Law.com Subscribers SAVE 30%
Call 855-808-4530 or email [email protected] to receive your discount on a new subscription.
DEVELOPING A CLIENT RETENTION ROADMAP
October 22, 2010
DEVELOPING A CLIENT RETENTION ROADMAP – At the Closers Group, we emphasize our RED ZONE approach. Built on the premise of the last 20 yards before the gaol line in football in which players need to be at their most strategic and best, our RED ZONE is where our clients “find 'em, meet'em, get 'em” – its where the 3 steps that lead up to winning a new engagement must happen. However, perhaps even more important than knowing how to find, meet and close with the right prospects is to know how to “keep 'em” once you've got 'em – client retention.Commit to building relationshiips, offering new ideas, demonstrating an understanding of eaach client's business, and conducting work of the highest quality – this is the client “roadmap.” By emphasizing client retention as well as client acquisition, firms dcan develop a long-term business development pipeline.
DEVELOPING A CLIENT RETENTION ROADMAP – At the Closers Group, we emphasize our RED ZONE approach. Built on the premise of the last 20 yards before the gaol line in football in which players need to be at their most strategic and best, our RED ZONE is where our clients “find 'em, meet'em, get 'em” – its where the 3 steps that lead up to winning a new engagement must happen. However, perhaps even more important than knowing how to find, meet and close with the right prospects is to know how to “keep 'em” once you've got 'em – client retention.Commit to building relationshiips, offering new ideas, demonstrating an understanding of eaach client's business, and conducting work of the highest quality – this is the client “roadmap.” By emphasizing client retention as well as client acquisition, firms dcan develop a long-term business development pipeline.
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.