Should Telephone Seminars

Accounting Endowments of Not-for-Profit Organizations After UPMIFA ... turmoil the rules governing how a nonprofit organization should present its financial condition. The requirements of UPMIFA as a state statute and FSP FAS 117-1 as an accounting requirement often appear to be and perhaps are in conflict. This live audio conference will review these requirements and attempt to provide useful guidance in reconciling the accounting standards and the law, with a  more...

Litigation Support for Paralegals BenefitsNot every firm, corporation or agency has an in-house litigation support team. Often paralegals and legal assistants are held responsible for the work flow related to litigation support. Paralegal education has been changing over the years to include litigation support practices; although faculty applies direct professional lessons to the coursework and graduates are prepared to enter  more...

E-Discovery: Subpoenas and Non-Party Production Issues ...arly, organizations that often receive nonparty subpoenas should be ready to respond quickly and appropriately, including possessing familiarity with a wide range of potential objections and red-flags. Attend this live audio conference to learn more about how to navigate some key legal, technological and practical issues in the eDiscovery subpoena context. You will also learn strategies for  more...

Commercial Loan Documentation ...teral documents and working knowledge of which agreements should be used for a variety of collateral types. Get valuable tips on navigating complex commercial loan documents and understand the key components of a credit agreement, as well as current trends in documentation. This live audio conference will navigate through the types of collateral documents used in commercial loan transactions  more...

Paralegal's Guide to Administrative Law Research BenefitsAdministrative law research can be complex given the procedures for creating and publishing rules that have the effect of law. This is true for researching federal and state rules. Agencies also adjudicate disputes that arise under the implementation of their rules and issue written decisions which can affect the interpretation of those rules. The Internet is a source for some of this  more...

A Regulatory Update on Unclaimed Property Compliance ...g relating to the purpose of the laws, what every company should know and understand about the consequences if found not to be in compliance, and proactive measures to achieve internal best practices and compliance. This program will also discuss the latest state regulatory requirements, various cases, enforcement efforts, voluntary disclosures and state legislative updates. This live audio  more...

Construction Documentation: Preparing Effective Job Records ...n preparation for litigation after a job has gone bad, it shouldn't be. Effective communication and accurate recordation of those communications can keep the parties - and the project - on course and out of litigation. Should an irreconcilable dispute nevertheless arise, thorough project documentation facilitates the efficient resolution of that dispute. This program will help you to not only  more...

Intellectual Disabilities and Employer ADA Obligation ...ered intellectual disability, and if so, how the employer should determine if the individual is qualified. Finally, it will provide the tools for employers to successfully navigate the maze posed by the interactive process and determine if a reasonable accommodation exists or whether the employer is confronted by an undue hardship or direct threat. The program will also provide the opportunity  more...

HIPAA Security Compliance Challenges after the HITECH Act ...tsEveryone who handles any electronic patient information should attend this live audio conference on compliance with the HIPAA security regulation. All entities covered under HIPAA must take special care of electronic patient health information, including establishing policies and taking regular actions as part of a security management process. Under new regulations due to the HITECH Act more  more...

Insurance Coverage Disputes and Construction Defects ... products also potentially applicable. The subject matter should provide benefits to those looking for an introduction to, or update on this subject matter, or those looking for insights based on recent practice experience. Learning Objectives - You will be able to review types of policies. - You will be able to explain common issues, developing case law, and strategic considerations. - You  more...

Insurance Coverage Disputes and Construction Defects ... products also potentially applicable. The subject matter should provide benefits to those looking for an introduction to, or update on this subject matter, or those looking for insights based on recent practice experience. Learning Objectives - You will be able to review types of policies. - You will be able to explain common issues, developing case law, and strategic considerations. - You  more...

Daubert Motions: Challenging Expert Opinions BenefitsSince the U.S. Supreme Court decided Daubert v. Merrell Dow Pharmaceuticals in 1993, the federal law governing expert testimony has undergone a radical transformation. The courts of most states have also now adopted Daubert to some extent. Every litigator needs to understand the impact of Daubert and its progeny. Used properly, Daubert can be a powerful tool for excluding expert evidence.  more...

Ethics for Paralegals ... same ethical issues that attorneys encounter, paralegals should have an understanding of the appropriate, professional and ethical requirements of attorneys. The more paralegals know about the ethical responsibilities of attorneys, the more problems they will avoid and can assist the attorney in avoiding. Additionally, paralegal organizations have adopted their own rules and guidelines  more...

IRS Form W-9 and W-8 Series: Payee Identification and Tax Determination ...ide information about the purpose of the form and when it should be obtained. You will learn who can complete Form W-9 for U.S. persons, and if the payee is a foreign person, that Form W-8 is necessary. In addition, this live audio conference will provide valuable information regarding the backup withholding requirements if the W-9 information is not obtained and the risk to your company if  more...

Powers of Attorney: Medical Records Release Concerns ... valid power of attorney to determine whether information should be disclosed. Additional discussions will be held on other issues surrounding access to patient health information such as health care proxies and subpoenas. You need to understand the nuances of patient information requests and the authority you can rely on when turning over patient health information. This live audio conference  more...

Offboarding: Strategies for a Successful Goodbye ...er quality candidates. As with all employment actions, it should be lawful, safe, secure, efficient, ethical, fair and respectful. Effective HR leaders must work both sides of the basic accounting equation: assets = liabilities + owners equity. The model we will use is how HR can engineer the offboarding process to reduce legal exposure and financial costs, and to improve the pool of future  more...

GSA Leasing: Understanding The SFO Process, Negotiating The Lease and Dealing With The Government As The Tenant BenefitsThe federal government is the country's biggest 'tenant' by far, if not in the world. In both strong and not-so-strong economic times, the federal government is always in the market for new or replacement space ranging from state of the art office space to simple warehousing requirements. When the commercial real estate market is in the doldrums, the federal government is always still  more...

Current Issues in Real Estate Appraisals ... versus appraisals. We will define an evaluation, when it should be ordered and how it compares to an appraisal. We will also discuss what this means to licensed appraisers. Complex issues relating to valuation will also be discussed including the valuation of a property under multiple scenarios, reflecting risk in the valuation process, understanding complex comparable sales, adjustments to  more...

