Law.com Subscribers SAVE 30%
Call 855-808-4530 or email [email protected] to receive your discount on a new subscription.
LEGAL SALES QUESTIONS: Part III. The Future
October 19, 2011
LEGAL SALES QUESTIONS: Part III., Questions About the FutureWhile the past and present are important to prospects, the future is the key. Through answering the questions about them and your firm, they'll get a good idea as to your commitment to the engagement and abilities to serve their needs.* Can you describe the risks I'm taking if I hire you and your firm?* How can I measure your results?* Who are the attorneys you will assign?* What are your expectations about winning vs. settling?* Tell me 3 reasons why you are the best choice for us?* How can you protect us during e-discovery?These are the tougher, harder-hitting questions that require more effort in developing succinct answers. While what you do is important, what you will do is more important – especially for the client. Laying out a roadmap will instill a sense of direction while building a foundation for future work. Indoing so, you'll get closer to closing the sale by leaving a solid impression.In the next post, we'll discuss what exactly you need to know about the corporate world and the pressures your legal clients are possibly facing.
LEGAL SALES QUESTIONS: Part III., Questions About the FutureWhile the past and present are important to prospects, the future is the key. Through answering the questions about them and your firm, they'll get a good idea as to your commitment to the engagement and abilities to serve their needs.* Can you describe the risks I'm taking if I hire you and your firm?* How can I measure your results?* Who are the attorneys you will assign?* What are your expectations about winning vs. settling?* Tell me 3 reasons why you are the best choice for us?* How can you protect us during e-discovery?These are the tougher, harder-hitting questions that require more effort in developing succinct answers. While what you do is important, what you will do is more important – especially for the client. Laying out a roadmap will instill a sense of direction while building a foundation for future work. Indoing so, you'll get closer to closing the sale by leaving a solid impression.In the next post, we'll discuss what exactly you need to know about the corporate world and the pressures your legal clients are possibly facing.
Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It
Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
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.
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.
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.
Protecting Innovation in the Cyber World from Patent Trolls
With trillions of dollars to keep watch over, the last thing we need is the distraction of costly litigation brought on by patent assertion entities (PAEs or "patent trolls"), companies that don't make any products but instead seek royalties by asserting their patents against those who do make products.