July 2, 2010 Nº 926 - Vol. 8

"Reality is Just a Point of View."

In today's Law Firm Marketing, clear offer key to attracting new clients soon.

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Read Migalhas LatinoAmérica in Spanish every Tuesday and Thursday. Visit the website at www.migalhas.com/latinoamerica

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  • Top News

Human trafficking a growing problem in Europe

The UN Office on Drugs and Crime (UNODC) on Tuesday released a report detailing the ongoing problem of human trafficking in Europe. According to the report, European criminal organizations make a yearly profit of around $3 billion from trafficking humans for sexual exploitation or forced labor. The report also found that at a minimum, 140,000 are currently victims of human trafficking in Europe. The UNODC announced the findings of the report at an event where Spain became the first country in Europe to join the UN's Blue Heart Campaign against human trafficking. The Blue Heart Campaign seeks to raise awareness of human trafficking, provide support to victims of human trafficking and persuade countries to implement the Protocol to Prevent, Suppress and Punish Trafficking in Persons. Speaking at the event, UNODC Executive Director Antonio Maria Costa called on all countries in Europe to join the campaign and equated human trafficking to slavery, saying "Europeans believe that slavery was abolished centuries ago. But look around—slaves are in our midst. We must do more to reduce demand for slave-made products and exploitation."

Obama urges immigration reform in keynote speech

Obama has pressed for reform of US immigration policy in his first major speech on the issue. Obama has made immigration reform a priority amid pressure from border states to tackle illegal immigration and drug violence. He said the US had thrived as a nation of immigrants but reform had been held hostage by "political posturing". It was possible, he added, to "shape a practical, common-sense approach that reflects our heritage and our values". He said the country needed one clear national standard but nothing could happen unless Republicans and Democrats worked together in Congress. The White House said recent developments influenced Obama's decision to make his speech on Thursday. Arizona recently enacted a law which makes it a crime to be in the state without immigration papers.

Obama signs new sanctions against Iran into law

Obama has signed into law new sanctions against Iran intended to impede the development of its nuclear program. The measures, which penalize foreign companies that trade with Iran, were overwhelmingly approved by US Congress last week. Obama said the sanctions would strike "at the heart" of Iran's ability to fund and develop nuclear programs. Iran says its nuclear industry is for peaceful purposes; the West disagrees. The bill targets those firms that supply Iran's Revolutionary Guards or contribute to the country's energy industry, including foreign companies that provide finance, insurance, or shipping services. Obama said: "We are showing the Iranian government that its actions have consequences, and if it persists, the pressure will continue to mount, and its isolation will continue to deepen. "There should be no doubt - the United States and the international community are determined to prevent Iran from acquiring nuclear weapons."

Before you open the door to the boardroom, peek through the keyhole!

Michael Page specializes in the placement of candidates in permanent, contract, temporary and interim positions within client companies around the world. Have a look at the new section of the Migalhas website and discover the professional development opportunities with large corporations, in legal and business fields, presented by Michael Page International. Click here to peep through the hole!

  • Crumbs

1 - UK backing loans for 'risky' offshore oil drilling in Brazil (Click here)

2 - Legal challenge to Abortion Law admitted by top court (Click here)

3 - Finland makes broadband a 'legal right' (Click here)

4 - Financial overhaul wins final approval in House (Click here)

5 - Economies in Latin America race ahead (Click here)

6 - 'Dr Death' Jayant Patel jailed for seven years (Click here)

7 - Bar Association, civil liberty groups team up to challenge Arizona's immigration law (Click here)

8 - Judge: Pa. man can name company 'I Choose Hell' (Click here)

9 - AstraZeneca loses court appeal, has cartel fine cut (Click here)

10 - LLX Lures Shell, Mercuria to $40 Billion port project in Rio (Click here)

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MiMIC Journal

China launches global English TV channel

China's state news agency Xinhua has launched a 24-hour global news channel in English. Officials said CNC World would present "an international vision with a China perspective". The launch is being seen as an attempt by China to develop its influence abroad and counter foreign media views. Beijing keeps close control over media in the country - it often accuses Western media of bias and of reporting only negative news stories from China.

