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<b><i>Sales Speak:</i></b> 'Speed-Reading' Your Clients
One characteristic that successful rainmakers share is their ability to quickly establish relationships and close the sale. How do they do it? Many are keen observers, good listeners and have honed their abilities to match their own interpersonal/communication style with that of their prospective clients. They have naturally learned how to “speed-read” people. This helps them increase the probability of smoother sailing through every step of the business development cycle. But one need not be a “natural” to be effective in this arena.
Anyone can learn how to improve his or her abilities to speed-read people, thanks to an ever-growing body of research and assessment tools (Myers Briggs Type Indicator, DiSC, and HBDI, to name a few) that are designed to identify personal preferences and communication styles. Many books, seminars and certification programs are devoted to this topic. One could spend a lifetime delving ever deeper into the nuances of communication. Fortunately, it is possible to focus on several key concepts that can enhance business development efforts. This article highlights a few of these, and draws heavily on the concepts outlined in the Myers Briggs. (Disclosure: the author is certified in the Myers Briggs Type Indicator,' the oldest and most widely used assessment instrument.)
Be Clear About the Stages of the Business Development Cycle
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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?