Document Retention: Compliance and Protectionism ... starting with the identification of what exists and what should be captured to the different rationales for implementing a retention policy - regulatory compliance to evidence in litigation. There are numerous challenges to an effective policy, which if acknowledged can be worked through. Living with the existence of systematically retained documents is rewarding but premature statements which  more...

Are You Prepared for the Financial Institution Record Match Program? ... state collect delinquent taxes. Financial institutions should start consideration of the FIRM Agreement and how to comply with the FIRM requirements. Financial institutions will need to plan for the technical aspects of the FIRM, including how to send and receive information from the Franchise Tax Board. This live audio conference is designed for presidents, vice presidents, branch  more...

Telecommuting: The Next Wave of Wage and Hour Litigation BenefitsTechnological developments have resulted in a substantial increase over the last several years in the number of employers offering telecommuting as an alternative work arrangement, and the number of employees who choose it. Although telecommuting arrangements can be beneficial to employers and employees, many employers have failed to adequately meet many of the legal compliance and  more...

Americans With Disabilities Act - The Reasonable Accommodation Process ...his audio conference will review what employment policies should be contained in your employee handbook, when you can make a medical inquiry, what is a disability-related inquiry, how you should handle a reasonable accommodation request under the Americans With Disabilities Act and what are some practical and free sources for you to utilize for reasonable accommodation requests. This live  more...

Advanced Issues in GMP Contracting BenefitsAs owners have searched for project delivery systems that reduce the overall duration from project conception to project completion without increasing their risks or their costs disproportionately, one of the most common approaches has included the use of guaranteed maximum price, or GMP, contracts. However, as the use of the various GMP contract formats has proliferated, so have disputes.  more...

Creating Successful Employee Surveys ...izational strategies and objectives. Employee contentment should not be confused with organizational success. Thus it is critical that the employee survey also help your organization identify opportunities to align its HR management activities with its strategic and organizational goals and objectives. This live audio conference will help HR professionals, senior management and supervisors  more...

Job Order Contracting Fundamentals ...emphasis on contractor and owner responsibilities. Owners should emerge from this live audio conference with a roadmap to procuring and managing a JOC. Contractors should emerge with an understanding of how to develop a coefficient, what skillsets are needed to scope, estimate and perform work under a JOC. Learning Objectives: - You will be able to describe the competitive pricing component. -  more...

Control Costs and Increase Efficiency With P&C Claims Predictive Models BenefitsNearly every P C insurance company has a latent 6 to 8 loss ratio point improvement available to them through better claims handling with predictive models. Up until recently, insurance companies have focused the vast majority of their analytics horsepower on the front end of the insurance equation - underwriting predictive models. However, with the soft market continuing to adversely  more...

Legal Ethics and Loss Prevention Issues with Electronic Communications and Security ...ing client data, or performing work for clients, a lawyer should consider whether that medium is effective and whether its use complies with the lawyer's ethical obligations. This live audio conference will highlight issues regarding the use of communication technology by lawyers and their clients and discuss many of the pitfalls that can arise. Problems will be illustrated through the use of  more...

Form 990 And Unrelated Business Income BenefitsThis live audio conference will involve a detailed discussion of Form 990, including tips and traps. If you are involved with 990s, you know the effort it takes to complete the form accurately. With renewed emphasis on the filing due to congressional attention and IRS audit activity, this program will go through the respective parts of the form in detail, and provide tips on completing the  more...

The WE in Wellness--5 Skills Every Case Manager Should Know for Effective Case Management ...est review of actually how much behavioral change can and should be expected of various types of clients, and strategies that will lead to as much success and least frustration along the learning curve as possible. The information and participation gained from the presentation will help case managers and other team professionals on the learn how to be both realistic and effective as they set  more...

Wage and Hour Update: Overtime Concerns With Mobile Devices ... time. Serious questions have emerged about how employers should limit, monitor and compensate remote work hours. Recent litigation trends also show that compensation for time worked away from the office during nontraditional hours is coming under increased legal scrutiny. This has put employers at greater risk for litigation involving employee use of handheld electronic devices, home  more...

Documentation and Proof of Construction Delay BenefitsTime truly is money, especially in construction. Consequently, being able to determine and document delay is a crucial skill. This live audio conference will focus on the key terms, important contract provisions and the most successful approaches to the determination of delay. It will include a discussion of the importance of the critical path, the importance of the contemporaneous  more...

Pricing and Cost Analysis in Purchasing ...to pay for its items or services. The buying professional should be able to easily detect prices that are too high. Thus pricing decisions must be given careful consideration when buying industrial products and services. The price of a product or service should be expected to cover cost of production, promotion and distribution, plus reasonable profit. In order to obtain the most efficient and  more...

Planning Your Holiday Party: Keys to a Celebration Without Litigation ...rty. We will also explore the considerations any employer should examine when deciding whether to serve alcohol at its function, harassment and other behaviors to look out for, and strategies for addressing issues related to religious differences. Ideas for crafting your policies before the party starts will also be covered. Don't let your company's holiday party leave you with the gift of  more...

Taxation and Accounting Issues With Debt Restructuring, Modifications and Bankruptcies BenefitsThe recent market climate has created opportunities for investors or debtors themselves to acquire outstanding debt at remarkable discounts. Unfortunately, it also has left many companies struggling and in need to modify their outstanding debt. Many large, well known companies have dissolved or declared bankruptcy. Debt modifications, repurchases and bankruptcy can have a profound tax  more...

Current Issues in Joint Venture Taxation BenefitsUpon completing this live audio conference you will have learned the tax considerations when creating, operating and terminating joint ventures, including special tax issues in a real estate joint venture or when a joint venturer is a tax exempt organization. This live audio conference will cover key income tax issues covering the life of a joint venture including: What are the tax  more...

Compliance With the PCI/CISP Credit Card Security Standards ...dates every two years, it is still a baseline by which we should far exceed, not the ceiling by which we judge our information security efforts. Payment brands are assessing fines all the while breaches continue to increase in volume and complexity. This live audio conference will help you prepare for the upcoming changes in the standard, as well as provide strategies to reduce the scope and  more...

