Develop the enterprise legal risk management services market actual combat strategy

 

Wang Silu gold tooth shape lawyer responsible partner, Yingke Law Firm

 

Wang Silu: in the afternoon is the theme of the development of enterprise legal risk management services market actual combat strategy.

 

Graph / lawyer Wang Silu

 

In fact, "how to develop the enterprise legal risk management services market" is part of the lawyer business marketing. The law of marketing is a very popular topic of lawyer profession, I would like to ask: what are your experiences and questions about the law of marketing? What do you think? Introducing the topic better. You for how lawyers marketing experience is what?

 

 

Graph / Wu Jiezhen gold tooth shape the core members

 

Wu Jiezhen: first you have to "the law of marketing" very emotional conflict, or that lawyers should not for commercial marketing?

 

Audience: should the marketing.

 

Wu Jiezhen: some lawyers lawyers believe that marketing is a very low-level approach.

 

Audience: no lower.

 

Two of the audience: some of my own views.

 

Wang Silu: do you think the lawyer marketing is very low?

 

Two of the audience: Yes, but I will not stop the lawyers to marketing, I may rely on other relations or other ways to get the source.

 

The audience a: I agree with the law of marketing, and must take the initiative to marketing.

 

Three of the audience: my idea is that lawyers can not just for marketing and marketing, but the marketing to show their professional ability and. Marketing lawyer's main purpose is to let the customer recognition of their professional and service ability, and then a marketing form in this invisible.

 

Four of the audience: I add, if the lawyer by selling insurance marketing approach. I strongly disagree. This is detrimental to the dignity of a lawyer, so pay attention to the form of marketing.

 

Five of the audience: including in front of the court holding parties, chasing the parties ask the way, is the image of lawyers are messed up.

 

Six of the audience: I very much agree with this sentence teacher said that morning "lawyer must have the dignity of marketing". But privately do like insurance marketing practices often do not agree.

 

Seven of the audience: yes.

 

Wu Jiezhen: Miss Wang, could you imagine marketing approach is relatively simple, the traditional marketing practices are inconsistent, I think Mr. Wang to talk about new, dignified marketing.

 

Wang Silu: first I want to tell you my opinion, I think a lawyer is marketing. I'm more concerned about lawyer marketing. "How to open up the market management services legal risk?" My own experience is.

 

I first introduced the so-called "no dignity" marketing. What is "not the dignity of marketing"? Climb a tofu advertisement in the newspaper, as a lawyer for free consultation. In the detention house paste advertisements or set the table, with a collection of one thousand pieces of money.

 

Audience: five hundred, two or even three hundred have.

 

Wang Silu: everybody believes that this approach is very low. Or if I ask you a question, if this approach is not effective, why have so many people to do? You don't look too good lawyers, you can have the dignity to marketing, but you also want to allow others to have no dignity of marketing. "There is no dignity marketing" is reasonable, is sure to bring him profit will do, but you can choose not to do. I think they put the market to do bad, they provide poor service, damaged the image of lawyers. I had said a word, the Internet can be found -- to find a good lawyer is the best policy, not a lawyer is Zhongce, find a bad lawyer is bad. I am opposed to "no dignity marketing", but this is a reasonable.

 

Another is to see a lawyer with eyes of development and marketing, just look at the development of the brothel girl. Today she is the brothel woman, but she might through their own efforts in the past few years, may become a female entrepreneur, she could finish her gorgeous turn. To treat the problem with the eyes of development, people face a pressure to survive, there can be no more choice, we need a little tolerance. Of course, I personally advocate "the dignity of the marketing".

 

I want to talk about the topic before entering, there are currently about lawyers marketing problems. I think now is a lawyer marketing infested era, The Eight Immortals Crossing the Sea gexianshentong. In addition there, talk about lawyers marketing articles and books are also many. You read these books, articles to pay attention to a problem, should make clear in writing this book, the man is successful? If he is not successful, but want to succeed and to write such a book, his book has no value?

 

Then to make sure of his success Is it right? Your own pursuit, for your work?

 

Finally, to see whether he truly the essence of that part out and say. If not, then you read his talk about marketing book may be fooled go the opposite way. So in a lawyer marketing book this big hat, you will need to find the effective marketing strategy, I think is very important is whether he is successful? He is the successful experience to share out? His way is for you to go? These three aspects are very important.

 

 

 

Afternoon topic is also divided into three parts to go.

 

The first part, the perspective of our country enterprise legal risk management services market, involving business development. First of all, you should know the market, no market how to develop? The market is too small, too is not interesting, lawyers should be pegged to the great market value only.

 

The second part, the professional team, products and marketing are three key. The three key to success?

 

The third part, the core document interpretation of enterprise legal risk management which involves, out to share with everyone, also have said this morning template plate.

 

 

 

Perspective, our country enterprise legal risk management services market

 

(a) process in our country enterprise legal risk management.

 

A process in our country enterprise legal risk management, I wrote an article "construction management mechanism of enterprise legal risk China process" in 2006, can be found online, which specifically relates to the content is not detailed talk. But in order to the back of the content or do a matting, morning has been talked about legal risk management is the legal services worldwide, is the introduction of China at the beginning of the century. In fact, a great relationship China lawyers and legal risk management services market.

 

The first batch of talent lawyer China securities lawyer. In the early ninety century, our securities market was established, enterprises can be listed. The first open securities market in the state owned enterprises, the achievements of the China first intelligence lawyers -- securities lawyers, until now they are leading. We have not heard or seen the legal services market traffic accident lawyer will become the wisdom of lawyers? No, because although they are professional lawyers but the field of the cake is not big enough. Public sector cake is big enough, so he made the first batch of talent lawyer.

 

The second batch of wisdom is a lawyer at the end of last century "Guotuiminjin" period, the achievements of asset merger and reorganization of industry of a group of lawyers -- mergers and acquisitions lawyer. The development of law firm is synchronous with them, a group of lawyers may be the first securities lawyers, advancing with the times, gorgeous turn.

 

And the third group of lawyers is the legal risk management of lawyers. Last month opened the legal risk management training courses on teachers and teacher training in this today at the Renmin University of China law school, from which they lead coquettish.

 

Legal risk management is a national policy in our country. Central SASAC, the National Association of industry and Commerce have relevant documents, to follow the trend and the introduction of the Chinese. Some of China's top law firms and lawyers concern and practice of the top plate, such as silver, Dacheng, Zhong Lun law firm that attention and practice. And local law firms, such as Shandong Deheng and so. So the legal service market in the China in, you want to do better, see you on the cake is big, but also has the very big relations the cake with the trend of the times, the central policy changes. Market management service legal risk plate to consider from a professional point of view, a big cake.

 

Another, from the consideration of channel marketing, now many top Chinese law firms to foreign top law firms to study. In the business development not in body but by the market as professional as the basis for. For example, because of the adjustment of national policies, in this year, the mineral field block service is definitely a big cake. For example in the southwest plate and the bridgehead strategy related to this policy, is take the market as a positioning, this is definitely a great space.

 

(two) the enterprise legal risk management service market demand

 

In this market is the first state-owned enterprises. To introduce, the state-owned enterprises in the central enterprises and province, city directly under the state-owned enterprises. The central enterprises is the central document to implement the central enterprises to carry out, there are two ways to construct the legal risk mechanism:

 

One is to construct the internal team.

 

One is the construction of law firm and the central enterprises jointly.

 

After five years, and now this cake has split up, no matter how kind of effect, but for the central enterprises, the legal risk management mechanism construction demand is not large and has lawyers involved in the plate. For the follow-up service, they have the advantage, therefore the central enterprises plate is not important for us in terms of. Countries in the province, city directly under the enterprise is not required, but the plate must be built but not an advocate of views, so with random. I think in this plate, the market space is not very big, because has the very big relations with the central policy. The state-owned enterprises in domestic risk is not much, is facing the risk of overseas investment, the domestic firm request is very high, the general is difficult to provide effective service. In this case, foreign capital will have a great advantage. I think the legal service market now in state-owned enterprises, many people have the king, municipal enterprises did not advocate documents and the market space is small.

 

Second is a large private enterprise service demand. Large private demand for services has two kinds: one kind is that large companies. Large companies are basically legal risk management mechanism, is a continuation of their headquarters, the enterprise internal mechanism construction of the corresponding. The overall construction of the mechanism of the market is not great.

 

Another is a domestic funded enterprises, have great market space. In the past, business, construction of large-scale domestic enterprises overall mechanism of lawyers in general between one million to five million. Key but to cut this business is to make it understand your idea. Is the morning talking about, if you make him believe: legal risk management mechanism in hand, enterprises run free.

 

First of all aspects of the concept to allow others to recognize you. Then your template and the professional team. Annual profits of more than tens of millions of private enterprises, invest millions of constructing this mechanism, and then spend hundreds of thousands of attorneys' fees to maintain. If the company shareholders and managers think you mechanisms are valuable, they are willing to accept.

 

We go to other parts of lectures, often encounter such a problem, he said: King lawyer, is there a market space so big? I as a corporate counsel, a year in legal fees to three, forty thousand, how can you take a few, millions?

 

In fact, he gives you is tens of thousands of money but to me but not this number, what is the reason? As I just mentioned, you find a lawyer in the detention house to meet the minimum charge is five hundred dollars, but he found a minimum charge of me is tens of thousands of pieces, the difference is very big. Because you to his service, and my impression is different. An enterprise legal risk relates to many, but you as a lawyer, you can dig out the benefit from, let him recognize your value is very important.

 

I think to foreign enterprise legal consultant service and large private enterprises began to build a service is a focus in the law service market inside, but the legal services market bright spots in the small and medium enterprises. This for all of us, and it is feasible. Small and medium enterprises is not accurate, should be the growth type enterprises in particular to listed companies is the most important. They pursue a long-term development rather than earn a little money. In this case, the enterprise need to develop and build the framework for the future to provide a good foundation. As to listed companies paid special attention to the internal governance structure, the governance structure of the company in the first place. Next is the contract, human resources, the protection of intellectual property of high-tech enterprises, paving the way for future listing. And you in legal risk management of his company, you can consult with him together, this is a great market highlights.

