Les Bookoff’s advice on attracting new business was recently featured in a Law360 article entitled “5 Tips for Landing New Intellectual Property Work.” In the article, Les emphasizes understanding the needs of a prospective client. Drawing on one particular experience with a potential client, Les recalls, “we tailored the presentation by first studying its existing patent portfolio and its business, and its competitors and their portfolios. The presentation then included an honest assessment of the relative size and strength of the portfolios, areas where it could improve its patent position and areas where patenting was not needed.”
In addition, Les notes the importance of demonstrating how one’s firm stands out from the competition and being able to effectively convey those points to potential clients. To view the entire article, please click here.