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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.
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.
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.
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.
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.
Compliance Officers: Recent Regulatory Guidance and Enforcement Actions and Mitigating the Risk of Personal Liability
This article explores legal developments over the past year that may impact compliance officer personal liability.