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LEGAL SALES - QUESTIONS ABOUT THE PROSPECTIVE CLIENT
September 16, 2011
lEGAL SALES – QUESTIONS ABOUT THE PROSPECTIVE CLIENTIn law firm business development, when preparing for a prospective client meeting, it's important to not only prepare your pitch, but also to prepare answers. Doing your homework on the client is the most important research you can do before you are in the RED ZONE, ready to make a pitch. When you show up to the meeting, being able to show them you've done research about their company shows your interest, dedication and work ethic. * Do you know what's happening in our marketplace? * Do you understand the pressure we're under? * What do you know about our competitors and their products? * Do you understand how we communicate internally?Knowing the answers to these questions will help you better develop a plan for that client. This will, in turn, foster profitable business development and ensure more success at closing.
lEGAL SALES – QUESTIONS ABOUT THE PROSPECTIVE CLIENTIn law firm business development, when preparing for a prospective client meeting, it's important to not only prepare your pitch, but also to prepare answers. Doing your homework on the client is the most important research you can do before you are in the RED ZONE, ready to make a pitch. When you show up to the meeting, being able to show them you've done research about their company shows your interest, dedication and work ethic. * Do you know what's happening in our marketplace? * Do you understand the pressure we're under? * What do you know about our competitors and their products? * Do you understand how we communicate internally?Knowing the answers to these questions will help you better develop a plan for that client. This will, in turn, foster profitable business development and ensure more success at closing.
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.