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One of the most challenging aspects of running a law firm or law department is the classic problem of all buyers and sellers: how do you get and sustain a good deal?On Tuesday, Buying Legal Council’s “Professional Sourcing and Management of Legal Services” conference addressed that dilemma—and the answers, which include understanding the dating site Tinder and diving into analytics.“Be more transparent, keep the client alerted to change, use metrics and communicate, give feedback. For both sides: Remember, commodity work is not bespoke work.Other presentations included “Getting a Seat at the Table,” by Susan O’Brien, senior vice president at Bank of America, as well as two workshops and two case studies.Tal stressed the importance of acknowledging work well done, citing a Massachusetts Institute of Technology study that showed that you get more for your buck if you just take the time to praise work done well.His advice for law firms: Become a “partner” with your client early in the process.Being Flexible with Their Schedule Having Healthy Conversations Maintaining Your Independence Community Q&A Lawyers have their own way of doing things, and if you’re dating (or plan to date) one, you’ll need to make some adjustments in your life.It won’t always be easy, but if you’re flexible, open to spirited debate, and intent on maintaining your independence, you can have a long, happy relationship.

Based in Frankfurt am Main, Germany, Tal previously was a senior associate at White & Case and an associate at Skadden, Arps, Slate, Meagher & Flom.In the past, buying decisions were made on a golf course, said Cohen, who is based in the Washington, D. Beauty contests where corporate counsel would “round up the usual suspects” have been replaced with Requests for Proposals that get longer and longer, Cohen noted.The criteria have expanded, as buyers now consider sellers’ legal expertise, technology, and business processes.Tal urged purchasers to “become sophisticated buyers and use metrics both for short-term issues and long.” It’s crucial to acknowledge outside counsel, he said.Spend time defining your scope and adjusting and leveraging the scope as the engagement continues, he said.

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