 

According to not want to listed company whether there would be no market? No, not at all. Because the legal adviser traditionally is single-handed, even if the team is using the law as a skilled service to enterprises. While the legal risk management is the law around the enterprise's goal to serve as a kind of resource management, is to help enterprises to minimize the cost of expenditure benefit maximization. It is the mechanism of enterprises set up the system and not a seamless heavenly robe, zero risk. But the probability and risk of loss for the enterprise analysis, by the enterprise to decide whether to risk. The only for short-term money without asking for listed companies, the legal risk management also have great market space. In view of the legal service enterprise, legal risk management is to subvert the traditional legal adviser. As long as the real understanding of the legal concept of risk management, have the legal risk management skills, so in the face of the traditional legal adviser's rivals, can be an easy job to win, we see this in practice. This morning I also talked about in the legal service market, law marketing disaster like insurance salesman, so that each customer contact with a lot of law case, you have to develop some new lawyer business point of growth -- he never contacted lawyer, difficult also not accept the fee. At present the market you can only to customers, and customers with lawyers contact, know the lawyer is high paying not his nanny, that customer is our target customers. In the face of such a customer, if you are not a new concept, a more professional, more cost-effective services, is the customers cannot be taken away. Through fair competition to capture the customer is to advocate the market competition. So really no one I have, I have excellent people is very important. I say it is to introduce the legal service market above situation, as for the specific process, this morning also involves, can also search on the web to, do not started.

 

(three) the perspective of legal service market competitors

 

You should know the opponent, the opponent can accomplish their learning.

 

1   The first meeting of Risk Management Inc

 

The first meeting of the Risk Management Inc is the first in our country legal risk management plate ahead management company. First up is a background of the company, the legal risk management guidelines, the SASAC and the corresponding service standards is the will of the management company to participate in the formulation of the. By our procedure division -- lawyer Wu introduced on the first of the management company.

 

Wu Jiezhen: the first will be up to the management company, he is the biggest advantage of using King lawyer's words "who formulate the rules of the market, who will have the market." We have a look of several standard he set.

 

The first is the standard of quantitative analysis. Quantitative analysis must take the mathematical model, scientific risk distribution model. In 2006 the lawyer industry is no opponent, because that is the lawyer still don't know what the quantitative analysis.

 

Second is the comprehensive risk management report. From the beginning of the 08 year, the SASAC has asked the central enterprises to submit an annual comprehensive risk reporting, reflect how much each year. The editing software is they do. Therefore, the central enterprises have their R & D editing software, but also easy to pass.

 

The first meeting of management company mainly risk management as the main business, and management software business, so begin to occupy a large share of the market.

 

 

 

Wang Silu: the first reaches the management company is a background of the management company, this company is based on the legal risk management oriented, in the risk management is a great feature is the financial risk, strategic risk, management risk and all risks will finally reflect the legal risk, this is the first characteristic.

 

The second characteristic is involved in the construction of legal risk management, legal risk compared with the financial risk, strategic risk, management risk, legal risk management more operational, controllability. In spite of the "central enterprise wide risk management guidelines", legal risk is at the end of the queue. However, in the business, legal risk management can bring the business income is. The US attorney, is a good.

 

The first meeting of management companies have a considerable advantage in the initial stage and the system of risk management, but if he can speak with the morning, seamless docking with the professional experience lawyer team, then more valuable. This is a kind of evaluation of the first to management the competitor, of course, I believe the first reaches the management company with open eyes to look at.

 

2   The preacher Lv Lishan

 

Morning has introduced Lv Lishan has now entered the Zhong Lun law firm. On the surface, you might think that Lv Lishan is a very dedicated, indeed. Legal risk management is introduced China him, he is the spirit of dedication, but not to think that Lv Lishan was not successful. As we mentioned before, the central enterprises involving national security or state secrets, the intervention of foreign construction of risk management of the whole of law. However, the central enterprises to overseas investment, is still China's law firms to conquer the market. He entered the Zhong Lun law firm, his lofty ideals and high aspirations and docking Chinese brand firm factors inside.

 

Wu Jiezhen: "the most understand China lawyers" lawyer Liu Guiming in "a foreign lawyer why join Chinese law firm? "That, Lv Lishan entered the final objective is monopoly, China legal business in overseas investment. So for most lawyers Chinese speaking, he is not our biggest competitor, because Chinese lawyers most concern is the legal business.

 

3   Dacheng Law Firm -- superstar deduction

 

Wang Silu: Dacheng Law Firm is a true partnership. On the inside of the participation in the legal risk management of lawyers is different style, such as the main focus on the central enterprises to the lawyer Xu Yongqian and his team. For example, the private enterprise legal risk management, first proposed the concept of legal science of health preservation of Qian Weiqing law. I believe that in the next period of time, whether in the private enterprises, military enterprises, and foreign enterprises, high into the will play an important role in.

 

Wu Jiezhen: at present, the legal risk management of mobile communication group, Dacheng Law Firm was involved in the law, most have the legal risk management of central enterprises the template. Their template is consistent with the "guidelines" central enterprise wide risk management, but with the template does not mean that we can use. When we're together, understanding of these templates. Enterprise legal risk management requires quantitative analysis, the key is how to use the quantitative analysis, and not just the image project. Behind the template display we will explain. In the state-owned enterprises and private enterprises, quantitative analysis approach will be different.

 

Qian Weiqing lawyers competitiveness in addition to his thirty years of law experience, he has a very good marketing philosophy. Because he concerned are private enterprises, more than ten twenty years, really enjoy the thirty years since the opening Chinese benefits, this group of people want to protect the life safety of health. In view of these high-end private entrepreneurs, legal health science to marketing, is very clever and effective. Providing services in place, with their leader influence and brand effect, human resources as the backing, as is a strong competitor,

 

Wang Silu: I add, as the typical, there are both serving the state-owned enterprise and service in private enterprises.

 

Legal risk management needs of state-owned enterprises is the characteristic: his fee is annual budget, basically not by law firms to talk, but decided by the government.

 

Second features, is to decide according to the principal rules of the game, the index requirements. He is often chosen brand law firm lawyers and brand leadership team to provide legal services to their.

 

State owned enterprises to private enterprises, in addition to their attention to whether can lighten the load, effectively prevent and control risk, more concerned about whether the response of the central policy. Therefore, has the very big relations of state-owned enterprise legal risk management services market with the central policy changes.

 

The second is represented by Qian Weiqing's attention to private enterprise's legal team. Qian Weiqing from 2003 began to pay attention to private enterprises, "Wahaha and Danone dispute" is his intervention. From judges to lawyers, he has to deal with a large number of litigation and arbitration experience lawyer, at the same time he used his ability to pay attention to legal risk management of private enterprises, with lawyers expression is legal risk prevention, meaning the same but just different expressions. He pays attention to service legal risk of private enterprise inside, private enterprise than the state-owned enterprises. Private enterprise money from individual investors, so the legal risk management mechanism more emphasis on is really effective. Qian Weiqing is the actual combat experience in this field, a senior lawyer and China in the plate in the implicit real potential, a service model is also I advocate, later we will introduce to the Wujiang water.

 

4   Zhiwei Institute -- Chen Xiaofeng sweep down irresistibly from a commanding height

 

Zhiwei law firm is I contacted lawyer industry integration or stereo marketing do best law firm, in the plate is quite successful.

 

X

 

Wu Jiezhen: About Zhiwei law firm and Chen Xiaofeng lawyer, I mainly introduce him to do. Since 2008 to do a few things, through this a few things feel him and behind him the think-tank how clever marketing practices. We can't find 08 years ago about his traces in the network, but 08 years from now he's turned out like shine in front of us. The first thing he did was to have their own law firm. Why he should have their own law firm? This law firm is completely belongs to him, he has money, planning. From the establishment of law firm he had planned to do in the future. All the results are to his, with other law firms are not the same.

 

The second thing that researchers and university inside co edited a dozen books related to legal risk management, quickly established his position in the industry.

 

The third thing is to set up a research center in the enterprise risk management of law at the Peking University, now renamed the Institute of risk management of enterprise law, many activities are carried out in the name of the Institute.

 

The fourth thing is to check all the legal risks associated with the business, and then packaged as a "China first legal risk map".

 

The fifth thing is in the name of Research Institute of Peking University of enterprise legal risk management to China Times and the Caijing magazine, launched legal risk management listing Corporation enterprise ranking forum in 2010. They spend at the forum money is not too much, but almost all politicians, business influential people in. Including Vice Chairman of CSRC, securities, insurance industry, economists, jurists Li Yining Jiang Ping et al. In such high-end forum above, many entrepreneurs, lawyers, lawyers have participated in, and many companies are invited to participate in the ranking. Therefore, he quickly outside in the industry have a tremendous influence.

 

The last thing like Lu Wei law firm, to set up a union of lawyers in the Chinese, in China provinces, a total of seven home league, and he became a union leader.

 

Through a series of logical things, he established the enterprise legal risk management committee of the association of Beijing, chairman of the committee, and he is. Today his position in the industry, a series of things with the front is closely related with the. I think he has done is to improve its products and its own R & D team, if we can continue to develop so quickly, so in the future he is also a very powerful opponent.

 

Wang Silu: Chen Xiaofeng through such integration is introduced, with the industry's position and influence. But China this market more special, legal texts and reality of laws are different. From the customer's perspective, if you can do more stick is the realization of legal risk management China type, then he will have greater prospects in the market, is the first point.

 

Second, we are concerned about a problem is what I talk about Is it right? For these large state-owned enterprises. In fact, my personal feeling in the long run cake legal risk management biggest lies not in the state-owned enterprises and private enterprises and foreign enterprises in the. So if you do well, in front of the pilot will become a preacher and the ultimate beneficiaries are you, you can learn from their experience and lessons.

