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CLOSING THE DEAL
CLOSING THE DEALA very happy new year to you all. Legal marketing is going through its typical first of the year cycle where clients and prospects are playing the “budget” card. But the economy is not the only factor you should consider when converting an opportunity to close more business.Hesitation might also occur on behalf of in-house counsel or public agency executives due to the pressures of bureaucracy. Who else needs to approve the engagement? Will the person you are dealing with survive RIF's?Competitors are searching for ways to outmaneuver you. Traditional attorney marketing now requires innovation and extra effort. Client retention is even more critical to maintaining a pipeline.And reaching the market place is changing radically. Is your firm continuing to spend heavily on print and media advertising or using pop-up ads, landing page features, webinars, etc. to reach the same client base?Lastly, what are real “deadlines” for purchasing your services? Are they looser than ever, providing the client every possible out to delay or stall? Closing skills today must recognize: * Budget * Hesitation * Competition * Market * Deadlines.The new year and our new economic structure demands greater attention, application and time to win clients. Happy new year?
CLOSING THE DEALA very happy new year to you all. Legal marketing is going through its typical first of the year cycle where clients and prospects are playing the “budget” card. But the economy is not the only factor you should consider when converting an opportunity to close more business.Hesitation might also occur on behalf of in-house counsel or public agency executives due to the pressures of bureaucracy. Who else needs to approve the engagement? Will the person you are dealing with survive RIF's?Competitors are searching for ways to outmaneuver you. Traditional attorney marketing now requires innovation and extra effort. Client retention is even more critical to maintaining a pipeline.And reaching the market place is changing radically. Is your firm continuing to spend heavily on print and media advertising or using pop-up ads, landing page features, webinars, etc. to reach the same client base?Lastly, what are real “deadlines” for purchasing your services? Are they looser than ever, providing the client every possible out to delay or stall? Closing skills today must recognize: * Budget * Hesitation * Competition * Market * Deadlines.The new year and our new economic structure demands greater attention, application and time to win clients. Happy new year?
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.
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.
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.