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PLAN AHEAD FOR BUSINESS DEVELOPMENT
September 24, 2010
PLAN AHEAD FOR BUSINESS DEVELOPMENT – As we've said before, closing business does not begin with the presentation of an engagement letter. It begins with the introduction and first handshake-whether that happens at a conference, dinner, fundraiser, or even a PTA meeting. From there, it's important to plan ahead, to take the next steps, and working toward the closed sale.So what are the next steps in business development?If the prospect is a first-time acquaintence, offer to send an article on a relevant topic and suggest you'll call in two weeks to make sure the article was helpful. If you've been working on a proposal and haven't heard back form yur prospect, leave one or two voicemails and send an email; if these aren't returned after a reasonable amount of time,l suggest a specific time and day when you will be calling and confirm with voicemail and email. This can ensure that the person is available to speak with you and gives you the opportunity to plan for the next steps.Whenever there is a next step required to build a new client relationship, ask what day and time work best for your contact and let them know you'll be happy to work with their schedule. Closing sales never stops – it's a continuous process that requires “permission marketing” and a mutual commitment to taking the next step.
PLAN AHEAD FOR BUSINESS DEVELOPMENT – As we've said before, closing business does not begin with the presentation of an engagement letter. It begins with the introduction and first handshake-whether that happens at a conference, dinner, fundraiser, or even a PTA meeting. From there, it's important to plan ahead, to take the next steps, and working toward the closed sale.So what are the next steps in business development?If the prospect is a first-time acquaintence, offer to send an article on a relevant topic and suggest you'll call in two weeks to make sure the article was helpful. If you've been working on a proposal and haven't heard back form yur prospect, leave one or two voicemails and send an email; if these aren't returned after a reasonable amount of time,l suggest a specific time and day when you will be calling and confirm with voicemail and email. This can ensure that the person is available to speak with you and gives you the opportunity to plan for the next steps.Whenever there is a next step required to build a new client relationship, ask what day and time work best for your contact and let them know you'll be happy to work with their schedule. Closing sales never stops – it's a continuous process that requires “permission marketing” and a mutual commitment to taking the next step.
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.
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.
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.
Legal Possession: What Does It Mean?
Possession of real property is a matter of physical fact. Having the right or legal entitlement to possession is not "possession," possession is "the fact of having or holding property in one's power." That power means having physical dominion and control over the property.
The Stranger to the Deed Rule
In 1987, a unanimous Court of Appeals reaffirmed the vitality of the "stranger to the deed" rule, which holds that if a grantor executes a deed to a grantee purporting to create an easement in a third party, the easement is invalid. Daniello v. Wagner, decided by the Second Department on November 29th, makes it clear that not all grantors (or their lawyers) have received the Court of Appeals' message, suggesting that the rule needs re-examination.