cyber World from Patent Trolls
With trillions of dollars to keep watch over, the last thing we need is the distraction of costly litigation brought on by patent assertion entities (PAEs or "patent trolls"), companies that don't make any products but instead seek royalties by asserting their patents against those who do make products.