Alternative and Controversial Land Use Regulations ...the job of business regulation. Whether a convicted felon should ever run a massage parlor or not is simply not a subject for zoning. Sometimes, local governments don't live up to the expectations and the needs of their sovereigns - the federal and state governments. When that happens, the sovereigns step in and literally take over zoning with new requirements, as with flood plain regulation.  more...

Why Is This Guy Still on My Health Plan? ...l answer a common problem employers experience, what date should an employee be treated as a terminated employee when he/she is on a leave of absence, or fails to return from a leave of absence, and how does this coordinate with the company provided health benefits? This program will discuss the legal issues surrounding a leave of absence. It will explore how an employee may fall through the  more...

Difficult and Disruptive Students ...ol and may be poorly prepared to manage life as an adult, should they graduate. Additionally, they make life challenging for teachers and administrators. Left unchecked, they can consume school resources with little improvement, feel left out and unappreciated, and are at increased risk for unemployment, problems with the law, depression, and substance abuse. Knowing how to identify these  more...

Everything You Wanted to Know About Drug and Alcohol Testing but Were Afraid to Ask ... What makes an effective program? What kind of safeguards should there be to ensure accuracy? What does a drug test really measure? What is the best sample: urine, hair or oral fluid? Are there products used to beat a drug test? Dr. Taylor answers these and many more questions relating to establishing and maintaining a cost-effective drug-free workplace program to comply with state and federal  more...

Responding to an EEO Charge ...se policies. Prevention and awareness are areas employers should focus on when dealing with employee discrimination issues. If the worst case scenario happens, this live audio conference will tell you how to protect your company when an EEOC charge arises, tips and strategies to respond to the charge, how to prepare your position statement, and how to respond to requests for information and  more...

Using Travel Policy to Control Costs BenefitsIn the old days, professionals assumed that travel expenses had little impact on their firm's bottom line. Clearly, those days are long gone. Attendees of this program will gain a high level of understanding about the best practices in travel management, so they can manage the balance between the competing strategic goals of service, savings and safety. Because a well-structured travel  more...

Calculating the Cost of a Change ...clude to be made whole. Owner's will learn both what they should pay and what they shouldn't pay. CMs, attorneys, and the consultants and accountants that advise them will learn what is needed to accurately and persuasively price a change. We will focus on the hard topics - the legitimate damages associated with delay, the real costs of inefficiency, the balancing concerns when pricing  more...

Drafting a Green Ordinance: Case Study BenefitsHigh energy costs and increased public support for sustainable initiatives are driving local governments to respond affirmatively with the adoption of green codes - local ordinances that mandate and incentivize more efficient forms of development. Unfortunately, there are few good models to follow and little operating experience to judge what works and what will not. There is an obvious  more...

The Open Enrollment Challenge: Strategies for Success ...you say as how you say it - and how often. Communications should never be an afterthought. Make sure employees appreciate all your company provides by communicating year-round, not just during enrollment season. This live audio conference will give you the tools to reframe negatives, provide honest communication and build credibility for your organization. This live audio conference is  more...

How to Use LinkedIn as the Best Sales Tool Ever Invented ...xciting live audio conference will teach you why LinkedIn should be a strategic component of your business. You will learn how to create robust profiles that highlight you and your business, as well as identify and connect with prospective clients, customers, networking partners and strategic alliances. Methods of communicating with millions of people that result in greater visibility for you  more...

Legal Implications of Doing Business on the Internet ...facing online businesses. We will explain strategies that should be implemented to operate and safeguard a web-based business and protect a business brand online. Specific policies and procedures will be analyzed, and how they can be used to minimize online threats. Best practices to safeguard domain names, copyrights, trademark rights, data security, and privacy will be reviewed. This program  more...

Social Networking and Electronic Communications: Issues for Public Schools ...ronment. You will learn how student and employee policies should address teacher and student use of social media, including discipline of teachers and students, respectively. During this live audio conference, we will examine recent litigation involving student and employee use of social media in the context of the public school arena and discuss the limitations of school authority to regulate  more...

Municipal Finance Fundamentals ...ferent from their corporate cousins and prudent investors should know the fundamentals of public finance. This live audio conference will help you understand the municipal securities market. It describes their nature, their benefits and their limitations. This audio conference also provides you with an overview of the items for which you should be looking in order to allow the ability to  more...

Understanding UCC Article 9 Foreclosures ...ntains some pitfalls you need to avoid and obstacles that should be addressed. However, with careful planning, these issues can be addressed and the risks minimized. This audio conference will discuss key topics for you to consider in weighing foreclosure under UCC Article 9 sale, best practices to effectuate a UCC sale and how to avoid pitfalls inherent in these sales. This audio  more...

Avoiding Waiver of the Attorney-Client Privilege BenefitsThis audio conference will discuss the doctrine of attorney-client privilege: the scope of the privilege, exceptions to the privilege, procedural aspects of asserting the privilege, waiver of the privilege and the related but distinguishable doctrine of attorney work product. It should be useful for you, whether you are concerned about asserting and maintaining privileged communications or  more...

Architect and Engineer Liability in California ...aims, and statutory obligations every design professional should be aware of. The audio conference will cover key contractual language and insurance issues, negligence standards and potential exposure to typical parties on a construction project, specific statutory regulations that affect general design practice in California and a discussion of procedural laws relating to the design of large  more...

GASB 51: Accounting Standards for Intangible Assets ...reated questions as to whether and when intangible assets should be considered capital assets for financial reporting purposes. An absence of sufficiently specific authoritative guidance resulted in inconsistencies in the accounting and financial reporting of intangible assets among governments, particularly in the areas of recognition, initial measurement, and amortization. This audio  more...

Current Issues in Sales and Use Tax Reserves ... environment, all aspects of sales and use tax compliance should be considered. However, ensuring compliance with the various sales and use tax regulations in each taxing jurisdiction may be a challenge. This audio conference will focus on the applicable standard to be applied in recognizing and calculating loss contingencies for the purposes of establishing and maintaining a sales and use  more...

Illinois DUI Case Update BenefitsThe laws regarding DUI have changed more than any other crime in Illinois. Presumptions have become statutory violations. Judicial driving permits were created, then eradicated and replaced with alcohol detection machines. Reinstatement of licenses following revocation has left the realm of fiction, but only for those who can jump through all the hoops. You should attend this audio  more...

