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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.
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.
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.
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.
Removing Restrictive Covenants In New York
In Rockwell v. Despart, the New York Supreme Court, Third Department, recently revisited a recurring question: When may a landowner seek judicial removal of a covenant restricting use of her land?