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FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT – Following a recent engagement as a marketing keynote speaker for the Beverly Hills Bar Association, an attendee asked me a question about the importance of first impressions in making sales. For anyone engaged in legal sales or who provides business development presentations, it's hard to deny that the role fo first impressions is the foundation for an excellent question.One of the best answers can be based on Malcolm Gladwell's “Blink.” The book's subtitle – “The Power of Thinking Without Thinking” – is critical to understanding the value of first impressions as you prepare for first contacts with a new prospect.Whether meeting someone at a conference during a coffee break, sending an email inquiry, responding to an RFP, or engaging with a prospect on anylevel, snap decisions are made within 2 seconds. That's right: the first two seconds can be all it takes for a potential client to make a snap decision about a lawyer, a law firm, or a legal consulting proposal. if the impression is positive, the door will be open and there will be plenty of opportunity to expand on what you have to offer. Overcoming a neutral or negative resonse, however, requires a great deal of energy and a much stronger legal selling skill set.From our side of the table, it can be difficult to determine what the “blink” factor is. Therefore, if you're looking for business development training, be sure to focus on training that emmphasizes presenting your understanding of a prospect's business within the first moments of any discussion. Identifying from the start that you want to align interests with your prospect – focusing on asking questions about the prospect's needs and responsibilities to stakeholders – enables you to highlight your (and your firm's) ability to set the right tone for developing business. For more details, go to www.closersgroup.com/blog
FIRST IMPRESSIONS AND BUSINESS DEVELOPMENT – Following a recent engagement as a marketing keynote speaker for the Beverly Hills Bar Association, an attendee asked me a question about the importance of first impressions in making sales. For anyone engaged in legal sales or who provides business development presentations, it's hard to deny that the role fo first impressions is the foundation for an excellent question.One of the best answers can be based on Malcolm Gladwell's “Blink.” The book's subtitle – “The Power of Thinking Without Thinking” – is critical to understanding the value of first impressions as you prepare for first contacts with a new prospect.Whether meeting someone at a conference during a coffee break, sending an email inquiry, responding to an RFP, or engaging with a prospect on anylevel, snap decisions are made within 2 seconds. That's right: the first two seconds can be all it takes for a potential client to make a snap decision about a lawyer, a law firm, or a legal consulting proposal. if the impression is positive, the door will be open and there will be plenty of opportunity to expand on what you have to offer. Overcoming a neutral or negative resonse, however, requires a great deal of energy and a much stronger legal selling skill set.From our side of the table, it can be difficult to determine what the “blink” factor is. Therefore, if you're looking for business development training, be sure to focus on training that emmphasizes presenting your understanding of a prospect's business within the first moments of any discussion. Identifying from the start that you want to align interests with your prospect – focusing on asking questions about the prospect's needs and responsibilities to stakeholders – enables you to highlight your (and your firm's) ability to set the right tone for developing business. For more details, go to www.closersgroup.com/blog
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.
Major Differences In UK, U.S. Copyright Laws
This article highlights how copyright law in the United Kingdom differs from U.S. copyright law, and points out differences that may be crucial to entertainment and media businesses familiar with U.S law that are interested in operating in the United Kingdom or under UK law. The article also briefly addresses contrasts in UK and U.S. trademark law.