Google Analytics for Accountants: How To Measure Online Marketing and Website Performance ...in with a review of some basic configuration settings you should have, discuss key metrics for your site and how to track conversions in Google Analytics. We'll discuss marketing campaign tracking and how to measure different marketing activities (email, paid search, etc.), then dive into Google Site Search - reviewing how to use this feature to identify visitor intent and website navigation  more...

Grant Management for Grant Recipients BenefitsJoin Edward T. Waters, Esq., an attorney with nationally recognized expertise in federal grants law, to review the essential elements of federal grants and subgrants from a legal perspective. Learn about the fundamentals of grant administration followed by a discussion of urban myths - that is, commonly misunderstood provisions of federal grants - and sharks in the waters, high-risk areas  more...

Implied Obligations in Construction Contracts ...t arise under law or in equity. These implied obligations should be carefully considered by owners, design professionals and contractors. These implied obligations apply to most construction and design contracts unless a specific contractual provision is provided in the contract that supersedes each implied obligation. During this national audio conference 12 implied obligations will be  more...

Purchasing Contract Remedies ...re a better way? Of course there is. Litigation can, and should be, a last resort. After all, litigation takes time and our business clients typically need something NOW: the steel for the bridge, software that works, copiers that do not expire in a cloud of smoke after a mere 1000 copies, smart phones that do not create new security exposures. While these deliverables are different from one  more...

Creating a Payroll Manual: Putting Your Procedures Into Writing ...antly clear that all areas of accounting within a company should have well documented policies and procedures. These are an integral part of every function and that includes payroll. During this audio conference, we will discuss the steps you can take to ensure your procedures are well documented, clear and concise. During the program, we will discuss how to document your procedures, starting  more...

Web Research Beyond Standard Search Engines ...attorney's legal resources. Free legal Internet resources should be a tool all attorneys use quickly and effectively. This teleconference will provide you with the knowledge and skills necessary to use the Internet more effectively and efficiently. Although the volume of information available on the Internet can be overwhelming, increasingly it is becoming more valuable as a resource for  more...

Preparing for the International Financial Reporting Standard ...o transition a company to a new accounting language, IFRS should be an area of focus for most companies. Although there is time to take a measured approach, you should keep the proposed timetable in mind as you make your plans. For example, companies subject to the 2014 change date should be prepared to begin capturing IFRS data January 1, 2012, in order to have readily available information  more...

Paralegal's Guide to Confidentiality, Conflicts and Communications ...es regarding confidentiality, conflicts and communication should be known and understood by all practicing attorneys. Clients have certain expectations and the attorneys must respect and abide by those expectations. Furthermore, not knowing and understanding the rules may lead to claims against the attorney that can result in a financial loss and an impaired reputation. This audio conference  more...

Title Issues for Lending Professionals ... will answer some commonly asked questions, such as: What should you be concerned about on Schedule A? What types of exceptions on Schedule B-II should you worry about? What is the difference between an owner's policy and a loan policy? By attending this program you will come away with a better understanding of the most common title issues and ways to combat them in the future. This audio  more...

Best Practices in Performance-Based Service Procurement BenefitsPerformance-based service procurement is a commercial best practice for many types of service procurements. The General Accountability Office says performance-based procurement is the government's primary resource for correcting problems in service procurement. In both the public and private sectors, it benefits the buying organization in many ways when done right. Performance-based  more...

Tax Issues of Social Media and Internet Activities for Nonprofits BenefitsThe internet is essential to the functioning of virtually every nonprofit organization, yet it is fraught with a host of exempt organization tax pitfalls. This audio conference will focus on the exempt organization tax issues associated with internet activity: generating revenue through web-based activities, managing the internet presence of multiple affiliate entities, and avoiding  more...

Commercial Loan Stress Testing Fundamentals ...omponent of the credit risk management process. All banks should perform some type of stress testing to quantify the impact of changing economic conditions on asset quality, earnings and capital. This teleconference will benefit those who are beginning to incorporate the concepts of stress testing into their loan portfolio administration practices. You will learn how to apply stress testing  more...

Are Email Negotiation Blunders Costing You Money? How to Negotiate and Influence With Email ...ication possibilities, what is the best way to negotiate? Should it be face to face, over the phone or via the Internet? The answer? It depends. Are you using the right tool at the right time? Do you negotiate and persuade for a living (and everyone does) or realize how much your success, business and income depend on your ability to persuade, motivate and influence others? Think about it -  more...

When Wages are Not FICA Wages BenefitsDo you know what is not considered wages by the IRS, thereby exempting those monies from FICA tax? If not, this teleconference will be beneficial to you in helping reduce employer liability for FICA taxes on money that is not wages. You already know that any cash or noncash remuneration received for employment, unless specifically exempt, is considered wages subject to the FICA tax. This  more...

Utilizing Data in Microsoft Access ...soft Access to the extent that people question whether it should even be used in a large organization. What we've found is that it is very appropriate for a large number of environments and situations. Just like any technology, it's a matter of understanding its strengths and weaknesses. Organizations that understand these issues help information workers through training and support to maximize  more...

Contractor's Dilemma of Dealing With Bad Plans and Specs ...s. Knowing what options are available and what you can or should do to mitigate damages, address the problem and pursue or protect the parties' rights will assist you when you inevitably encounter bad plans. Learning Objectives - You will be able to define the different roles between the owner, architect and contractor. - You will be able to review what to do when you encounter problems during  more...

How to Save Millions in Claims Through Ergonomics and Injury Prevention ...rence will also provide a fundamental overview of why you should request an ergonomic analysis as an essential tool in managing medical-only and indemnity workers' compensation claims, what to expect from an ergonomic work site analysis, who should deliver the service and your responsibility in implementing the recommended strategies. This teleconference is designed for Human resource  more...

Drafting Clear and Enforceable Contracts ...ial contract affects how the contract will be interpreted should a dispute arise. This teleconference will provide helpful insights, best practices and tricks of the trade in current use by both purchasers and vendors. It will also cover current trends in the marketplace with respect to the contracting process and documentation of commercial agreements at Fortune 500 companies. This program is  more...