  • Law Firm Marketing

Clear offer key to attracting new clients soon

by Trey Ryder

Lawyers are usually concerned with how soon they will see cash flow from their marketing efforts. The good news is, when carried out correctly, your marketing program can generate income soon.

Your marketing effort reaches prospects in all different stages of readiness. Some prospects know they need your help right now and meet with you for a consultation. Other prospects will hire your services in the weeks ahead. Some in coming months. And a few will hire another lawyer or not do anything at all.

One important factor that determines whether prospects hire you now, later or never is how they perceive your offer. The offer is the marketing term that includes the services you offer, how you offer them, and the terms and conditions under which you offer them.

If you want to attract new clients, your offer must be clear and specific. Prospects want to know specifically what you offer, what you'll do, what you'll charge, and what they'll receive. If any of this is fuzzy, then your credibility suffers and you increase your prospect's discomfort. Prospects need a clear picture of you and the process. If anything appears unclear or the least bit muddy, your prospect probably won't hire you.

If you deliver your marketing message through written materials, you are in a stronger position when you include an explanation of your services and fees. When prospects see what you offer and what you charge, they conclude that you are being up front with them. But when you hesitate or beat around the bush, prospects assume that either you're trying to avoid the discussion or you have something to hide.

If you deliver your marketing message through a seminar, explain your services and fees near the end of your presentation. After prospects hear your discussion of the legal issues and the solutions you recommend, they will better appreciate the importance of solving their problem and their need to hire you. If you omit your explanation of services and fees, you skip over what your prospect perceives as a key part of your marketing message.

In general, the sooner you explain fees, the sooner prospects know whether they are candidates for your services. If they still want to meet with you after they know your fees, you can reasonably conclude that your fee is not an obstacle. But if they ask to meet with you before they know your fees, you can't be sure how they will react once you give them the magic numbers.

Here are a few tips that will help you make your marketing more efficient and increase your prospect's comfort level:

TIP #1: Define precisely the services you will provide so prospects will know exactly what they are buying. If your services include several steps, outline the steps you will take so prospects understand the process. The more prospects understand, the more comfortable they feel.

TIP #2: Clearly state your fees for those services. If you can't put an exact fee on a service, then explain why and tell your prospect the typical range of fees you charge clients in similar situations. Also include factors that cause the fee to increase and decrease. A fee range and key criteria help your prospect grasp the size of his pending investment.

TIP #3: Think twice before you charge a percentage fee. Contingency fees are generally accepted in cases involving collections, injuries and business litigation. Clients know this is how these cases are usually handled. But if you offer contingent fees in other areas of law, make sure your prospect understands and agrees that a percentage fee is appropriate and fair under the circumstances.

If you think a contingent fee might arouse your prospect's suspicion, offer alternative approaches, such as a flat fee, hourly fee, or reduced contingency plus reduced hourly rate. In the end, your prospect will likely choose the contingency fee. But because you offered him options, your prospect concludes that he controls the choice of fee structure, which makes him happier with his decision.

TIP #4: Explain fees relatively early in the process. I'm not suggesting that you disclose them first because prospects need to establish a perceived value for your services. This is why you should present a detailed discussion of the problem and the effort needed to solve it before you discuss your charges. If you delay the subject of fees until prospects come to your office, you won't know whether they are genuine and qualified -- or simply shopping for low price. As a result, any reluctance on your part to disclose fees can result in a great deal of wasted time.

TIP #5: Keep a close eye on how prospects respond when you discuss services and fees. If prospects ask a lot of questions, then you need to improve your presentation so you cover these points. When prospects recognize they need to ask questions about fees, they could easily infer that you would not have disclosed this information had they not asked. You are in a much stronger position when you answer commonly asked questions about fees and services as part of your presentation.

TIP #6: Keep a close eye on how many desirable prospects actually hire your services. They might decide not to hire you for any number of reasons, but one big stumbling block that always needs close attention is your offer.

You strengthen your offer when prospects know what they are buying and at what price. If prospects don't understand your explanation, they grow uncomfortable and hire another lawyer. You're more likely to win a new client when your offer is clear and specific.

