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'Part Two of a Three-Part Series
One of the interminable bumps lawyers experience in their efforts to cultivate new clients and business is in following up with their new contacts, growing network and even their best clients. We examine how to introduce and tweak a follow-up plan. Read on to see what I mean.
As part of the business development process, lawyers must recognize and integrate into their 'SOP' (standard operating procedures) action steps that extend beyond 'showing up.' By leaving out the planning and following up components, lawyers are short-circuiting the process, leaving money on the table and becoming more cynical that marketing actually “works,” however one defines that.
To examine the first example above, the more effective steps of action would have been:
The steps described above take very little investment of time, but will yield a very different experience that can lead directly to a new client retention or, at minimum, a new business connection for referrals.
Contrasting the legal profession with corporate America in developing new business, one only has to examine the models of each. Corporate America devotes billions of dollars every year to 'sales and marketing', to the process of cultivating and nurturing new prospect relationships leading to a 'sale.' The typical sales process may involve innumerable 'follow ups' before a sale is actually consummated.
The legal profession historically has played a reactive role wherein new clients (new sales) seek out the law firm to engage them. It is unwise in these ultra competitive times and a poor business model to continue this practice. If lawyers are the ones seeking new business or even additional work from existing clients, the obligation falls upon them to pursue it and continue to make contacts until they are directed otherwise. (Remember, studies show that it takes at least 7-10 'touches' to become top-of-mind with clients and prospects).'
'Part Two of a Three-Part Series
One of the interminable bumps lawyers experience in their efforts to cultivate new clients and business is in following up with their new contacts, growing network and even their best clients. We examine how to introduce and tweak a follow-up plan. Read on to see what I mean.
As part of the business development process, lawyers must recognize and integrate into their 'SOP' (standard operating procedures) action steps that extend beyond 'showing up.' By leaving out the planning and following up components, lawyers are short-circuiting the process, leaving money on the table and becoming more cynical that marketing actually “works,” however one defines that.
To examine the first example above, the more effective steps of action would have been:
The steps described above take very little investment of time, but will yield a very different experience that can lead directly to a new client retention or, at minimum, a new business connection for referrals.
Contrasting the legal profession with corporate America in developing new business, one only has to examine the models of each. Corporate America devotes billions of dollars every year to 'sales and marketing', to the process of cultivating and nurturing new prospect relationships leading to a 'sale.' The typical sales process may involve innumerable 'follow ups' before a sale is actually consummated.
The legal profession historically has played a reactive role wherein new clients (new sales) seek out the law firm to engage them. It is unwise in these ultra competitive times and a poor business model to continue this practice. If lawyers are the ones seeking new business or even additional work from existing clients, the obligation falls upon them to pursue it and continue to make contacts until they are directed otherwise. (Remember, studies show that it takes at least 7-10 'touches' to become top-of-mind with clients and prospects).'
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 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.
With each successive large-scale cyber attack, it is slowly becoming clear that ransomware attacks are targeting the critical infrastructure of the most powerful country on the planet. Understanding the strategy, and tactics of our opponents, as well as the strategy and the tactics we implement as a response are vital to victory.
Possession of real property is a matter of physical fact. Having the right or legal entitlement to possession is not "possession," possession is "the fact of having or holding property in one's power." That power means having physical dominion and control over the property.
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?