Illinois Accessibility Codes ...examples will be used to clearly highlight how compliance should be met. A brief summary of differences between the IAC and other codes will be discussed, identifying the areas where the IAC is more restrictive. Learning Objectives - You will be able to discuss why a state accessibility code was developed. - You will be able to review when the code became effective. - You will be able to  more...

Ohio Commercial Activity Tax Update: Now Fully Phased in, What We Have Learned and What We Can Expect Going Forward BenefitsIt has been five years since Ohio elected to move away from its more traditional, net income and net worth based corporate franchise tax to the commercial activity tax, or CAT. In addition to the CAT, in recent years a number of states have made significant changes to their income and franchise tax regimes, which has created a complex and arduous landscape for companies' state income tax  more...

Evaluating Your Third-Party Administrator: Are You Getting What You're Paying For? ... retirement plans. However, proper administration by TPAs should not be taken for granted. As with all facets of employee benefit plans, TPAs need to be monitored and evaluated to ensure proper plan administration and fulfillment of a plan sponsor's fiduciary responsibility. This teleconference explores the key roles of TPAs, how to evaluate a TPA and the key areas to be evaluated to ensure you  more...

The FLSA Comp Time Controversy ...f comp time in place of financial compensation. Comp Time should not be confused with flex time and this teleconference will eliminate any confusion on this topic. The old rule for comp time was that the employee had the right to use accrued compensatory time as the employee saw fit subject only to the limited right of the employer to deny an unduly disruptive request. However, recent court  more...

Selecting Vendors: An Introduction to RFPs BenefitsThis teleconference is an introductory course for those who are just beginning to consider or use RFPs in their procurement process. It will provide you with a basic understanding of how requests for information and requests for proposals can be used to increase corporate procurement efficiencies and deeper vendor relationships. It will provide insights on best practices in Fortune 500  more...

Secondary Sources of Repayment Fundamentals BenefitsCollateral and personal guarantees are important components of commercial loan structure because they provide secondary sources of repayment in the event the primary source of repayment is no longer adequate. Collateral and personal guarantees are evaluated when a loan is being made but the ultimate realizable value of both is likely to change if they are ever needed to repay the loan.  more...

Low-Impact Development Maintenance and Upkeep Techniques ...ll explain what maintenance must be performed and when it should be performed. Links to many informative sites further explaining maintenance Learning Objectives: You will be able to determine how to implement low impact development concepts into their site development plans. You will be able to discuss complex storm water BMPs. You will be able to categorize routine and nonroutine maintenance  more...

Commercial Foreclosure Due Diligence Checklist: What to Do Before, During and After Foreclosure ...ts file, the loan and the collateral as soon as possible. Should the default not be cured or the parties not be able to restructure the loan, the lender faces the options of foreclosing on the property, taking a deed in lieu of foreclosure or exercising other remedies that may be available to it. But these steps pose additional concerns that the lender must address, including potential lender  more...

Language to Avoid During Sales Conversations - Are Your Words Costing You a Sale? ...tured or a missed opportunity. When you lose business you should have captured, you lose twice. First, you don't get the sale or the cash flow. Second, your competitor gets both. Imagine what you will gain for a relatively small investment in high-level, sales presentation skills training from this Lorman teleconference with Patricia Fripp. POWERPOINT is a registered trademark of Microsoft  more...

Accounting for Off-Balance Sheet Items Update ...oard, the SEC and others have wrestled with how companies should report their involvement with special-purpose vehicles and transactions with such entities in their financial statements. Frequently, these issues are mentioned in the context of structured finance or asset securitization or, more broadly, as off-balance sheet financing. The recent financial crisis elevated concerns about the  more...

Well Agreements: Legal Issues and Contract Solutions ...s teleconference will address these and other points that should be included in well sharing agreements. In addition, the teleconference will also explain and provide practical contract solutions for other types of well agreements, such as regional well development agreements, agreements on mitigating damages to wells, monitor well agreements and agreements restricting the installation of  more...

Return on Investment for Wellness Programs ...enefitsMounting evidence indicates that worksite wellness should be part of every strategic health plan. These plans can offer a valuable tool for employers to promote a fit and health-conscious work force that will save employers money by keeping health insurance premiums down, reducing workers' compensation costs, and by increasing productivity and decreasing lost time. Implementing a plan  more...

The Art and Science of Ethically Firing a Client ...bsequent judgment in a contingent fee representation? How should you document your withdrawal? This informative 90-minute teleconference will cover the full range of issues and identify best practices and potential checklists for considerations. It is something no lawyer can afford to miss, whether you are facing a difficult client relationship now or simply want to have the information on hand  more...

Current Work Product Issues in Taxation: Preservation, Waiver and Tax Accrual Work Papers BenefitsCompanies face many obstacles and ever-changing standards to maintaining work product protection of sensitive documents and information prepared by counsel. The documents at issue, such as tax accrual workpapers, litigation analyses and internal investigation materials, are often roadmaps for the companies adversaries. Challenges to work product protection come from many directions,  more...

AIA Document A401 ...sions to the standard AIA document. After the seminar you should be able to use the standard documents strategically to mitigate risks and costly disputes. Learning Objectives: - You will be able to review the A401 Subcontractor Agreement. - You will be able to explain strengths and weaknesses of the A401. - You will be able to identify the use of the A401 in the Private vs. Public Contracts.  more...

Reports for Maintaining Compliance and Controlling Costs BenefitsToo much money is lost due to 'minor' payroll errors. Reviewing and working with certain payroll reports on weekly, monthly, quarterly and annual basis can prevent these errors from costing you money that adds up fast. One incorrect form sent to the IRS or a state agency could result in thousands of dollars in penalties. Failure to deduct insurance or other deductions from employees can  more...

CERCLA Liability Update ...ontractors (pesticide blenders, transformer repair shops) should expect to be responsible for the costs of cleaning up contamination at their contractors' facilities. Is the conventional wisdom correct? The Supreme Court, in a recent pair of consolidated cases, examined these issues in detail. This teleconference will analyze the Court's holdings, investigate the effects of the holdings and  more...