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© Trey Ryder

FREE LAWYER MARKETING ALERT: If you'd like to receive Trey Ryder's weekly Lawyer Marketing Alert, send an e-mail to Trey@TreyRyder.com. Write "Subscribe LMA" in the subject line and write your name and e-mail address in the body of the message.

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  • Historia Verdadeira

Telefónica

Economistas consideran que el conflicto entre la Telefónica y la portuguesa Telecom, ahora va más allá del hecho económico y se torno político lo que podría acarrear a un proceso en los tribunales judiciales. (Presione aquí)

Vuelos

La española Marsans ha renovado su licencia de la Asociación Internacional del Transporte Aéreo (IATA) tras depositar durante el día de ayer el aval necesario a tal efecto. La compañía perdió su permiso el pasado 21 de abril, todavía entonces propiedad del presidente de la CEOE, Gerardo Díaz Ferrán, y su socio Gonzalo Pascual, la licencia para la venta de billetes de avión, exigiéndole un aval de 20 millones de euros para recuperarla.

Soja

La firmas alimentarias Molinos, Vicentín y Oleaginosa Moreno -de Glencore - invertirán 350 millones de dólares para la construcción de una planta industrial en Argentina destinada al procesamiento de porotos de soja

  • Brief News

In court, Virginia argues mandatory health insurance is unconstitutional

In Richmond, Virginia, the Obama Administration is defending the government's new healthcare law in the U.S. District Court for the Eastern District of Virginia, before U.S. District Judge Henry E. Hudson. Several states have filed lawsuits, charging that the new requirement for everyone to have health insurance is unconstitutional. This case is the first to get a hearing. State officials argued that, if Congress can require people to buy health insurance, there is no limit to federal power. Department of Justice lawyers said that Virginia doesn't even have the right to file suit, because the requirement affects individuals, not states.

US cracks down on online film piracy

US officials have shut down nine websites accused of offering free access to films, including Toy Story 3. The crackdown, which included seizing assets from 15 bank accounts, involved police, customs and the movie industry. The closure of the sites, which had 6.7m visitors combined each month, was described as the "largest takedown of illegal movie and TV websites in a single action" by the government. Some films were available hours after their release in US cinemas. Previous crackdowns on film piracy have focused on illegally copied DVDs.

Finland makes broadband a 'legal right'

Finland has become the first country in the world to make broadband a legal right for every citizen. From 1 July every Finn will have the right to access to a 1Mbps (megabit per second) broadband connection.

Australia priest jailed for child sex attacks

A Catholic priest in Australia has been sentenced to nearly 20 years in jail for sex attacks on 25 children over nearly two decades. The judge said his actions "contributed to a culture of fear and depravity". In a statement, Denham told the court on Thursday: "All I can say is, I'm so sorry. I see myself as a mere scumbag paedophile who took advantage of a situation and used my power to abuse young people." The victims and their families welcomed the sentence, but said the Catholic Church should be held accountable for what went on.

Swine flu vaccine contracts 'lacked get out clauses'

The contracts negotiated by governments for a swine flu vaccine should have had get-out clauses to protect taxpayers' money, experts say. Communications about the pandemic were confusing, but praised the overall approach and said the spending of billions on preparing and responding was justified.

No sex please, we're middle class

Will women soon have a Viagra of their own? Although a Food and Drug Administration advisory panel recently rejected an application to market the drug flibanserin in the United States for women with low libido, it endorsed the potential benefits and urged further research. Several pharmaceutical companies are reported to be well along in the search for such a drug. The implication is that a new pill, despite its unforeseen side effects, is necessary to cure the sexual malaise that appears to have sunk over the country. But to what extent do these complaints about sexual apathy reflect a medical reality, and how much do they actually emanate from the anxious, overachieving, white upper middle class?

Getting to know her: A portrait of Kagan emerges

Confident but still cautious. Smart and then some. Disarming. Knowing. Wicked funny. This week's Senate confirmation hearings were America's first and probably last chance for an in-depth conversation with Elena Kagan, who most likely will soon vanish into the cloistered corridors of the Supreme Court. Judging, she told the Senate Judiciary Committee, is "not a robotic or automatic enterprise." Nor were Kagan's answers. Even one of her toughest questioners, Republican Jeff Sessions of Alabama, said her responses had revealed her "gifts and graces" — though without telling senators much about how she'd rule. She fielded legal questions of every variety, comfortable enough to admit it when she hadn't a clue about a particular case and savvy enough to clam up when she knew an answer could get her in hot water.

