Your cart: I-1 SOME DIFFERENCES BETWEEN GETTING BUSINESS FROM PUBLICLY HELD BUSINESSES AND CLOSELY HELD BUSINESSES $0.99 
There are significant differences between publicly held and closely held businesses when deciding whether or not to spend money on legal fees. Reading this chapter can be helpful in discussing legal fees with closely held businesses.
I-2 RECOGNIZE THAT JOB PROTECTION MAY BE A FACTOR FOR THE PERSON WHO CHOOSES OUTSIDE COUNSEL FOR A LARGE CORPORATION $0.99
Small firms may be at a disadvantage when clients chooses a law firm. Learn some of The client’s concerns and how to address them.
I-3 GETTING WORK FROM LARGE CORPORATIONS $0.99
Getting work from large corporations is becoming increasingly difficult for small firms. Specific advice is given on how a small firm should seek work from a large client.
I-4 ESTABLISHING CONTACT WITH THE TARGETED LARGE POTENTIAL CLIENT $0.99
This chapter suggests some methods to establish a first contact with a targeted large client.
I-5 BE SURE YOU UNDERSTAND AND ADDRESS THE CLIENT’S PHILOSOPHY TOWARD THE USE OF OUTSIDE COUNSEL $0.99
Understanding what a client wants and expects from outside counsel is critical to getting the client. Sample open ended questions are in this chapter.
I-6 ANTICIPATING HOUSE COUNSEL AS BEING EITHER A FRIEND OR AN OBSTACLE TO USING YOU $0.99
Using you may be compared to or contrasted with using in house corporate legal staff. Five good reason to use you are set forth in this chapter.
I-7 ANTICIPATING OUTSIDE GENERAL COUNSEL AS BEING EITHER A FRIEND OR AN OBSTACLE TO USING YOU $0.99
A client’s outside general counsel may present severe obstacles to your being hired. Consider the factors set forth I this chapter.
I-8 A METHOD OF ACCOUNTING FOR LEGAL FEE EXPENDITURES BY CAPITALIZING YOUR LEGAL FEES TO MAXIMIZE PROFIT $0.99
This chapter is extremely technical and should be discussed with both the client and the client’s accountants to be sure it is understood. Once understood it can work to get you big cases.
I-9 KEEPING LEGAL FEES AT LESS THAN COURT AWARDED INTEREST PLUS COURT-AWARDED ATTORNEY’S FEES AS AN INCENTIVE FOR A LARGE CORPORATION TO USE YOU $0.99
Allocating legal fees to deferred charges or prepaid expense may encourage the client to use you to keep legal fees off the P&L statement.
I-10 BE PREPARED TO EMPHASIZE USE OF NON-LAWYERS AND TECHNOLOGY IN YOUR OFFICE, AND HAVE YOUR RATE SCHEDULE AVAILABLE IF NECESSARY $0.99
Take clients and potential clients on an office tour. Show them how your staff and technology can save them money.
I-11 BE REALISTIC WHEN YOU MARKET FOR BIG COMPANIES $0.99
Big companies generally do not like to deal with solos or small firms, accept this fact. Make your best effort and move on. This chapter simply explains reality.