 

5    Combination of Zhongyin law firm -- law and management

 

Zhongyin law affairs is a national distribution law firm with securities business, is also a big China. He has refined the legal risk management system fit in easily with Ye Xiaohua, can be said to be a meet autumn scenery, docking and behind whether can achieve the market? He has a management template, customer resources is there, but the important thing is whether he has a professional lawyer team and he can truly meet the target customers, listing Corporation required service products? This need is judged from the results. But in the strategic perspective, I believe that there Chinese market his butt joint model is successful, but specific to the operation and whether they can achieve? This is need further adjustment, quantitative analysis as a -- law risk inside lawyers mentioned before the lecture.

 

Legal risk management process there are sections of a quantitative analysis, I tell you. Quantitative analysis of the corporate legal risk, the risk probability of refinement to the precision of the percentage, enterprises need to? Effective? It is worth exploring. I think the template and the legal risk management combination cannot be done too rigid, cannot not setting things too much emphasis on styling, this might play a role in the enterprise operation. In the quantitative analysis part, largely dependent on the rich experience of arbitration and litigation lawyer for professional judgment rather than rely on has revealed, has occurred in the case to do an analysis, and then do a "occurrence rate is high" judgment. If confronted with this crisis, diagnosis methods like the Chinese and Western medicine. Analysis on the current quantitative maturity, I think should be in favour of Chinese medicine instead of Western medicine.

 

Legal risk management template suffered roots in China market research. Two main problems: one is the image project, one is the analysis on paper from China conditions. However, I believe that the law risk management belongs to the stage of exploration in the China, all the leader will make the corresponding adjustment.

 

6   Wujiang water -- to professional fine win

 

Wujiang water graduated from East China University Of Politics and Law in 1986, has been working in the enterprise, a lawyer in 1993, his law firm -- Zhejiang day book law firm is a member of the World Alliance launched Lu mountain. Wujiang water mainly do consultant, emphasis on contract management, from about 1998 full attention to contract law risk management risk as the center. While working on the book, launched the "perfect contract" and "perfect prevention" in 2008, these two books are not too much publicity, only two conference held in Peking University. But caused great shock in the legal profession, read his book, people can feel the real professional in the book, and can feel the fine Delta lawyer. Written by Wujiang water that is operable. Wujiang water book is in Kaimai law firm, recently returned to the day book law firm. Wujiang water is a perfectionist, he pursued business mastery. Why should he return to the day book law firm? In fact, team building, on the development of the business, he is a greater emphasis on the management level. Composed of only have a reasonable distribution mechanism under the condition of China professional lawyer team, can have a larger share in the market. So I think Wujiang water is a very professional, is worth us studying law, but to have a larger share in the market depends on whether he is from experts on contract law, company law becomes a manager. The second aspect is a perfect person there is a perfect team is crucial.

 

7    Shandong Deheng Law Firm

 

In the provision of legal risk management service for the enterprise, Deheng is state-owned enterprises and private enterprises do much better law firm. This is the director Shao Hu luan. Members of the Shao Hu Luan Deheng Law Firm is the world in the league. In legal risk management section, he very early concept of legal risk investigation, also aware of legal services to enterprises must be aimed at the business sector and the business process to provide services. He has a close relationship with the Shandong SASAC and the Qingdao SASAC, in this field from both the service availability or income are worthy of our admiration.

 

I do on this section of the exchange in Qingdao, all corresponding Deheng lawyer. Communicate with us. In this field the local firm Deheng is undoubtedly a very successful example.

 

This is some legal risk management of China's top are introduced and their team.

 

(four) a lawyer in the present service market outlet

 

Our lawyers can not become a pilot, but in this market environment, how to find a way out?

 

First of all, I think there is no hope to set up a separate kitchen. From the professional point of view of legal considerations, there have been a senior lawyer in every field, if only to create a template from the legal branch which set up a separate kitchen, is not feasible. When your template created possible market changed again, the fourth wave. I think the right way has two: in this section you can use connections or use a section of professional level, such as in the contract law, intellectual property law and they cooperate to divide a cup of a thick soup. You may tell a company very well, but there is no corresponding template to cooperate with him, it may be well versed in the law of contract, he has such a business, you stepped in to the contract law professional lawyer, this is a way out.

 

There is a way out is not the professional line, what is it? Channel route. Channel such as new energy forum, you in this section of the connections is very ripe, you have the appropriate knowledge of this edition piece inside the law, so as to have this template lawyers to cooperate. I think to be way out only two ways, set up a separate kitchen is not feasible.

 

Second, the red sea or ocean sailing swim? The red sea with red are interlinked, with a strong government background, in the present market speaking, have legal risk management occupied, and the central policy changes have a great relationship, unless you own in this field have excellent connections, or from the input and output, I have a negative attitude. I'm more of you around the blue ocean, China must be more and more the rule of law, and our business is growing market. Provide the effective service to use our skills, our philosophy for growth oriented enterprises, and they grow together. Your attorney's fees this year may not be very high, but really comes, you will grow together with customers is. You have ten legal consultant, to provide him with the legal risk management service, a year each enterprise's cost may be five to eighty thousand, but from the legal angle of risk management to provide service to him would be more effective, they grow better. After the business is more and more big, the enterprise may be listed will come out of a lot of business, you will get promoted, some are not familiar with the business, can be introduced to your colleagues to do. I think for the growth of small and medium-sized enterprises to provide legal risk management of this service is a basis for your own development and even become a law firm to develop a foundation, the development of law firms rely on this kind of business, is a development direction of the future. Now many people pay no attention to it, we can see this section, no need to go to them in the Red Sea. In this sense is the conflict between the sample project of service to provide services in place, the demand is not the same. The same is the legal risk management of this hat, also is the study and practice of law risk management, we may not be mutually recognized. For example, provides to the enterprise legal risk management services, the original legal team is a makeshift, you provide the service is not in place, wait until the end of service and the team disbanded. Not dissolve but members leave their leader. So in the market, is also the legal risk management of the hat, I think only do fine, in place of the market can go further, but also more in line with our rule of law.

 

Finally, the mentality is very important, location is also very important. Is whether it can have a very good method to solve the problem of impetuous, you look for your present role, is to have contacts or a professional? With others to divide a cup of a thick soup or a channel? Did you know that you are growing together with others? May take five to eight years to become a pilot's lawyer, look to see farther than on turned out to large enterprises, this is very important. Thirty years Hedong Hexi thirty years, so you look to be also a little farther. You also don't because of this market has occupied, what things are giving up not to fight, then you will lose more.

 

Three key two, develop the market management services, legal risk

 

I think the three key to open up the market of legal risk management services:

 

First of all, is composed of many professional lawyers professional team.

 

Second, no one I have, I have excellent products. Here are your products to provide services to others template.

 

Third, effective marketing, marketing involves marketing marketing means, team, this is very important.

 

If the common action, business development, not necessarily requires three points. Marketing and business is done by you, your product is personal, but for large non litigation projects, three of which are indispensable. Only these three are ready to be in the market circulation.

 

(a) professional lawyer team is the premise

 

The first professional lawyer team is the premise, no professional lawyer team could not develop products. The best marketing but not the best team of lawyers in the back support, can not do business, had famous degree is the notorious repute. In fact, the market has been the emergence of many such cases, these aspects are very important. Is the basis of professional lawyer team a sense, product R & D need him, doing the marketing agent, but must have professional lawyer was his broker, good product by his broker. If there is no professional lawyer team is very difficult to succeed.

 

Professional lawyers speak what is law? In legal risk management is not to see how your senior, if you have a jack of all trades lawyer here, so may be more senior and more trouble. Because the legal risk management work is according to the domain division of labor, such as contracts, intellectual property, corporate law, you must be on a field of laws and regulations, judicial interpretation clearly, the corresponding China judicial practice what the authority of the case is also very understand. So for this kind of professional lawyers understand is that in a certain field, such as contract law, company law, he long to do inside the litigation, arbitration or non litigation, the lawyer for three years with legal training, is a professional lawyer of which we speak, in order to truly professional and efficient.

 

How to realize the legal team? Morning about a problem is the need to develop in their practical work, turned over the situation is not good. Must be the devil training the excellent graduates after coming over, from the beginning of the arbitration proceedings, accumulated two or three years experience to work in non litigation, can provide efficient services, accurate quantitative analysis can give others to make important template. So in this section I think training is very important, training their own personnel soaked in one to three in two to three years, absorb the Arbitration Litigation experience, this is a professional lawyer team construction.

 

Professional lawyer team inside very important incentive distribution mechanism is the team. What kind of fixed salary lawyer team is useless, base salary plus commission is no future. Only the professional do the right thing, everybody to become shareholders become the boss's legal team to have a future, this is part of a core of professional lawyers in the team. The scientific incentive mechanism, in China law firms including top lawyers almost No. Chinese top lawyer team of talent loss is great, do a few years left. They can only provide standardized services can not provide service with bit, because there is no arbitration and litigation experience, but the top of the service in a foreign law firm is some. But in this section is to introduce incentive mechanism of the modern. The incentive mechanism of professional level and scientific legal team in, these two aspects is the key.

 

(two) the product in hand, worry free market

 

Everyone can understand this product is the individual lawyers professional, you develop business litigation, you tell him the litigation cases handled, what performance can be achieved. But the non litigation case is different, non litigation is to communicate with him, he could have a good impression of you in other ways, contact with you feel you are professional, but in the end still unsure of what you do. We are doing three enterprise legal risk management work, every breakthrough is to rely on products. Finally, the real win is the customer cannot read something rather than read it. When you display the template, he feel mature, high-end stuff in the template, feel that you have the ability to do this thing. Non litigation such characteristics to suit different, the verdict can feel whether you professional from the proceedings. So the usual contact non litigation, both from a personal and team to consider, R & D products is very important, and this product is your own service documents, service process, the equivalent of "legal risk management core product exhibition manual". To have this product and this design tends to internationalization, specialization, and integration of push out can be a very good effect. Especially for foreign enterprises, but also English version, Japanese version, this is very important, a nuclear weapon and we beat the opponent in the work. This is really not the others you have, some others I is superior to defeat an opponent.

 

In the legal service market, in fact all of attorney this occupation is not a very good reputation. A service is not in place, the two is the units and individuals related to the lawyer, three are some clients do not understand the law. But undeniable is that the market has to do bad, no one can not do. In the high-end market with ordinary different, high-end service market, network is not everything.