EU rules on pregnant workers' pay

The EU's top court has ruled that pregnant workers who are temporarily transferred to another job or granted time off should not lose the extra payments they normally get. But while on maternity leave they are not guaranteed the full amount, or to be paid an on-call duty allowance, the European Court of Justice said. The ruling - binding across the EU - was prompted by two cases involving women in Austria and Finland.

EU agrees bank bonuses limit deal

The European Union has agreed a deal placing new limits on bankers' bonuses from next year. Under a deal agreed with the European Parliament, bankers will receive no more than 30% of their bonus immediately and in cash, or 20% for larger bonuses. The remaining bonus payments will be delayed and linked to long-term performance, with 50% paid in shares. Hedge funds will also be covered by the new rules.

EU Airbus subsidies illegal, says WTO

The EU paid illegal subsidies to aircraft giant Airbus, the World Trade Organization (WTO) has ruled, in the latest twist in a long-running dispute. The US lodged a complaint with the WTO six years ago, but the decision has only now been made public. Meanwhile the EU has made a similar complaint over the US's alleged support of its rival aircraft giant Boeing. The US called the WTO's decision "a landmark victory", though it is not clear if the EU will appeal.

Lawyers scramble for BP claim funds

Plaintiffs' attorneys are scrambling to avoid being frozen out by a $20 billion fund aimed at compensating Gulf of Mexico oil-spill victims outside of court.

BP fined over tribal land output

BP has been fined $5.2m by the US Interior Department. The fine was imposed after the firm was accused of making "false, inaccurate, or misleading" reports regarding energy output on tribal lands in Colorado. The fine was levied by the department's Bureau of Ocean Energy Management, Regulation and Enforcement, formerly the Minerals Management Service. The case is not related to the BP oil spill in the Gulf of Mexico.

Secret tapes delay L'Oréal heiress case

The trial of a man accused of exploiting Europe's richest woman, L'Oréal heiress Liliane Bettencourt, was postponed because of new evidence that has triggered criticism of a top cabinet minister. Bettencourt's only child, Françoise Bettencourt-Meyers, filed the lawsuit three years ago against her 87-year old mother's photographer friend, François-Marie Banier. The daughter says Banier, 63, exploited her mother's mental and physical weakness to get her to give him more than €1 billion ($1.2 billion) worth of gifts, including Matisse and Picasso masterpieces, and life-insurance policies. The trial was due to start Thursday, but a judge in the Paris suburb of Nanterre, where the case is being tried, delayed the case to investigate the new material—21 hours of secret recordings made by Bettencourt's butler between May 2009 and May 2010 and made public last month.

UK documents show legal advisor warned PM Iraq invasion was illegal

The UK Iraq Inquiry released declassified documents on Wednesday showing that former prime minister Tony Blair was warned by former attorney general Peter Goldsmith that the Iraq invasion was illegal without UN support. The documents illustrate how Goldsmith repeatedly warned Blair that UN Security Council resolution 1441, which offered Iraq under Saddam Hussein "a final opportunity to comply with its disarmament obligations," did not authorize military force

UN Security Council extends terms of ICTY judges

The UN Security Council on Tuesday unanimously passed a resolution extending the terms of office for the judges of the International Criminal Tribunal of the former Yugoslavia (ICTY). Resolution 1931 was welcomed by the ICTY, which has been struggling with staff retention, causing a "significant slippage" in the tribunal's trial schedule. ICTY President Judge Patrick Robinson addressed the Security Council on the importance of this issue, stating that "a failure to take action immediately on the rate of staff attrition at the Tribunal will have profound effects on the ability of the Tribunal to complete its mandate as expeditiously as possible." The new resolution will extend the terms of office for five appeals judges to the end of 2012, and the terms of eight permanent trial and 10 ad litem judges until the end of 2011, or until the completion of the caseload if sooner. The latest completion strategy report estimates that all first instance trials will be completed by mid-2012 with the exception of former Bosnian Serb leader Radovan Karadzic, which is expected to finish in late 2012. Most appellate work is scheduled to be completed by early 2014.