Commercial Leases: A Discussion of Legal, Negotiating and Drafting Considerations ..., you will learn the types of expenses commercial tenants should expect to incur and how to appropriately attempt to limit such expenses. By limiting expenses, you'll go a long way toward protecting the tenants you represent against unforeseen leasing costs. Such expenses include the cost of improving the premises, operating cost pass-throughs, real estate taxes, extra and excluded services,  more...

Subleasing Issues In A Down and Recovering Market ... master landlords or their lenders, a thorough check list should be created to assure that every sublease angle has been explored, from consent to implementation. In this teleconference we will review and analyze each subletting issue in an office and retail lease from the point of view of all of the affected parties. Equitable compromises will be suggested in order to get through the lease  more...

Design Tips for Rain Gardens: Storm Water and Runoff Control ...re to locate them, how deep and how large their footprint should be, the best vegetation, construction tips and maintaining the gardens will be reviewed during this teleconference. A brief summary of how well these infiltrating vegetative filters work will also be reviewed. Learning Objectives - You will be able to locate rain gardens on properties. - You will be able to design size and  more...

Screening Applicants Using Social Networking Sites: Legal or Liability? ...uch as problems with employers obtaining information they should not have and privacy issues. Finally, we will examine approaches that employers, recruiters and applicants may consider. FACEBOOK is a registered trademark of Facebook, Inc. and this event is not sponsored by or affiliated with Facebook. MYSPACE is a registered trademark of MySpace, Inc. and this event is not sponsored by or  more...

Construction Recordkeeping and Documentation Requirements for Government Contracts ..., the speakers will provide practical considerations that should be taken into account by contractors in establishing their own record retention. Learning Objectives - You will be able to state federal government contracts and general recordkeeping requirements. - You will be able to identify liability for noncompliance. - You will be able to specify statutes of limitation considerations. -  more...

White-Collar Defense Strategies and Developments BenefitsWhite-collar criminal defense is very different from the defense of other criminal cases. It must be approached uniquely from the time an attorney first learns of a client's target status in an investigation through trial. Failure to understand these differences and nuances can be fatal. This teleconference will examine some of these most important distinctions, and discuss the proper  more...

Tools for Persuasive Legal Writing ...ng is always a learning process. For that reason, lawyers should regularly brush up or learn new strategies. The field of legal writing has expanded beyond memorizing an intimidating list of rules and is now incorporating interdisciplinary theories of persuasion and rhetoric to help lawyers understand the why's behind the maxims of writing. Rather than simply handing out truths, this  more...

Workplace Accident Investigations for the HR Professional BenefitsAttend this teleconference and learn how to conduct a workplace accident investigation as well as how to conduct an effective investigation and protect the company's interests. Many written investigative reports are used against the company because they are too conclusory or did not have sufficient information, and should have included certain language for risk management purposes. Learn  more...

Purchasing Law: Breach, Repudiation and Excuse ...plier hasn't delivered, the goods don't work the way they should or you have reason to think that they won't be delivered. This teleconference will provide you a basic understanding about what you can do when your purchase contract goes bad. You will receive a primer on the steps you need to take to preserve your rights and the remedies that may be available under the Uniform Commercial Code.  more...

Effective Management of Off-Site Employees BenefitsHaving employees telecommute has evolved from being a personal convenience to a good business strategy, and now taking our current economic challenges it is a business necessity. It has become an imperative to effectively manage employees who are not reporting daily to the normal work site. This 90-minute teleconference will discuss how to properly manage off-site employees, the pitfalls  more...

Valuation and Reporting of Gifts and Service Donations ...nition of fair value. Contributions of gifts and services should be measured at the fair value of the assets or services received or promised. FAS 157, Fair Value Measurements, introduces new concepts of determining fair value of donations to not-for-profit organizations. Understanding and applying fair value concepts to certain assets where there is no observable market as in pledges and  more...

Who Should Bear the Risk? Top 10 Things Developers Need to Know About Loan Documents BenefitsWith the tightening in the commercial lending market, developers are under increased pressure to provide lenders with projects that present no more than a responsible risk. After an equity requirement, loan documentation is the primary vehicle for allocating risk between the parties. This teleconference will help you understand lenders' requirements and the variety of loan documentation  more...

Tax Treatment of Gift Card and Certificate Sales ...ch must be raised during an examination and some of which should be raised during an examination. The IRS announced, in several industry director directives, that it plans to focus on several specific issues in this area. Despite this emphasis on gift card revenue issues however, the IRS has provided little guidance in this area. The sale of gift cards also raises a variety of state tax and  more...

Form 709: Gift Tax Fundamentals ...his teleconference, you will learn when a gift tax return should be filed, what type of gifts need to be reported, what type of information needs to be included to adequately disclose what is reported and the benefits of properly complying with the gift tax laws. By properly reporting gratuitous transfers during life, surprises at death can be avoided. Estate planners, accountants, attorneys,  more...

Tax Practice and Procedure Blunders That Can and Should Be Avoided ...y tax practice and procedures practitioners which can and should be avoided. Discussion on inadvertent privilege waiver, failure to control the flow of information at an audit, missing critical deadlines, failure to provide appropriate and adequate refund claims when necessary, and other key procedural mistakes will be addressed. Accountants, CFOs, controllers, accounts payable professionals,  more...

Major Issues in WiMAX Tower Leases and Zoning ...esolutions. - You will be able to explain key terms which should be in a WiMAX lease, so as to protect the homeowner. - You will be able to identify whether WiMAX antennas can be added to an existing tower under the current lease or whether a lease amendment and rent increase are appropriate. Attorneys, planners, directors of development, project managers, government administrators, council  more...

Nonprofit Gift Acceptance Policies BenefitsFundraising is hard enough without running into the legal, accounting and practical pitfalls inherent in some types of gifts! A comprehensive gift acceptance policy can help an organization avoid these pitfalls, enhance its donor relationships and run a more successful development program. This teleconference will address the issues that should be covered in a basic gift acceptance policy  more...

Conducting Effective Safety Audits BenefitsAudits are a key component of an effective safety program. Just as periodic physicals can help you check how healthy you are, periodic safety audits can help evaluate the health of your safety program. This teleconference will outline the four steps you should consider in order to conduct effective safety audits. Manufacturing engineers, presidents, vice presidents, plant managers,  more...