 

A week ago we in Kunming to a central enterprise contract risk training course, we the class, they decided to contract risk management section to do to us is the project intervention. They are very clear, only from the contract section to intervene is defective, because it is not overall breakthrough, but from the central level perspective, he can only step by step to walk, but why they decided to let us do? Because a year more than 5000 copies of the contract that they are worried about, but we show out of something to let them feel different with legal adviser is very important. What they expect is the template in the hand, job security. The template in the hand, according to the template to do, they will not make mistakes. So you remember to leave Chinese relationship problems, then there should be a high-end, beyond the product, then you will have in the future. This is a variety of means to win market.

 

Question about a product, the product is diversified, in addition to the idea there is no uniform standard. The idea is the same, he is certainly hope that your product will help him to control risk, achieve the benefits. But your product can be diversified, not necessarily a system, such as the defects of the legal risk management template, I can tell you.

 

In general, there are several defects:

 

First, they put this template too sacred, from the law system, which are not the concerns of the enterprise.

 

Second, the whole system too much emphasis on paper things without stressing maneuverability, such as qualitative analysis which is in violation of the regulations, for breach of how much, what kind of risk, but not in violation of the provisions of the proportion of the practice, and the proportion of what? And when there is no cure? To save costs, resolved the possibility? Because of this to do this template human knowledge has the very big relations, he does not have the resources to help. So it is not at present this section does not have the market, but this section which they too much emphasis on the system, the paper stuff, divorced from reality.

 

I think to do effective several aspects are important: first, is the emphasis on legal risk management Chinese type, can really do is good stuff. At work you can persuade a people do not need unnecessary plate, such as the risk of enterprise intellectual property and some enterprises on law but the actual operation is not the intellectual property risk, no risk what he did? actually equal to the court, make litigation lawyers more clearly, to play a a criminal case could not be launched criminal four components of argumentation, must be according to the evidence to find a point. This is one reason why the legal risk management template often have no market.

 

The second is from a certain aspects of starting, starting when the enterprise service, bright ideas and your advantages, to provide different service packages. The legal adviser to the traditional A packages in the service project is the same, but to the legal concept of risk management to do, the charge is also slightly higher. The B package is the legal risk management services enterprises a few key areas. Is very concerned about the enterprise human resources management in some growth, so we cut, had to leave the whole process relates to what legal risk from the beginning of recruitment, need what legal documents, every step of the way to how to go to have a working guidelines, thus making a mechanism of human resources of the legal risk management. So, the human resources department will feel very relaxed, risk and worry free, he will continue to encourage the owner to accept the service, then the boss will say that your service can save cost, reduce disputes, or after a dispute can be resolved effectively, what is there against it. If you put the legal risk management mechanism of the enterprise put in front of others, which he has so much money? Moreover, he also does not know this thing of no use. He just wants you to help him to solve the problem of the human resources management, you help him out.

 

The A package fee of forty thousand per year, the first year that the B package is close seventy thousand, future maintenance is the A package fee. Finally, you can give him C package, is a comprehensive legal risk management services, several items that add up to a small enterprise risk management to build one hundred thousand to two hundred thousand. You are divided into several packages for his choice, so it is more practical.

 

Management service enterprise legal risk now in private enterprises is mainly because of the several aspects:

 

First, emphasize the system, empty talk, from the actual business.

 

Second, the lack of a quantitative analysis, quantitative analysis of the paper is not operable.

 

Third, there is no specific start with the concern from the enterprise, which mainly is does not solve the problem.

 

Wait to show you this template, you with this template to expand their business, will is more effective than the research method of the traditional legal adviser. Business after coming over, slowly building team to explore, will do better than the traditional legal adviser. There is no perfect thing is endless, should is the pursuit of the. The business development after coming out, step by step to practice.

 

(three) posted a three-dimensional marketing is the key

 

About how lawyers marketing, here we care about or not?

 

All: concern.

 

X

 

Wang Silu: I think everyone has a deep sense of marketing. Normally should have done marketing? What am I gonna do?

 

Audience: sometimes more contact with the community, such as community lectures, is, in this way.

 

Wang Silu: many lawyers do marketing have failed, but still do. Today we continue to repeat a question is "no I have, I have excellent people". I'm from the man of wisdom lawyer to talk about "the problem how lawyers marketing".

 

On the Internet, search engines, blogs, websites, advertising in the Chinese legal portal large. As far as I know with my judgment, basically ninety percent of the handsome go back, you express your opinion, also can contradict me.

 

 

 

Audience: at least one visibility is online yisou is I this, there are so much visibility.

 

Wang Silu: popularity may be behind the notorious repute, that is the question I have been thinking about, is not too much. What are invalid? We all think is garbage is invalid, the opposite effect. You really want to do is better than others, like our man of wisdom lawyers network. The man of wisdom lawyer last year through the Internet. There are three cases of one million of the value of a single, including a single lawyer fee of up to five million. Gold teeth shape lawyer nets is how to do? Gold teeth shape lawyer now has been in operation for ten years.

 

What about the name of the man of wisdom? In 2001, I worked on a common drug suspected of selling ten thousand five hundred grams of heroin. In February 23, 2001, the court judgment of acquittal, then in March 1st, the media have a tracking reports is "gold tooth shape variable innocent death". The reporter wrote, "charm lies not only in the eloquent lawyer and Scholar" -- an interpretation of Wang Silu, and later to the editor to attract eyeball into "gold tooth shape variable innocent death". It introduces the case for me, also introduced me to handle by the media as "administrative cases Chinese administrative first case". In a red hat Foshan City Private Enterprises -- Chen Jinhong's private enterprises to Foshan ECE, claim sixty-one million, this is known as "the first case of Chinese administrative cases in legal history" is the thirty years of reform and opening up the country. In the thirty years of reform and opening up in 2008, CCTV to Guangzhou interviewed me. There is also a protection of vulnerable groups of medical cases. Report came out, I suddenly made a "man of wisdom lawyers network". "The man of wisdom" is the lawyer's imperial title in Guangdong, Hong Kong and Macao, is positive, but the title in the north is a little strange.

 

Lawyer Ma Hean wrote a "lawyer" survival and dignity, the back of the book mainly points to the "man of wisdom", he said: "I'm on his web site to see, the lawyer is very brave, very conscientious, very level, but do not understand why" man of wisdom "this kind of appellation, this title is not stable, like" the V stick ", you pursue fame finally is notorious repute. This sentence I just said it was from this book. The view of "man of wisdom" is different from the south. When we do a man of wisdom lawyer, no professional marketing, but we always maintain a style -- all the things to the original. Word, a word, we proxy the media interviews, published articles, verdict, sentenced after feeling, every word in addition to judicial documents is all written by their own, original thing. We passed this verdict, the process of handling exhibition of professional and dedicated his attitude, style, skills, is this approach. But why do we have to go this way? Because we are very clear in the network propaganda plate has a lot of Jerry fraud, such as in fact do not have a case series of two, three hundred words, so there is no effect. We think that "history determines your future", to do list, of course, to protect the commercial secrets and personal privacy, so to do some processing. So come on, gradually influence in the peer. In fact, in the peer, a lot of this lawyer friend we are realized through network. Create a web site in 2001, second years to start our input and output is 1:30 times more.

 

Here I want to make a what problem? What you really want to do "I have excellent people" is very important. You do what you do "I have excellent people" will be the future, everyone has his window, grab your bright future play it, don't do the same thing with the public. I have an assistant, girl, her legal counsel is quite successful, she is not particularly good, literary grace is not very dusty, no high degree, but have an affinity. She's speaking style is different from me, she will give you a feeling Weiweidaolai, is the whisper of feeling, let others sounds very comfortable, very practical, receive a lot of customers. So my advice is marketing will eventually return to give a person find everything fresh and new, let a person Beckoning, this is very important.

 

Marketing from a strategic point of view to stereo marketing. You don't stay on the one hand, media interviews, published articles, participate in the forum, the stump, according to your need to build a website. But the three-dimensional marketing must pay attention to a problem, visibility is behind the reputation is the last transaction. Stereo marketing any subsequent product follow up, how can you promote is very important.

 

I took the key for the net, seminars, may in some places more influence than dotting held lectures, may better effect than the eye. But the key to have a good method to realize his profit, that is the subsequent network video courseware, courseware DVD. There is no such knowledge disc, have become the book notes finishing, not every audience will he recorded for analysis, there is no follow-up marketing team this follow up, in order to achieve this, he paid me. Make full use of King lawyer, lawyer Wu Jiangshui speech to achieve emphasis itself profit increment, which is a follow-up products to follow up, this is the very basic. You can't use fur fur things, things that are useless. If you did not catch the essence, then your marketing is always failed.

 

Or listen to your advice, what are your opinions about marketing?

 

Audience: some lawyers in court next, location advantage, looks like the traditional marketing methods, but very useful, this how do you see?

 

Wang Silu: look what you sell something, if you are selling a suit or sell is a very real lawyers don't think famous, not like Tian Wenchang, like Xu Lanting, I think it is feasible. But do not suit, high-end business lawyer is far away from the court. The key is what you want to become a lawyer marketing what, this is important.

 

You have what kind of view, I think about the marketing of this problem is a very important topic.

 

 

 

Two of the audience: I want to ask a question, marketing is a very shocking force thing for individual lawyers, the profession and how marketing docking, will cost you a lot of time to delay your professional research and do other things?

 

Wang Silu: Marketing in two ways: one is to marketing yourself out, another is a marketing professional marketing team, but the final to whether effective as basis. But a lot of marketing is invalid, such as many lawyers to edit a magazine, make the electronic magazine, he did I know is invalid, it has law firm lawyers introduction, introduction, lawyer business, production of very fine. Too many, mostly is invalid.

 

Three of the audience: King lawyer like you successful marketing is how to do?

 

Wang Silu: you ask this question. For example, I want to take a consulting unit, we give them a manual, let them feel the manual design internationalization, specialization. They can be very refreshing to see us through the contents of the out of the ordinary, is really about their care, there are service package and service content, service mode, then there may be some of your essay, article attached. In fact, office who will write, but when you write to write ideas. This you should write pop songs, your happiness is my happiness, with the target readers are like language to write out is very important.

