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Myth #5: ONCE YOU'VE WON THE BUSINESS, FURTHER MARKETING TO THE CLIENT IS NOT NECESSARY.
June 07, 2012
MYTH #5: ONCE YOU'VE WON THE BUSINESS, FURTHER MARKETING TO THE CLIENT IS NOT NECESSARY.Your firm's client retention depends on regularly identifying their needs, concerns and pressures. But client needs are a moving target. The time you spend listening and attending to complaints could be the difference between keeping a client and losing them to another, more attractive firm.More corporate counsel and agencies are terminating long term relationships with law firms. Depending upon which report you read, the average number of firings of long term outside counsel is 2 per company per year. Where our clients have lost a long term relationship, it is often due to the absence of a well organized client retention program. And while we work on strategies to re-acquire the client, it is a tough road to travel.In conclusion, how should you deal with the 5 MYTHS OF ATTORNEY SELLING? Our advice – get over it! Don't let attorneys use these or similar myths to sit and wait for the phone to ring. Attorneys selling should recognize that it is all about getting to that crucial moment when buyers decide if what you have discussed has value for them – and if you are the best one to deliver it.
MYTH #5: ONCE YOU'VE WON THE BUSINESS, FURTHER MARKETING TO THE CLIENT IS NOT NECESSARY.Your firm's client retention depends on regularly identifying their needs, concerns and pressures. But client needs are a moving target. The time you spend listening and attending to complaints could be the difference between keeping a client and losing them to another, more attractive firm.More corporate counsel and agencies are terminating long term relationships with law firms. Depending upon which report you read, the average number of firings of long term outside counsel is 2 per company per year. Where our clients have lost a long term relationship, it is often due to the absence of a well organized client retention program. And while we work on strategies to re-acquire the client, it is a tough road to travel.In conclusion, how should you deal with the 5 MYTHS OF ATTORNEY SELLING? Our advice – get over it! Don't let attorneys use these or similar myths to sit and wait for the phone to ring. Attorneys selling should recognize that it is all about getting to that crucial moment when buyers decide if what you have discussed has value for them – and if you are the best one to deliver it.
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.
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.
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Legal Possession: What Does It Mean?
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The Anti-Assignment Override Provisions
UCC Sections 9406(d) and 9408(a) are one of the most powerful, yet least understood, sections of the Uniform Commercial Code. On their face, they appear to override anti-assignment provisions in agreements that would limit the grant of a security interest. But do these sections really work?