Federal judge finds for Merck in Louisiana Vioxx suit

A judge for the US District Court for the Eastern District of Louisiana on Tuesday ruled in favor of Merck & Co. in a lawsuit filed by the state of Louisiana over reimbursements for the prescription painkiller Vioxx. Louisiana had argued that it would have restricted the sales of Vioxx through state Medicaid if the officials had known about increased chances of heart attack and stroke caused by the drug. US District Judge Eldon Fallon found that Louisiana failed to prove that it would have stopped reimbursing sales of the drug if the state had better information about its effects. The lawsuit, filed in 2005 by the Louisiana Attorney General's Office, was joined in 2008 by the state of Florida.

  • Daily Press Review

Taliban attacks Afghan aid office
Al Jazeera, Doha, Qatar

Vengeful New Militant Group Emerges in Pakistan
Asharq Al-Awsat, Pan-Arab daily, London, England

UAE, Germany ink pact to avoid double taxation
Gulf News, Independent daily, Dubai, United Arab Emirates

Shalit family and 15,000 supporters to reach Netanyahu's private home by Shabbat
Haaretz, Liberal daily, Tel Aviv, Israel

FILM: One West Bank Town's "Unarmed Courage"
IPS Middle East, International cooperative of journalists, Rome, Italy

Fayyad: Now is not the time for direct talks
JPost, Conservative, Jerusalem, Israel

UAE interdicts ships with weapon materials
Khaleej Times, English-language daily, Dubai, United Arab Emirates

ME airlines at forefront of recovery: IATA
Middle East North African Network, Online financial portal, Amman, Jordan

Suicide Bombers Attack USAID Compound in Afghanistan, 4 Killed
Nahamet, Online news portal, Beirut, Lebanon

Panel formed on Lebanon poll law
Saudi Gazette, English-language daily, Riyadh, Saudi Arabia

Tehran supplies radar system to Syria - report
The Daily Star, Independent daily, Beirut, Lebanon

Iran warns EU of 'dire consequences' over sanctions
Times of Oman, English-language daily, Muscat, Oman

Japanese drama broadcasted in Yemen
Yemen Observer, Sana'a, Republic of Yemen

The OPEC Fund for International Development Scholarship
Yemen Times, (Independent weekly), Sana'a, Republic of Yemen

Electoral reform vote 'next May'
BBC News, Centrist newscaster, London, England

O'Neill favours winter break
BreakingNews.ie, Online news portal, Cork, Ireland

Gun fanatic who shot dead a cabbie for fun
Daily Express, Conservative tabloid, London, England

That genetic test that predicts if you can live to 100: Scientists pinpoint 19 markers that show you will have a long life
Daily Mail, Conservative daily, London, England

Motorola files with SEC for planned separation
DMeurope, Online news portal, Amsterdam, Netherlands

PAKISTAN: Deadly suicide attacks hit Sufi shrine in eastern city of Lahore
France 24, Issy-les-Moulineaux, France

Jazz in the Tünel area
Hurriyet Daily News, (Liberal, English-language), Istanbul, Turkey

Victoria Beckham Dazzles In Her Own Dress
Look Magazine, London, England

Workington woman first in Cumbria to face mephedrone charges
News & Star, Independent daily, Carlisle, England

Suicide Attackers Strike U.S. Aid Group In Northern Afghanistan
Radio Free Europe, Prague, Czech Republic

Accused Russian Spy 'Conditioned In The UK'
Sky News, Independent newscaster, Middlesex, England

Picture This: Blue Lagoon
Spiegel International, Liberal newsmagazine, Hamburg, Germany

Spy suspect 'confesses' to working for Moscow
The Guardian, Liberal daily, London, England

Spy ring prosecutor warns of escape risk
The Independent, London, England

Bill on headshop drugs before Dáil
The Irish Times, Centrist daily, Dublin, Ireland