 

You have a contrast, is why I repeatedly emphasized the top is how achievement? Standing on the shoulders of giants to write to do good, otherwise is invalid. I have a friend who is now Zhengzhou side write "entrepreneur criminal risk control and defuse the crisis", he is a professional criminal defense lawyers -- Duan Jianguo. I say the effect is not good, he asked me why. I said you are very professional in criminal defense, you write the 30 words of the book, then find the Law Press published a number, issue five thousand copies to ten thousand, buy their own part to clients, friends, then you have a promotion, right? But this is not what effect to develop the market. He asked how is invalid? I said: give you a suggestion, you and finishing school cooperation, at the invitation of the criminal legal risk prevention and control of entrepreneurs that top lawyer. Lectures, the number of not more, eight to twelve people. Then we design a good script, each lecture three hours plus interaction, is focusing on the entrepreneur's concerns between notes and notes and launched, not coincidence. You finished class, finishing as the DVD and the book, neither sought nor find Chinese legal Press Law Press, though the two are very authoritative. You will find China management press or find Chinese economy press, are still looking for distributors to enable them to carry out, with Feng Lun, Wang Shi's book on the same management bookshelf, with entrepreneurs like language to express your idea. Don't look for researchers to a school, and to find big entrepreneur Li Jiacheng preface. Because entrepreneurs pay close attention to what Li Jiacheng says, don't pay attention to certain jurists said theory. You love does not mean that entrepreneurs are like, don't pay attention to the person you like, but to pay attention to customers like people.

 

A speech is very simple for senior lawyer, is his life the most essential part to share out. Here are eight to twelve top lawyers, entrepreneurs are very interested in this book certainly. Through certain channels to marketing, will have a great influence on the entrepreneurs, thus occupying the criminal legal risk prevention and control of entrepreneurial business.

 

So, we do the marketing, but also consider what kind of method is the most effective, otherwise you will not receive a good effect.

 

We do so long lawyer, to learn how to start at the end, reverse thinking. We talk about the legal risk management topics, why the emphasis on arbitration, litigation experience? Is from the inside to the ruling should be how to conduct legal risk management. So I think in the market management service legal risk pioneering plate, effective marketing is a key point. The key point is based on the analysis of the entire service market to make out of the ordinary things, some things are not blindly imitate, you want to combine their own situation to learning, such as standing in the personal law perspective, language marketing, marketing is the lecture, there are many lawyers is successful.

 

But I found that can write a lawyer may not succeed, but can tell the lawyer not a success. Xiao Jinquan, Lv Liangbiao, Xu Yongqian, Chen Youxi, he kept talking about America, everywhere, Harvard University. If you are to speak to the American, international law; if the China speak, you are China barrister. But if you fit is the key, if not suitable is not, is suitable and paste position is the key. To reverse thinking, look at the results, then according to the end.

 

As mentioned above, about a problem. I can tell you the lawyer law written bestsellers, their personality, I very much admire, but one of the best-selling book profit is more than 30000, year income five hundred thousand. Only the young lawyer to read books, read very fluently but it failed. Some people say: the writer that perfect fairy tale story, love story, because he did not love. He has the love is not to write, he dreams of love will write so vivid. I read a book with particular attention to these. I love Wujiang very book, because Wujiang water book every sentence is the specific operation method, as long as he wrote to do. His character and I are of the same type, also have the reason inside, I am a perfectionist. And Wuhan Yingke Law Firm Zhang Shaoming lawyers is also a perfectionist, work is very fine. Shenzhen lawyer Qiu Xuyu also is such, segment the lawyers also belongs to the perfectionist, but perfectionist has a defect, is possible in the team of people demanding and specialized drilling deep but lack of a global consciousness, such a perfect socialist leader, if can combine with perfect team, that is the best.

 

Three, the enterprise legal risk management core product display to read the solution

 

Before the show our core product, also understand aftertaste what is legal risk management, legal risk management process. During the break, a lawyer friend communicate with me, he thought the criminal legal risk prevention and control is particularly important. In fact, I have long recognized this sentence, you said in my heart, I'm on legal risk management has done extensive definition.

 

In 2008, China Southern Power Grid began construction of legal risk management mechanism, to ask me to give them more than 70 relevant responsible person to do general mobilization. The lecture I proposed a pan to the analysis on legal risk management, which has several characteristics: first, the risk of China's state-owned enterprises and discipline. China Commission for Discipline Inspection of the Discipline Inspection Commission, and power than the anti corruption bureau also big, Discipline Inspection Commission has sent mechanism is arranged on the central enterprises, if the violation risk elimination is not perfect.

 

Second, managers, investors and employees criminal risk, to determine the overall criminal ventures included.

 

Third, the external invasion of the enterprises should also be included, for example, here we are in class, but the classroom is next to engage in blasting, the risk must be taken into account. The external risk, business risk is not equal to the internal control, this is different. Analysis to be a general, but the specific how to control? There is not a process of management, is a problem of immediate execution, this is I to this legal risk management analysis of a pan sense, this is one of my features.

 

Walk with the difference is that I think the legal risk management should have several principles:

 

First, the principle of full participation. All the members of the enterprise should be involved in.

 

Second, static and dynamic combination principle. A complete management mechanism should be extended space of a dynamic combination.

 

Third, comprehensive management and key control of the principle of combining.

 

Fourth, the combination of static and dynamic risk management principles.

 

Fifth, persistent prevention principle.

 

According to the central file is only a principle, is to advance prevention etc..

 

Management process, to research the management process management process is the practice of stencil plate is different, but all the same. Just the lawyer asked how to breakthrough, wait display template will show, has the very big relations in this part and the management process. I think in five stages:

 

The first stage, evaluation of enterprise legal risk environment. Evaluation of enterprise legal risk environment is strictly speaking not into the process, is to provide free pre work for enterprises. Is on the whole industry, such as the cultural industry, the cultural industry in May of one thousand enterprises, have a cooperation with the Cultural Industry Association, set up a committee of culture. The establishment of Cultural Committee when we give them an obligation to work, is to do the assessment of a legal environment for all enterprises. A questionnaire survey, in front of the actual inspection, then put all the data after a report to this industry or for a certain enterprise, which will promote the sale of our products. They will think this preliminary work is free to try, but we can feel its own problems, the need for follow-up work.

 

The second stage, identification of legal risk. Through a variety of methods, approaches in the enterprise to enterprise structure and business as the center to collect the materials to identify what are the legal risk, it involves many forms and processes.

 

The third stage, the legal risk assessment. Is mainly lawyers to assess, but to use management method, a lot of times are to rely on the management of consulting company. I think the evaluation analysis, the inside of the qualitative and quantitative analysis are mainly to lawyers for professional judgment.

 

The fourth stage, control the legal risks. After the evaluation to control, but how to control? Is a lawyer for a scheme, opinions, but also depends on the management of consulting company and computer software design company, to establish the template, into the company management system processes.

 

The fifth stage, management and maintenance. Similar to software maintenance, upgrading. For example, the launch of the new policy, laws and regulations, is adjusted according to the template; problems of other enterprises, combining the situation of enterprises issued a warning; according to the internal arbitration, litigation situation to adjust the template or staff on legal education.

 

Similar to the front of the stage is to provide a template software for the enterprise, behind for this template software maintenance, upgrading.

 

Core template involved products are mainly divided into several categories:

 

First class products, system. Management system of enterprise legal risk management of products, such as contract management system, the articles of association of the company, performance appraisal system measures etc.. System class product is equivalent to the constitution, law, the Supreme Court's judicial interpretation of such products, the system level.

 

Second kinds of products, guidelines. For example, review of legal qualification guidelines, staff management guidelines. Are employees encounter against legal risk in business processes is proposed the method to control the concrete.

 

Third, technology products. For example, the contract information management system involves software.

 

Fourth, tools. For example, questionnaire, interview record. The questionnaire in the work of the legal adviser is a common thing, supervise the implementation of scale, are included in some form of legal risk management tool.

 

The fifth category is the training class of products. For example, regular law, skill training etc..

 

The five products are displayed behind will show, by our process teacher Wu lawyers interpretation, he in the template is more professional than me. In fact, the legal risk management system which involves the documents of many, I can draw out a part of core template analysis. This form is used in combination with our service of large-scale private enterprises, the central enterprises, involving trade secrets, confidential agreement non litigation business, must be processed to display. The first explanation is the legal risk management tools -- Questionnaire, questionnaire of large enterprise contract section.

 

(a) questionnaire reading

 

Wu Jiezhen: the questionnaire will be used in our legal adviser for enterprises, but in legal risk management, the questionnaire is the essential tool. Today we explain these documents, I mainly from two aspects to read. A clerical function, two is the method of making documents. As for different enterprises, the questionnaire needs are not the same. Only by grasping its function, know how to use; only know how to make, can be in different enterprises, flexible adjustment.

 

First, the questionnaire is mainly to understand the legal environment of enterprise, including its internal and external environment. On the one hand, in order to lay the foundation for the construction of legal risk management mechanism behind the. On the other hand, is the breakthrough of enterprise legal risk management an important marketing method.

 

For example, the average level of the legal risk of an industry, can also be used for legal risk management of service and marketing. Why? An enterprise to prevention and control of legal risk, there is always the cost, whether to put the risk prevention and control and to what extent, enterprises need a reference. The average level of legal risk industry is a good reference. Enterprises according to the actual need, temporarily tolerate risk in the above average, or under the control of the level, can be. Then, once you have mastered the industry data, you pass a certain way, publishing industry report, sent to each enterprise to go there. You can build your influence in lawyer industry, also can directly affect the enterprise's demand, shoot two hawks with one arrow. This is the law of environmental risk assessment, including the role of.