A Privacy Law Primer: What Every Attorney, Compliance and Security Officer Should Know BenefitsPrivacy and information security legislation, standards and case law are having an ever-larger impact on your relationships with your customers, clients and employees, as well as on your company's management of personal information. Issue-spotting in this area requires some familiarity with the complex state, federal and international regulatory patchwork and nongovernmental standards that  more...

Eichleay Damages and Delay Claims ... standby requirement for entitlement to Eichleay damages. Should you even focus on Eichleay damages in your delay claim? What are keys to a successful delay claim? What contract provisions will bolster a delay claim? This teleconference will discuss these issues and more on delay claims. Leaning Objectives: - You will be able to identify the mathematical ingredients to calculating the Eichleay  more...

When HOA's and the IRS Compete for Lien Property: Lien Priorities, Perfections and Foreclosure Rights ...en is perfected by recording its CC R's, then an HOA lien should have priority over a subsequently recorded IRS income tax lien; but does it? When the IRS records an income tax lien, lien priority determinations under state law may be complicated by governed federal laws. This teleconference will discuss HOA lien priority according to state statutes, which may be preempted by the federal tax  more...

Setting the Stage for Rehiring: Logistic and Liability Issues ...onference will discuss some of the key planning steps you should take from before the rehire process begins through actual rehiring and on-boarding. Topics to be covered include setting the stage for a successful rehire process, identifying which employees to rehire, dealing with employees who are not rehired, and logistical issues from communications to benefits issues and reintegrating  more...

Determining the Best Service Delivery Options for Public Works and Utility Projects: In-House or Contract? ... examples to help you determine how public works services should be structured and delivered to gain the greatest financial and operational benefits for your community. Learning Objectives - You will be able to discuss alternative service delivery approaches. - You will be able to list examples of creative uses of contracts to gain efficiency and effectiveness. - You will be able to outline  more...

The New World of EEO: What Is Coming ...negotiate and settle them and be in a defensible position should a claim be made. Failing to implement these strategies will continue to result in an increase in claims and the potential for significant adverse rulings against employers. This teleconference is critical for employers who want to reduce the possibility of claims, and if a claim is made, reduce or limit their liability. Human  more...

Maintain and Gain Downtown Businesses in a Tough Economy: Key Retention and Recruitment Concepts ...y invested in your community. In fact, we believe that it should be a goal of every economic development or downtown to have a balanced 'maintaining and gaining' approach to economic growth. This teleconference will illuminate a number strategies and tactics to consider as you pursue this goal. Learning Objectives - You will be able to define reasons why businesses succeed and fail. - You will  more...

Implementing a Health Risk Assessment for Your Health Plan: What Works, What Doesn't, What's Legal ...ssment?,' 'How do I get employees to participate?,' 'What should I look for in a vendor?' and 'Aren't there a lot of legal issues with gathering health information about employees?' This teleconference will allow you to begin the process of implementing a health risk assessment as part of your company health plan or wellness program. Learn about health risk assessment goals and expected  more...

Payroll Hiring Issues: Forms and Tax Credits ... IRS or state taxing authority and how long certain forms should be retained. The teleconference will educate you regarding the issues involved in determining when a specific form should be completed and submitted to a taxing jurisdiction, as well as potential consequences for failing to do so. The teleconference will also review federal employment-based tax credits, their application and  more...

Navigating through the Maze of Unclaimed Property Compliance - Unique Rules and Regulations for Financial Institutions ...g relating to the purpose of the laws, what every company should know and understand about the consequences of noncompliance, performing adequate and statutorily required due diligence, and implementing the necessary steps to ensure you are prepared for a compliance examination. We will also provide measures to achieve internal best practices and compliance as well as a summary of the latest  more...

When Bad Things (Unexpectedly) Happen to Good Projects: Force Majeure Clauses in Contemporary Construction Contracts ... your own force majeure clause, what traps for the unwary should you keep in mind? How strictly do reviewing courts enforce the terms and requirements of force majeure clauses? Are you adequately protected by your force majeure clause? Are there ways to minimize force majeure risk outside of the contract? These and other critical issues will be addressed in this teleconference by veteran  more...

Estate Planning for Non-Traditional Couples ... couples have little to no protection from state statutes should something happen to their partner; and (2) The Federal government provides certain advantages to married couples for purposes of tax planning. Nevertheless, a non-traditional couple, in the absence of proactive planning, will be, other than (a) being 'lucky' enough to die during the time where the estate tax has been repealed, or  more...

Purchasing Contract Administration ...This teleconference tells it how it is, as well as how it should be, for new procurement professionals and contract administrators. This teleconference will provide you with an understanding of current issues, future trends and ways to demonstrate how valuable you are to your organization. Purchasing managers, material managers, presidents, vice presidents, business owners and managers, CFOs,  more...

Healthcare Self-Disclosure Update ... providers have for voluntary disclosure? - What factors should health care providers consider when determining whether a potential violation should be reported? - How have these been changed by health care reform legislation and the Fraud Enforcement and Recovery Act? - How does the position of CMS alter the approach of a health care provider undertaking voluntary disclosure? - How does the  more...

Your Organization's Obligations Under the FTC's Red Flags Rule: A Comprehensive Overview BenefitsThe Federal Trade Commission's Identity Theft Red Flags Rule is set to go into effect on June 1, 2010. Yet, uncertainty remains as to which organizations are subject to the rule and what it takes to comply with the rule's requirements. Compliance is further complicated by the rule's nonprescriptive nature. Rather than tell organizations subject to the rule what they must include in their  more...

Commercial Lending Opinion Letters: Rights, Obligations and Expectations ...last minute, exacerbating the borrower's frustration. How should a borrower's lawyer deal with the opinion requirement to ensure that the process is handled efficiently and (relatively) inexpensively? This teleconference will help you understand the proper role of the legal opinion and develop techniques to minimize or, hopefully, eliminate unnecessary and wasteful contention over the issues  more...

