Panelists Allan Colman Managing Director, The Closers Group Inside Counsel, Mia E. Montpas Honeywell Law Department Outside Counsel, Joseph L. Beachboard Ogletree Deakins Moderator Elizabeth Lampert Director, Law Journal Newsletters Web Audio Conference Division Closing in the "Red Zone" How are law firms selected? Ever wonder how Outside Counsel is selected? This is a question that keeps many up at night and others dreaming of being a fly on the wall in the board room of their biggest prospects. The decision-making process has long been a hazy one; one that every attorney wants and needs to better understand. Successful business generation hinges on your ability to truly understand the needs and objectives of inside counsel. Marketing departments are a great resource, but without attorneys actively leading, closing new engagements will not occur. This highly interactive discussion between a 20-year business generation veteran, inside counsel for a Fortune 50 corporation and the Chief Strategy Partner of a nationwide law firm will provide you with the tips and techniques to close more deals. Topics include: Understand the decision-making process used to select outside counsel. Strengthen your role in making the firm more focused. Become effective in generating new business. Enhance the firm's marketing business generation impact. Purchase the CD from this fantastic program and learn what works and doesn't work, what is valued or wasted and how decisions are influenced and made.