 

Of course, the legal risk management is around the business objectives of the enterprise, understand the risk preference is also very important. For example, foreign internal to the legal risk preference is relatively low, but the hope is a legitimate business, but private enterprises is not the same. In the electrical industry are private enterprises more, in power, the communication industry is the more, the level of risk is not the same. Generally speaking, the level of risk is relatively low, in the monopoly industries so, even if there is a problem, can also be relatively easy to dissolve. While private enterprises in the fierce competition in the industry, the survival pressure forced them to improve the risk preference. Therefore, don't know in the industry risk level, it is difficult for enterprises to put forward the risk management strategy of legal practical.

 

Second, then we can understand those indexes of legal environment? Also or, what is the main points of making legal environment report?

 

Firstly, the external legal environment mainly with the following factors.

 

A law degree, wide strict. For this point, as long as you are long in the industry, can understand.

 

Two, law enforcement. Law enforcement supervision department is more strict, the greater the risk. In different areas, law enforcement is different. According to the state-owned enterprises and private enterprises, new enterprises and the old enterprise, has "the bottom" of the enterprise and "no case bottom" of the enterprise, is the difference between. In the different period, the law enforcement is the same. For example, this year's budget is tight, then it may be possible to the punishment will increase, to compensate for the revenue. Finally, the law enforcement with the central policy and current events are directly linked to. Such as the problem of illegal mining.

 

Three, the degree of competition law. Illegal can reduce operating costs, improve competitiveness. That is to say, if your law degree is high, can production costs than the other competitors. But this is not absolute, high-tech enterprises with independent intellectual property rights, with high competitiveness, even if the law degree is high, can also have a higher market share.

 

X

 

The relationship between the four, the status of industry chain and downstream enterprise. The dominant position in the market is strong, the legal risk of external is low; the market opening degree is low, also lower the legal risk. For example, has the strong position of the upstream businesses, often is not worried about the downstream enterprises breach, because as long as the downstream companies default, will lose business opportunities. So the upstream and downstream enterprises are generally not easily breach of contract. In the military industry, the product demand is military, therefore, the military enterprises not concerned about the military's default. This is not because the military enterprise market dominance, but because of military industrial enterprises and forces from the same "boss".

 

Of course, the external legal environment survey is not limited to the above problems, because of the time, I then introduced the investigation method of internal environment.

 

Second, the internal legal environment is mainly with the following factors.

 

The nature and scale, enterprise. The legal risk of state owned enterprises in general than the private enterprises; scale is larger, the higher the risk.

 

Relational exchange two, enterprises accounted for the proportion of the. In general, the affiliated transaction inside enterprises than external transaction risk. According to statistics, in international trade, more than 60% transactions are transactions. In general, the affiliated transaction can reduce transaction cost and legal risks. Therefore, more transactions, legal risk outside the lower.

 

Three, enterprise supervision mechanism is perfect. This point, particularly important for enterprises. Of course, the affiliated transaction can reduce legal risk, but if there is no corresponding regulatory mechanism, then the enterprise will become a bottomless pit of related party transactions. Many state-owned deficit, and illegal transactions related.

 

Four, the enterprise governance structure. The company's management structure is reasonable, according to the development strategy and the scale of the enterprises to judge. For example, Kung Fu, family's explosive growth, governance can not keep up with the development scale of enterprises, so there was a problem. For example, in a large enterprise, and contract management system to achieve the business department and examination department of power. If the signature is he, business is he, will bring great randomness. However, the small and medium-sized enterprises, this model is feasible. The boss of the enterprise "one world", effective enterprise higher.

 

Five, the enterprise's development strategy and risk preference. If this is a home to the long-term development, growth enterprises want to appear on the market, then the risk preference and control design, should try to stop the illegal acts. If it is a money money go enterprise, so the risk prevention and control is mainly around the goal of business to make money.

 

Six, legal personnel allocation adequate? If the above a 1000 person business, no house or only one by the graduates to the contract review, one can imagine the risk.

 

What indicators to examine, examine whether the method correct by professional lawyers to do. An index may involve problems can be as high as 50, this is not the one one tag ming.

 

Company structure basically is according to the questionnaire done, because some companies can not do business sector jobs so refined, with its functions, which is the basis for the work behind.

 

Audience: the questionnaire who to fill?

 

Wu Jiezhen: the questionnaire is to fill in each region of the corporate sector. For example, want to know how many will be involved in the purchasing department, the annual contract dispute? How much a procurement contract dispute? It is sent to the purchasing department, a copy of the contract review department.

 

Audience: questionnaire of each department are not the same?

 

Wang Silu: I made a resolution, you may well ask. In fact, the legal risk management of the enterprise, on the questionnaire, survey methods, and why companies do not place? Because the enterprise work personnel not to tell the truth, this information is false, useless. At present, in the legal risk management together, how to avoid such mistakes? My personal attitude is not optimistic, need some means of. For example, let everyone to expose, anonymous surveys, investigations. If you want to understand the real situation, only the paper form is anonymous. A variety of means to find the enterprises with the real thing, to find out their problems or let others revealed. Without this foundation, the following work is invalid. Because there is a characteristic in the China, everyone is face to face it's hard to tell the truth, if you can not find the problem, the real situation, so the work is invalid, then give you earn brushstroke lawyer fees, behind have no. There are a lot of things invisible.

 

Wu Jiezhen: This requires investigation skills a lawyer, such as questionnaire which will involve a polygraph questions. In fact, the first to the eightieth question is the same, just ask in different ways. Do not speak the truth, the answer to the two question is probably not the same.

 

Wang Silu: This requires the application of psychology, combined with various means, why the same problems illogical repeatedly asked, is to see how you answer these questions.

 

(two) the legal risk identification products reading

 

Wu Jiezhen: the next most main is a framework of risk identification, in large enterprises, enterprise according to the procedures to do, the purchasing department, external supplier are to be listed. Because of its own investigation and risk, according to the concept of law, a legal risk will involve many departments, procurement contract is the purchasing department, a technology development contract, the human resources department will need to sign labor contract. The different sectors involved, if only in accordance with the law the branch out, the lawyer's job is very easy, but the enterprise was tired. Because a lot of the investigation of problems with enterprise independent, the enterprise itself does not have this business, why the contract? Is this business will have the contract.

 

Second, the ultimate goal of risk identification is to control, in such a small table inside, there is no legal advice. Because the legal advice is itself a guide of things, in addition to the institutional measures. For example, the purchasing department, process step is how to go to the purchasing department, contract drafting, and then sent to the Ministry of justice and the general manager to sign, this is the system of class.

 

How much is the contract amount, such as the contract is five hundred thousand must do? What the contract must be in the format of the contract and the template contract, it is system of class. In building a good system, also need to work guidelines to help staff to complete the daily work of the risk prevention and control.

 

(display).

 

This put in large enterprises that fail, this is done without any department.

 

Wang Silu: This is from the professional classification to consider, not according to the design department, is the professional classification is according to the contract, what, what form? Finally you over to the enterprises, the Ministry of justice asked it to whom? No corresponding to a department and, unable to operate.

 

Wu Jiezhen: Look here, risk: contract lack of confidentiality clause. But consider this is a what enterprise, if an ordinary contract of sale of goods is not required to be kept secret, not a confidentiality clause, why say risks? If a high-tech enterprises, military industrial enterprises, if not a confidentiality clause, risk level must be the highest, red (red represents the highest risk grade). So do not use template. Therefore, the risk of investigation must be linked with department. For example, the purchasing department purchasing agreement, an important content is the quantity, quality, standard, transfer, the ownership of the object of risk transfer, quality inspection, transportation, payment problem rather than a confidentiality clause. If there is no departments with hook, do so out of something that is empty talk. Not linked to the risk, also cannot be assessed. If the contract for the international sale of goods, the inside of the payment does not specify clearly or take credit, behind the risk must be re evaluated, according to the specific business to evaluation, investigation clearly is the existence of the risk, how the size of the risk. In the large enterprise, need the number "01", "02", the Department, risk number list. But in only fifty of small business, do not need to do this. The type of business, not on the same scale, the cost of doing, does not work, attorney's fees are not the same. This is why we talked about product diversification, going for him. Later we will show a contract scheme, construct a contract risk management mechanism for them, not in accordance with the complete software, information, accurate percentage to do, but according to the needs of enterprises, from three aspects:

 

One, the system level. That is to say the contract management system. Issues related to the drafting, examination and approval, who is who, who, who who supervision seal storage.

 

Two, the contract management guidelines. For example, to review what? How to review? What is the need to record the file? Each enterprise, each contract documents are not the same, but we set out to him.

 

Three, the list of procedures. Is each link to sign what documents? For example, inspection to sign what? What is the offer, then set the terms? We advance the enterprise each link required procedures list template, teach employees how to use these templates can be.

 

In this way, enterprise legal risk management workload is relatively small, but relatively low. Because this is the enterprise the most need to solve the problem, we can solve for them. And if he needs our follow-up work, we continue to provide more services for them. This is the diversified services.

 

Wang Silu: I read about risk database diagram. Library legal risk the graph transformation in Renmin a chart, the central enterprises of the legal risks of library is not satisfied. Because this is not good products lead to some industry friends think this market is controversial. Why not?

 

(show )

 

The inside of the risk event management with contract, against the consequences listed, this form to the non legal sector is useless, also do not know to what departments. Only to the Ministry of justice for people to look at, but legal personnel understand these problems, they can check data understanding, not necessary for you to suggest. Did not say what measures can be taken, how much risk, finally invalid consequences, is how to calculate out of, such work no more than legal personnel do well. This form will only increase the burden, because they do not know what to do. But the company's internal requirements, others have done to you, you do not to do what you do, so is a waste of money on useless. Led to a negative view of others on the service you provide. This kind of thing should be composed of no work experience, fresh graduates do.

 

(three) the legal risk quantitative analysis of the product reading

 

Wu Jiezhen: with you next read legal risk quantitative analysis chart. (display)

 

First, focus on the quantitative analysis of how to do it, and their advantages and disadvantages.

 

Second, what is the function of quantitative analysis? That is how to use?

 

The first kind of quantitative analysis is used to divide the risk grade. The second is to use interval divided by the percentage. The third is the exact percentage, this is to look at the central enterprises, according to the exact percentage display for SOEs is no problem, but will not for a problem.

