DLA Piper: What’s in the secret sauce? Shhh…Sales…
byOn a typical day, Catherine Zinn sits in on a lot of meetings. She meets with existing clients, new clients, firm executives, and partners….
Sales
Law Firm Cross-selling: The Art of Listening.
byNothing makes me more confused and frustrated than when I anticipate one thing and get something entirely different. When this happens I think that…
Getting The Product Off The Shelves.
byHere are a few recent scenarios of how firms are managing their inventory in 2009.
* Firm #1 is downsizing to clear the warehouses of unused inventory. They hope to absorb the initial loss of income over the next year.
* Firm #2 is reducing prices. They hope to sell more time at lower prices and thus break even.
* Firm #3 is working harder to move the product off the shelves because they know clients still need what they’re selling. And, they’re still in the business to make a profit come hell or high water.