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THE 60/40 RULE FOR CLIENT ATTENTION AND CLIENT RETENTION: LISTENING
THE 60/40 RULE FOR CLIENT ATTENTION AND CLIENT RETENTION: LISTENINGWhat's the best way to ensure that you're giving your cloient the attention and focus s/he deserves and that they will pay attention to what yu have to say? Try following the 60/40 rule, where you get the client talking 60% of the time and formulate your responses in a way that takes up a smaller percentage of the conversation.The iconic author and poet Henry David Thoreau once said that “the greatest complement that was ever paid me was when one asked what I thought, and attended to my answer.” And David Bartlett, author of “Making Your Point,” agrees that brevity is important when he suggests we “focus on a clear message supported by just a few carefully chosen and well-focused pieces of evidence.”One of the best ways to be brief and still make a big impact is to use simple and attention-getting statistics, or to develop analogies or comparisons to help prospects quickly grasp the whole story. Whether your legal marketing efforts are being put to work in a speech, or you're simply trying to maximize the value of a one-on-one meeting, you'll benefit by using a few key techniques that allow your focus to stay on the client while you deftly and convincingly make your point.
THE 60/40 RULE FOR CLIENT ATTENTION AND CLIENT RETENTION: LISTENINGWhat's the best way to ensure that you're giving your cloient the attention and focus s/he deserves and that they will pay attention to what yu have to say? Try following the 60/40 rule, where you get the client talking 60% of the time and formulate your responses in a way that takes up a smaller percentage of the conversation.The iconic author and poet Henry David Thoreau once said that “the greatest complement that was ever paid me was when one asked what I thought, and attended to my answer.” And David Bartlett, author of “Making Your Point,” agrees that brevity is important when he suggests we “focus on a clear message supported by just a few carefully chosen and well-focused pieces of evidence.”One of the best ways to be brief and still make a big impact is to use simple and attention-getting statistics, or to develop analogies or comparisons to help prospects quickly grasp the whole story. Whether your legal marketing efforts are being put to work in a speech, or you're simply trying to maximize the value of a one-on-one meeting, you'll benefit by using a few key techniques that allow your focus to stay on the client while you deftly and convincingly make your point.
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.
The DOJ's New Parameters for Evaluating Corporate Compliance Programs
The parameters set forth in the DOJ's memorandum have implications not only for the government's evaluation of compliance programs in the context of criminal charging decisions, but also for how defense counsel structure their conference-room advocacy seeking declinations or lesser sanctions in both criminal and civil investigations.
Use of Deferred Prosecution Agreements In White Collar Investigations
This article discusses the practical and policy reasons for the use of DPAs and NPAs in white-collar criminal investigations, and considers the NDAA's new reporting provision and its relationship with other efforts to enhance transparency in DOJ decision-making.
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.
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.