 

Quantitative analysis is how to do it? I have to explain:

 

First, through internal statistics from the. Many large enterprises have irregularities, some disputes, enterprises have an internal control system, behavior of these disputes are recorded, so do the interview review original records, you can do a statistics, enterprise purchasing each signed many contracts, but this year the purchase contract dispute appears many times, such statistics. For example one year signed 100 copies of purchase contract, a total of 10 disputes, calculated risk 10%. Economic losses, the accident rate is the number can be obtained. A year of accident rate is 10%, then the average to 365 days every day of the accident rate is very low. But this statistic method has these limitations: first, enterprises have the record is incomplete. Second, itself inside the enterprise behavior is less, such as mentioned in the false registered capital, a company registered once, two years out just fine. Such a behavior occurs once, be investigated and dealt with once, accident rate is 100%; if two years have not been found, accident rate is 0%. Then, the statistical results of this is useless, because the statistical base is too small. However, this statistic is very accurate in insurance, such as Chinese population of 1300000000, what is the average life can calculate? Signed more than ten thousand contracts in a year of big enterprise calculated result is more accurate, the small business a year signed 300 contracts come out is not accurate.

 

Second, using the industry data statistics. Investigation of the rate we do an external before because of the industry, is the industry as a whole the contract rate of an accident. In certain scale of the industry enterprises signed many contracts a year, and this type of contract signed, signed after the accident and how many? To ensure the contract number here, statistical data more complete, the purchase contract of the accident rate is very high, so calculated relatively accurate. Is it out, but every business system are not the same, some enterprise contract management system more perfect, but some enterprise contract management system is not so perfect. Incomplete enterprise contract disputes more. The average number of these enterprises must be higher than the contract rate of an accident in the industry.

 

Third, to statistics through the formation of a dispute or regulatory penalties. For example, the labor contract management, many disputes arise in a year, regulatory authorities punished many enterprises, how to enforce them? But also want to consider a problem, such as a city, the government was spending more, may be a tax increase, so the investigation of tax is relatively strict. These are some uncertainty.

 

X

 

If a lawyer through such work, can judge the size of the risk, the cost is too high. But the probability statistics to come, the price is not high. We do not recommend, because the cost is too high and not practical.

 

If you in this industry to do a survey, with such data, can make use of such data, but if not, may not be compelled to do more accurate. A large extent, we determine an area, the purchase contract or labor contract, or, a technology development contract or, many enterprises in an industry, the scale of the enterprise, according to the original data with the lawyer, the experience of knowing what accident prone. For example, the main body of the contract, the provisions of enterprises more than one hundred thousand of the contract must be legal business license, tax registration, complete the filing legal representative, authorized, special industry permit etc.. If the contract review agencies have the legal subject qualification review guidelines, the one one review for the record. So, we can determine the main contract legal risk is relatively low. But, in the contract before signing, authorization through telephone recording to the other company confirmed. Then, the main contract review basic was the end of it. If the lawyers can judge the risk through this method size, why give up their own, the pursuit of the external tools?

 

You may say, experience judgment, do not give a precise percentage. Yes, really can not give a precise percentage. However, in accordance with the above all the precision expressed as a percentage, and only in the average risk level, more accurate. For individual enterprises, have large deviation. So, what is the difference between the percentage of deviation with "high, high, low, very low," this grade? Enterprise legal risk assessment is not to judge the risk of a specific behavior, but to judge the risk of enterprise a department, a business and a business process in the size of the. For example, an enterprise in the contract review, there is no perfect review guidelines, lack of documents. We can say, the higher contract subject legal risk of enterprises, so we should improve the relevant measures, lower the risk. So far, the lawyer of the work has been completed. However, do not represent employees in specific business, to our assessment as the basis, the main contract that high risk. If he put the things to do so in accordance with the guidelines, then the risk is very low; if not, then the risk of higher.

 

This tells us, quantitative risk analysis is mainly used to refer to enterprises to formulate prevention and control strategies of risk prevention and control is necessary, because the cost of. In order to control costs, we must focus on prevention and control, the quantitative risk analysis will play its due effect. So the strength of the enterprise as Huawei, is the prevention and control of the focus on the intellectual property forum, because many products are exported to Europe and the United States go, very easily lead to disputes, so the protection of intellectual property rights is very important for the enterprise.

 

Finally, you might ask, quantitative analysis and a request, is the conclusion must be based on the same coordinate system. That is to say, all of the size of the risk, should have a unified standard, rather than by lawyers experience casual conclusion.

 

The unified scale, the quantitative analysis of it, is also very important. How to do standard? Or take the contract subject of legal risk, legal risk contract subject is divided into the main discrepancies and the main credit is poor, the former lead to cancellation of the contract or invalid, which lead to the inability to perform contracts. Then we will according to the experience, in practice, need to review some of what content to avoid these risks? We make a list of these things, and the business, each of a 1 points, did not do a 0 points. Then it can calculate the enterprise score, the higher the score, the lower the risk must. Because we design index, have a direct impact on the size of the risk. The score, can have a unified standard, calculation of every enterprise, every department and every business risk.

 

(four) the legal risk prevention and control product reading

 

Have suggested, legal risk prevention and control of products includes institutional, guide, technology, training and tools products.

 

Due to the time problem, here to show you how.

 

This is a legal risk prevention and control guide. This is for employees to see, they can clearly see that the legal risks of each department, business process through the form, what legal risks associated with him, what you need to do something. In here with everybody to suggest, we design control guidance or to the business sector and business process as a clue. Because all processes, each process simply do N thing, do it. For his work did not increase any burden, signed a contract with each other requires each other to provide such documents, only provides the legal department was sealed, The Document Company signed by leaders, this is a kind of process. The burden of work is not high, just add a few things. For business personnel speaking, he rushed forward, as long as he put these five things well, the problem such as unauthorized agency, has nothing to do with him, he has to do a good job the company asked him to do. There is no occupation risk for an individual, so he is willing to accept. Because the staff at work in accordance with the instructions, so for the company as a whole risk reduction. If the other party is deliberate fraud, only rely on the guidance is not, can only rely on the staff training, judge each other's behavior is fraud, this is a problem on the level of operation. The lawyer management post legal risk generally will not do too much work, are made by the enterprise to maintain. Thus, employee satisfaction, legal staff satisfaction, enterprises are satisfied with the services we provide, then can we continue to do other projects for its. Construction will be able to find other business enterprises to do such a system, need to be listed to really do this enterprise bigger and stronger, they will ask you to help it listed. So we do the product to be operable, is not to allow enterprises to increase the cost too much, but you can get good returns. For the employees of state-owned companies, most worried about is the increased workload, if they feel is easy and convenient to work, will be willing to accept the service you provide.

 

Wang Silu: a lot of people think that the quantitative analysis is difficult legal risk management inside the building, many legal risk management mechanism, is the section of enterprise of discontent. This is not because of the quantitative analysis is very difficult, but because they are too dependent on management, statistical tools to make a judgment, and no litigation experience of college students just graduated from the paper of judgment, and then make an accurate percentage, apply to the enterprise on the problems, causes the enterprise to your work opinion.

 

In 2003, we have been involved in this work and continue to improve, in this period of long time work, should be a combination of Chinese and Western medicine, also contains the statistical component, but the law section or by the Chinese medicine intervention, is beginning to do quantitative analysis should be made by the arbitration, litigation has rich experience of lawyers to intervene, the follow-up maintenance is also by the lawyer to. Quantitative analysis and subsequent maintenance is closely, inseparable. I is a complicated problem to demonstrate in reading, but in quantitative analysis, to consider the risks are controllable, if the risk is controllable, is worth. This is very important is to clear the risk is controllable, can take what measures to prevent and control, and to the prevention and control of part of the back is put all into company processes, post, the corresponding document, implement the system of post responsibility, penetrated into every department in the face.

 

Interpretation mainly state-owned enterprise core form the front, because it involves a lot of form, so can only show the core let everyone have a sensory impression, I analyzed two simple interpretation. For private enterprises, a Real Estate Company, I invested, company operation for over 10 years without any labor dispute cases. In the private enterprise management system, in addition to using legal knowledge, I think even with the knowledge of psychology. Through the management means, how to let the staff and the enterprise harmonious development, produce and avoid cause destruction to both sides a win-win situation. Leaving from the entry to the whole process, how to make him sign a document and communicate with him to join, this use of psychology, if the private service law and law is not enough, should pay more attention to the effectiveness.

 

Lawyer Wu: (show)

 

(five) project management services legal risk reading

 

The first package is the traditional legal advisory services, but we get the job content is quantified, such as the drafting of many a written contract, a written legal opinion. In this form, they can stick out a mile to see the content of the service. However, we join the legal risk management in the legal service of elements, such as design procedure list, Church of the business enterprise, the clever use of procedures list, to reduce their risk. To provide services for small and medium enterprises, private enterprises, imbued with this concept, the use of management means, to maximize the minimum cost to achieve the interests of the.

 

Second package is a growth package. Because the business is required to grow, mainly is the human resources, we do content is for the business before the industrial disputes more situation. The first, two points will be able to see what we do, no machinery in accordance with the law on the risk management process complete for their construction, such as the environmental assessment, risk assessment and information management, mainly from the system to help enterprises to improve turnover, recruits the whole process inside a management table start. The main procedures such as the entry list to fill what information, what content and information to ensure accuracy, leaving employees and their family members. This package includes contract management and human resource management two block, at the same time is the most needed. Easier they accept this service price is also urgently needed, little work for lawyers. Next, if the enterprise that effect, will build to us to do otherwise, we will continue to provide service for him.

