A View from the 'Upper Deck': Top-Down Marketing
September 01, 2003
Lawyers are in the business of providing information to their clients. The issue, which perplexes most lawyers, is how to effectively and efficiently convey the right information to the right people at the right time so that they will hire the firm to answer their questions and solve their problems.
Dealing with Clash of Styles
September 01, 2003
The thing about going out and getting new business," said a partner in a large New York-based firm, "is that when you bring it in, it's one of the greatest feelings you can have!" If everyone was so motivated, if every lawyer or professional felt that way, there would be no lacking for business and a smile on the face of every firm marketing manager. Strangely enough, if such a utopia existed, there would still be potential for some sticky problems -- the solutions for which require savvy marketing management and fostering of a teamwork culture.
Ask the Coach
September 01, 2003
This month's questions:<p>What do you do when, despite having a good relationship with a client, you struggle to reach agreement on such things as rate increases, staffing, etc. <p>In the interest of cross-selling, I often have a colleague or two accompany me on initial sales calls. How do you manage or choreograph interaction among three to four people? <p>At some point in any sale, buyers usually request references. What's the best way to handle this?
Sorry Airlines! Let's Take Legal Meetings Online
September 01, 2003
I can see it now: U.S. airlines continue to struggle because some of their most frequent fliers - attorneys - are turning in their wings. No longer do we need to fly nearly as often to client meetings or to interview key witnesses on our most pressing cases. Why? We now have e-meetings, specifically e-meetings from Tempe, AZ-based VIACK Corporation. Sad for the airlines; good for us!
News Briefs
September 01, 2003
Highlights of the latest franchising news from around the country.
In the Marketplace
September 01, 2003
Highlights of the latest equipment leasing news from around the country.
<b><i>Clause & Effect</b></i>Challenges in Drafting Clauses to Arbitrate
September 01, 2003
Parties to entertainment industry agreements often include a provision for the arbitration of contract disputes. This may be motivated by the lower cost and less formality than court proceedings that arbitration can offer, as well as the ability to keep arbitrated disputes out of public view. But the simple language of an arbitration clause can lead to challenges over whether the arbitration process was proper.
The Survey Says...
September 01, 2003
Preliminary results from our legal spending survey shows general counsel balancing an increased need for outside counsel with pressure to reduce costs.
