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ASK FOR BUSINESS
ASK FOR BUSINESSWhen was the last time you asked clients for new business? On the surface, that question may seem a bit silly. After all, asking for business once a company has signed on with your firm may feel a bit redundant. But consider this: asking for more work on a regular basis is a solid client retention tactic that could lead to botton-line dividends.Think business generation and value. If the new project involves work in a fledgling practice area your firm wants to promote, use warm relations with your client to persuade them to take a chance on your firm. Sweeten the deal and negotiate a lower fee for a set time period – perhaps three to six months -so the client can gain confidence in your firm's ability to handle the project.Next column will discussing aligning your interests with the client's.
ASK FOR BUSINESSWhen was the last time you asked clients for new business? On the surface, that question may seem a bit silly. After all, asking for business once a company has signed on with your firm may feel a bit redundant. But consider this: asking for more work on a regular basis is a solid client retention tactic that could lead to botton-line dividends.Think business generation and value. If the new project involves work in a fledgling practice area your firm wants to promote, use warm relations with your client to persuade them to take a chance on your firm. Sweeten the deal and negotiate a lower fee for a set time period – perhaps three to six months -so the client can gain confidence in your firm's ability to handle the project.Next column will discussing aligning your interests with the client's.
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.