 

The third scheme is the legal risk management of comprehensive service. We have to set up this column, to the other second options. A direct comparison, they believe that the second package is more suitable for them. At present, the company needs the market for five years, so we can step by step to do for him. Think back a few years, can vary greatly, even now after comprehensive construction can not keep up with changes, so the product should be diversified, and this is the importance of product research and development, process division. First, the division of the whole process flow assurance; second in the project design, process division are familiar with work also know what that business needs, design the product and for the implementation of the enterprise, the price is also very clear. The enterprise get the program will ask what I need to do? Whether I want all to do? Equal to the option to the enterprise, to provide services for him. When he saw the program, will choose what he needs, if the enterprise is overall, we are happy to provide comprehensive services, but if the enterprise not comprehensive, nor do we lose. This will allow enterprises to clearly see our work, will not get. For example, enterprises would like you to provide many services, but in the end did not do, I give you one hundred thousand to get an information system of legal risk, is not possible. The service content is clear, have administrative levels feeling, for he needed his care, care, business is very easy to make a choice. In fact, we do the purpose is to allow enterprises to know we can provide what services for him? Our services can bring what is he? What is the desired effect? What is the charge? Stick out a mile, the enterprise got such a scheme to the meeting voted to make quickly decided. The traditional legal services program, often do not allow enterprises to know what lawyers can provide service for it, it should choose you?

 

Scheme finally, there is a group of introduction, let the enterprise know is a team work for it, it is also the level of understanding of your information can be safely left for you to do. So the research program is very important, is one of the focus in enterprise.

 

Wang Silu: good product needs good packaging, design to internationalization, specialization, enterprises only see in front of part of the program, do not look at the back part of the. If this plan at the beginning of the language is "no I have, people have expressed my superior", let a person see know your proposal is out of the ordinary. This is to guide the consumer, including psychological factors. To express in front of five pages had been completely clear, back into notes inside, is to make some of the core content.

 

Audience: I have a question. I just saw a lot of data analysis, risk is important, but not all enterprises have litigation cases, the risk of loss. The inaccurate judgment will have the risk, is the risk of high, low, on what basis to judge?

 

Wu Jiezhen: if expressed as a percentage, may I tell you 10%, but a trouble. If the ordinary people to understand the high, low, in that, there will be more of an elastic, not mislead the reader. Enterprise system is not reasonable, normative, legal environment, how is the local law enforcement, as a lawyer must know. Add as a lawyer's experience, we can know that the level of risk. Such as the medium, in the enterprise is a key standard, risk prevention and control over the medium, to allow enterprises to have a strategy, from which to begin the. For example, a military enterprise, he did buy a house sale and purchase transactions are associated enterprises -- Ordnance Group, then the purchase and sale contract risk is very low, because the armed forces are to buy, do not talk about prices also can not get.

 

 

 

Wang Silu: in fact, repeatedly stressed the quantitative analysis section, arbitration, litigation lawyer's experience is very important, the team personnel have. The present situation, nothing will happen, such as the typical economic disputes, but through illegal means, using the criminal policy easing, the detention. So in the face of this situation of the enterprise, will tell him this belongs to the contract dispute, but external factors involved, it may become a contract fraud, which rely on senior physician's clinical judgment. Now the general pursuit of perfection, to get a precise data lead to customer dissatisfaction, which is accurate judgment on traditional Chinese medicine can also be.

 

Audience: how much do you charge?

 

Wang Silu: I don't understand the Beijing, small and medium-sized enterprises in charge from thirty thousand to two hundred thousand / years.

 

Audience: when communication with the parties, is usually free or not?

 

Wang Silu: good service in this kind of situation, the beginning should be free. Don't worry about your products are not recognized, and in the talk, dress, unified the computer, different division of labor. If the competitor is a person with a handbag, enterprises will certainly think that lawyers usually so busy, how to allocate time, can concern so much. So we can easily defeated him, unless the charge each other is great.

 

 

 

Wu Jiezhen: really talk business has a lot of work, first, the promotion of electronic magazine. Second, promote the speech, training, promotion is a product exhibition. So that enterprises in the understanding of our situation, to promote a concept of the value of their own. Finally, through mutual understanding, promote their scheme. We should and the legal professional enterprise contact or contact with management, and then sell the products and solutions.

 

Wang Silu: like, speaking in front of the "dignity" of marketing, is a step by step, the first contact is particularly important. The first contact is the street school of advertising? First contact is possible through the magazine interview, seminars, brochures, monograph, electronic magazine, advancing to the later may also visit or telephone call, the team after the intervention. It is important that the starting point: the first meeting is how, at the beginning of what others know you, then there is awareness, let people have the desire for you, then the transaction.

 

Audience: design products to him, behind you need a tracking service or what?

 

Wang Silu: the design of products is actually the legal risk management of a work, again with the enterprise has finished his work: you bought my software, the follow-up work left us is not carried out, find other lawyers do not know what we do, how to arrange the. There are maintenance is to remind the enterprises need to pay attention to what. The start in enterprise legal risk management mechanism, do not care how many lawyers fees, as long as he uses your product, the follow-up work for you to do. Summarize the reasons for not doing a good job, not satisfied with what is most important. Learn other people's strengths, to avoid weaknesses of others, looking for to suit their own way. Mentioned at the start of the lecture, follow the market route is promising.

 

Audience: legal risk service is also a software support, how will the small and medium-sized enterprise to spend so much money to buy the software?

 

Wang Silu: at the beginning it is free, but the subsequent software upgrade will charge, one layer upon layer. For example, at the beginning is the legal advisory services, the back is to do the project, and then relates to the software, to the last maintenance, upgrades, and grow together with the company. After the company money to talk with him about the cost problem, service is according to the situation of the enterprise, a layer of. In the field of legal risk management in their own income situation, he can determine the cost.

 

Audience: I mentioned in the beginning, the network marketing, book marketing and other marketing way, you through what marketing means to?

 

Wang Silu: the network marketing business litigation and non litigation business.

 

Guest: what non appeal business marketing methods include?

 

Wang Silu: first of all, the network marketing is the main action especially criminal, civil, and administrative litigation is the free man, the parties are on the outside, slowly find a lawyer through the connections, the criminal litigants urgent to find a lawyer. But the network marketing many lawyers do false propaganda, make the case to attract customers. This method is invalid, you should pass your original articles, find the target customer groups, the charging standard to filter the customer. We network promotion to the case basic are more than one hundred thousand. In addition to non litigation business, network marketing is also very important, the network has a brand effect, such as today I told you know, you know I am very simple, just the Internet search will know that I have what case, what reward, out of what the book, made what comments? If the depth understanding even my connections can also be found. So in legal risk management business, to guide people to return to your site. Through your website, more quickly understand you, so can strengthen a brand effect. Such as awareness of the manager of a central enterprises -- petroleum enterprises, then give him the card led him to understand, second days will have a response, it is useful. Return to the promotion of non litigation projects, not through the network marketing, is to build the core product, your team, marketing team. To obtain non appeal business now has not fit through the connections, and through the channel marketing. For example, the cultural industry, energy industry, channel marketing, channel marketing achieved case can cooperate with other law firms, not a single to three-dimensional, if a single marketing, it will finish a single business is no follow-up service.

 

Audience: you to the lawyers engaged in business is what? In China this situation, whether the law to a certain extent it is necessary to do so?

 

Wang lawyers: according to personal preferences in terms of lawyers, situation.

 

Audience: from the law point of view, I think the lawyer engaged in business subject to restrictions.

 

Wang Silu: according to the law, lawyers can do shareholders, but can not be engaged in business activities directly.

 

Audience: lawyers in this industry is to make money, but is a result of hard work, personally think that is the enterprise can earn money.

 

Wang Silu: at present, lawyers and labour almost, very hard. But lawyers do best is the middle class, business success is a capitalist. Once a lawyer said, the lawyer a year income five hundred thousand, if you want to make money doing business. In fact, if want to do business people are prone to failure. Compared with entrepreneurs, it is relatively easy to make the lawyer. As long as the management of your own and an assistant. However, employees in more than one thousand enterprises, managers do not know the staff, on the management system, effective monitoring staff, exert their subjective initiative services for enterprises is very difficult. Many people say that the prime minister, the secretary general is easy, but to Chinese such a country with a population of one billion three hundred million, is very difficult. The enterprise must to do to do lawyers, lawyers do not earn much money but stable.

 

Audience: will you make what type of enterprise, the investment company or a Guarantee corporation.

 

Wang lawyers: This is the entrepreneurial talent. According to the general law, even the lawyers do not do well, do entrepreneurs to management more difficult. I feel very deep, because of their own to do business, are very concerned about the staff, do not know which employees will be what problem. As a management team is face to face, it is easy to deal with.

 

Audience: point distribution team is how? Distribution mechanism and how?

 

Wang Silu: the distribution of points is the core part of.

 

Distribution: cases, lawyers, sector allocation.

 

First, encourage the source source accounted for 30%.

 

Second, law firms, 10% team.

 

Third, firm risk prevention and control 5%.

 

Fourth, hiring 2%.

 

Fifth, utilities, telephone charges 1%.

 

Sixth, office stationery costs 1%.

 

Seventh, miscellaneous spending 1%.

 

Eighth, the front opening, key sectors of development 10%.

 

Ninth, market, brand promotion 2%.

 

Tenth, logistics 1%.

 

Eleventh, administrative departments, IT 2%.

 

Twelfth, the overall operation and supervision of 2%.

 

Thirteenth, each department pay 8%.

 

Fourteenth, incentives and funding activities 2%.

 

Fifteenth, the case handling department negotiations with 20%. Distribution of this 20% there is this: the Department is responsible for 10% people, business executives, supervision of 10% cases, the chief negotiator in 30%, host 20%, Co 8%, writing case is 18%, extraction as a bonus of 4%.

 

Results the proportion of the actuary insurance company results. And collect fees according to the circumstances of the case, one hundred thousand yuan to two hundred thousand between a number of discount, also have a discount, between two hundred thousand to three hundred thousand , more than three hundred thousand, that is to say the distribution points regressive. Your income is high up a bit, but I cannot give you unlimited expansion, to achieve a balance mechanism. To build a team, not design their own distribution mechanism, to find the insurance company marketing or actuaries or real estate executives to design. Then according to the system, we have no objection to, receive wages would not get by working ability. Mechanism decides success or failure, if a backward mechanism is very difficult to develop. For example, many lawyers, law firms to adopt the strategy is very good, but not good mechanism, the implementation of the system, finally or not. For example, the training seminars, invited experts and professors in many places to speech but eventually loss, that is because there is no follow-up.

 

Thank you, miss wang!

 

(end)