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Myth #4: CLIENTS WANT SELLERS TO DO MOST OF THE TALKING
MYTH #4 – CLIENTS WANT SELLERS TO DO MOST OF THE TALKING.Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule – keep them talking 60 percent of the time. Spend the remaining 40percent of the time asking good questions based upon your research and talking strategy. Pay attention to your client/prospect's verbal cues and refine your pitch accordingly.In survey after survey of in-house counsel from American Lawyer Media Intelligence, Inside Counsel and BTI Consulting, the number one or two attribute for retaining outside counsel is “understands my business.” And this has been consistent through many years of polling. The best way to summarize this is with a current IBM advertisement, ” Stop sellling what you have; start selling what they need.
MYTH #4 – CLIENTS WANT SELLERS TO DO MOST OF THE TALKING.Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule – keep them talking 60 percent of the time. Spend the remaining 40percent of the time asking good questions based upon your research and talking strategy. Pay attention to your client/prospect's verbal cues and refine your pitch accordingly.In survey after survey of in-house counsel from American Lawyer Media Intelligence, Inside Counsel and BTI Consulting, the number one or two attribute for retaining outside counsel is “understands my business.” And this has been consistent through many years of polling. The best way to summarize this is with a current IBM advertisement, ” Stop sellling what you have; start selling what they need.
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.
How AI Has Affected PR
When we consider how the use of AI affects legal PR and communications, we have to look at it as an industrywide global phenomenon. A recent online conference provided an overview of the latest AI trends in public relations, and specifically, the impact of AI on communications. Here are some of the key points and takeaways from several of the speakers, who provided current best practices, tips, concerns and case studies.
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.