Wait Your Turn
There are two parts to closing a sale: the decision to move forward and the followthrough. The first step must be taken by the prospect; then, the salesperson should initiate part two. So, wait your turn. Don’t try force the decision, but make sure there is timely followthrough.
Business and client development tips, analysis of ethics rules that govern sales and marketing activities of lawyers + sales news, interviews & analysis re: trends in the sale and marketing of legal services.
How to Structure a Success Fee This podcast entitled “Pigs Get Fat; Hogs Get Bar Complaints” explores alternate legal fee arrangements in light of Elon Musk’s lawsuit against Watchell Lipton Rosen & Katz. Learn what the Bar rules require of fee agreements and how to structure a lump sum legal fee that passes ethical muster. […]
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