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LEGAL SALES QUESTIONS II. - QUESTIONS ABOUT YOUR FIRM In the last post, we discussed the importance of preparing your team of attorneys for a pitch by researching the prospective client and being able to pose questioins to showcase your knowledge and commitment. The next step in effective law firm business development is being able to answer specific questions about yur firm. Clients are interested in determing how compatible your law firm would be with their…
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In early 2011, we began planning to move offices, prompting us to take stock of all our technology. We were running Windows XP and Office 2007 and could have stayed on Worldox GX, but GX2 included a feature called "Workspaces" which would help us supplement our author-based profiling system, thereby helping lawyers and staff to organize and find documents more readily. Thus, we began to build the case internally for upgrading to GX2.
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Responding to Hart-Scott-Rodino Act Requests for Additional Information and Documentary Materials (more commonly known as "Second Requests") presents substantial challenges in assembling a comprehensive and complete production of requested information and documents from company archives.
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This article provides a checklist of best practices for both in-house and outside counsel to consider, discuss and monitor throughout the litigation to ensure confidence in the client relationship and the e-discovery process.
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Pay Proportional to Performance is an important guiding principle underlying good compensation decisions. Individual firms will select different compensable criteria and weigh them according to their specific views. Good judgment will bring the principle alive.
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Is using social media really worth the time it's taking out of yours busy days, and how do you know if it's paying off for your practice?
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According to industry research experts, every hour spent on business development can yield up to $34,000 in additional fee revenue per year. So why aren't attorneys doing more of it? And why is it so hard to train them to do it effectively?
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The intent of this column is to provide a framework for identifying the relative benefits of hosting an event. How can we turn an event into a means for generating revenue?
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The author shares his recollections and advice.
lEGAL SALES - QUESTIONS ABOUT THE PROSPECTIVE CLIENT In law firm business development, when preparing for a prospective client meeting, it's important to not only prepare your pitch, but also to prepare answers. Doing your homework on the client is the most important research you can do before you are in the RED ZONE, ready to make a pitch. When you show up to the meeting, being able to show them you've done research about their…