Hundreds Miss Sheremetyevo Flights Due to Road Work
The Moscow Times, Independent daily, Moscow, Russia

The spy who shagged me
The Sun, London, England

BBC launches male answer to Woman's Hour
The Telegraph, London, England

Russian spy suspect granted bail
The Telegraph, Conservative daily, London, England

Bull 1, Mexican matador: never again
Times Online, Conservative daily, London, England

Companies in Taiwan to pay for online pricing errors
China Post, English-language daily, Taipei, Taiwan

10th Seoul International Financial Forum Kicks Off
Chosun Ilbo, Conservative daily, Seoul, South Korea

Security check post attacked in Khyber Agency
Dawn, English-language daily, Karachi, Pakistan

Capital building in Kazakhstan
Gazeta.kz, Official online newspaper, Kazakhstan

Tea tree oil found promising in cancer cure
Hindustan Times, New Delhi, India

Top Maoist shot dead by Andhra police
India Express, News portal, Mumbai, India

12-yr-old boy rapes girl older than him
India Times, Conservative daily, New Delhi, India

Take a gala culinary trip in Roppongi
Japan Times, Independent centrist, Tokyo, Japan

GAS gathering to go on as scheduled, says organiser
Malaysian Star, Online news portal, Selangor Darul Ehsan, Malaysia

'Rambo' opens fire on PNG airport
New Zealand Herald, Conservative daily, Auckland, New Zealand

Commander surrenders
Pajhwok Afghan News, (Independent news agency), Kabul, Afghanistan

Australian PM to face climate change challenge in next election: local media
People's Daily Online, English-language, Beijing, China

How do we recognise people at first glance?
Sify News, Chennai, India

How to be memorably rude
Sydney Morning Herald, Centrist daily, Sydney, Australia

Blood donation
Taiwan News, English-language daily, Taipei, Taiwan

Organic tea farmer wins international certification
Taiwan Today, Government Information Office, Taipei, Taiwan

Go for vocational courses if DU snubs you
Thaindian News, Bangkok, Thailand

Sharp divisions within GoM on caste census
The Hindu, Left-leaning daily, Chennai, India

Queen calls Canada 'example to the world'
Canadian Broadcasting Centre, Toronto, Ontario

OPINION: Owen Arthur - the Caribbean Commissioner the region should have
Caribbean360, Online news portal, St. Michael, Barbados

Fuel, electricity costs going up this week
Cayman Net News, Online news portal, George Town, Cayman Islands

Judge declares Figueroa, two other fugitives in contempt
Dominican Today, Independent daily, Santo Domingo, Dominican Republic

PERU: 'Don't Minimise' Impacts of Amazon Oil Spill
IPS Latin America, International cooperative of journalists, Rome, Italy

Lawsuit threat on Lewin
Jamaica Gleaner, Independent daily, Kingston, Jamaica

Peru's Finance Minister undecided about presidential bid
Living in Peru, News portal, Lima, Peru

Argos open with a whimper
The Globe and Mail, Centrist daily, Toronto, Canada

Pilot killed in crash near Buttonville airport
Toronto Star, Toronto, Ontario

UNC caucus starts working from PM's residence
Trinidad Guardian, Independent daily, Port-of-Spain, Trinidad

Verdict due for SA ex-police head
BBC News, Centrist newscaster, London, England

Ban Ki-moon inaugurates new phase of UN mission in DR Congo
CongoPlanet.com, Independent online news aggregator

Russia to award over 30 scholarships to Ghanaian students
GhanaWeb, Online news portal, Amsterdam, Netherlands

Paedo priest 'so sorry'
iafrica, Online news portal, Cape Town, South Africa

Selebi, Agliotti 'strangers to the truth'
Independent Online, News portal, Cape Town, South Africa

Ethiopia dominates half-marathon at Conn.
Jimma Times, Online news portal, Jimma, Ethiopia

Romanian civil servants sacked for AC/DC's 'Highway to Hell'
Mail & Guardian Online, Liberal, Johannesburg, South Africa

Selebi back in court
News24.com, Online news portal, Cape Town, South Africa

Breaking Nwes: FIFA vs Nigeria govt
Vanguard, Independent daily, Lagos, Nigeria

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