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Top 5 Myths of Attorney Selling
March 30, 2012
MYTH #1: BUSINESS DEVELOPMENT AND LAW FIRM MARKETING ARE INTERCHANGEABLE TERMSLaw firm marketing is about being found, not chosen. How you get found is through publicity, media outreach, networking, collateral materials, conducting and attending workshops. These tactics are the eyes, ears and interests of your potential client.But first you have to locate the target — that's business development. Perhaps a more appropriate term for business development is “business generation,” which requires (dare I write it) sales training and closing skills.A few marketing professionals have the combination of skills. A few departments are structured to support their lawyers in all facets of marketing and landing new clients. Hopefully, more firms will “get it” and begin producing more revenue.
MYTH #1: BUSINESS DEVELOPMENT AND LAW FIRM MARKETING ARE INTERCHANGEABLE TERMSLaw firm marketing is about being found, not chosen. How you get found is through publicity, media outreach, networking, collateral materials, conducting and attending workshops. These tactics are the eyes, ears and interests of your potential client.But first you have to locate the target — that's business development. Perhaps a more appropriate term for business development is “business generation,” which requires (dare I write it) sales training and closing skills.A few marketing professionals have the combination of skills. A few departments are structured to support their lawyers in all facets of marketing and landing new clients. Hopefully, more firms will “get it” and begin producing more revenue.
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.
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.
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.
CLE Shouldn't Be the Only Mandatory Training for Attorneys
Each stage of an attorney's career offers opportunities for a curriculum that addresses both the individual's and the firm's need to drive success.
Discovery of Claim Construction and Infringement Analysis May be Compelled Prior to a Markman Hearing
A defendant in a patent infringement suit may, during discovery and prior to a <i>Markman</i> hearing, compel the plaintiff to produce claim charts, claim constructions, and element-by-element infringement analyses.