Valid Consents ...informed consents, specifically HIPAA authorizations that should be contained within an informed consent to ensure that a patient's protected health information is released appropriately. This workshop is critical for you to ensure that you know who is capable of giving informed consent and what must be included in informed consent documents. Learning Objectives: - You will be able to define  more...

Discipline and Termination Considerations for Employees on Leave ...en many employers are forced to terminate employees, they should be cognizant of federal and state laws that may be implicated with respect to employees on leave. Employee leave can be as short as a few hours to vote, several months to care for a newborn or longer than a year due to a disability. In the event that an employee who is on leave will be terminated, whether for cause or for economic  more...

Litigating in the Social Networking Era BenefitsWith the recent explosion in the use of social networking, attorneys and litigants are quickly learning the risks and rewards of participating in social networking. In particular, recent cases demonstrate the utility to attorneys of considering social networks during discovery and, in some cases, discovery of information from social networking sites can make or break your case. Therefore,  more...

Creating a Powerful Capability Statement: Required Tool for Government Contracting Success ...t a Capability Statement is and is not, how many pages it should be, and specific contents, sections and format. We will cover appropriate and inappropriate terminology and graphics, the use of keywords, and the critical difference between experience and past performance. By the end of this program, you will know how to create a powerful Capability Statement that will open the doors to decision  more...

Concrete Structural Repair Methods ...ith. As such, anyone involved in the construction process should have a working knowledge of concrete material issues. This teleconference is a comprehensive overview of concrete as a building material and includes material science, in-service performance and behavior, construction and design considerations, common problems and solutions, and contractual issues. Presented by experts in the  more...

Managing Job Accommodations Under the ADA: Using Medical Experts ...or job accommodations from employees. You as the employer should control the job accommodation process - but how do you do that? What are your legal obligations? More importantly, what are your rights? When and what type of medical documentation can be requested of the employee? When can you request an IME? When can you use a medical expert? Join us to find the answers to these questions.  more...

Collection Techniques for Landlords BenefitsFor many commercial landlords, consistent receipt of rent and other tenant charges is the key to their business. However, as a result of the recent economic downturn, fewer commercial tenants are making these payments on time and in full. Most leases specifically outline collection techniques and security mechanisms (such as security deposits and guaranties), but landlords are finding that  more...

Increasing the Effectiveness and Efficiency of Manufacturing Logistics ...mpany as a whole. n nInstead, manufacturing logisticians should view themselves as the pit crew supporting the production "race car drivers" and dedicate themselves to making sure that they always have the materials they need, in the right quantities, where they need it and presented in an immediate usable fashion. This is where the highest stakes are for a manufacturing company. Once the  more...

Utilizing Settlement and Severance Packages Properly nFor HR professionals and CFOs, this teleconference is a must. As companies face ongoing reductions in force, mass layoffs and performance-based terminations, this teleconference will tell you what you need to do in planning terminations both as reductions in force and other terminations. You will learn how to decide the appropriate severance and what should be contained in the severance agreement  more...

Enforcing Arbitration Agreements: 14 Penn Plaza and Other Recent Developments in Arbitration of Statutory Employment Claims nIn 14 Penn Plaza v. Pyett, 07-581 (S. Ct. April 1, 2009), the Supreme Court held that a union-negotiated arbitration agreement can bind individual employees to arbitrate statutory age discrimination claims. This decision continues the trend of enforcing agreements to arbitrate employment discrimination claims. 14 Penn Plaza should cause all legal professionals to consider the advantages of  more...

How To Prevent Construction Projects From Going Bad ...inted toward success. It addresses the steps that can and should be taken to help anticipate, identify and manage the problems inherent in the construction process. n nThis teleconference is intended to benefit attendees who want to have a better understanding of the pitfalls of the construction process and how to meet them head on. It will provide a summary level discussion of the aspects of  more...

Supplemental Wage Payments: Common Withholding Guidelines ... to the issues involved in determining when wage payments should be classified as supplemental wages or regular wages, and the applicable withholding rules that apply to the payments. We will discuss the most common types of supplemental wages, such as commissions, signing bonuses, severance payments and sick leave, and explain the three approaches used for to determining the applicable  more...

Using Failure Mode and Effects Analysis to Reduce Defects, Improve Quality and Make More Money nFailure modes and effects analysis is an increasingly popular tool that must be mastered by Lean Six Sigma professionals and can be used in every type of organization to reduce defects, improve quality and make more money! n nThis easy tool asks these simple questions: n- What can go wrong? n- Where can it go wrong? n- How bad will it be? n- Can we see it coming? n- Should we try to prevent  more...

Patients' Rights Update ...e treatment? How is competency determined? What documents should a health care provider have copies of upon admission? Practically, how does a health care provider manage expectations, of both the patient and family or friends, when a patient refuses care or reaches the end of his or her life? This teleconference will address the current state of patients' rights and provide guidance into  more...

Tax and Practical Aspects of Business Succession Planning ...ration. Tax considerations are one part of that plan, but should not take priority over sound business or family considerations. This teleconference will examine the elements of an effective succession plan, some of the reasons for failure of the plan and common solutions that may be implemented to help the plan succeed. The teleconference will also go through three case studies utilizing three  more...

Differing Site Conditions ...e going to run into each other or not. Accordingly, there should be less in the way of differing site condition claims as between those subtrades if BIM is in use. However, BIM has only been used in the most complex and high-dollar construction projects to date as the investment, both for the initial start up costs in software and training, and in the data input is not insignificant.  more...

Paycheck Calculation Basics nThis is an excellent teleconference for those new at withholding payroll taxes or for those who need a refresher course. You will learn tips on how and why to determine if the worker is exempt or nonexempt. We will cover the calculation of and the maximum deductions for Social Security and Medicare taxes in 2009. n nThere are multiple methods of calculating federal withholding, which one should  more...

Form W4: Impact on Payroll nThis teleconference will clear up questions on the effects of filing status and exemption on payroll checks, how to handle exempt forms, time allowance for making changes, where to locate new forms, how frequently the employees should complete forms and how long employers must retain them. We will include a quick review of Form W-4P, W4-SP and W-4S and discuss which states accept Form W-4 for  more...

Begin With the Brain: Three Things Educators Need to Know! ...ent's brains grow, develop and respond to the environment should influence our classroom practices. Understanding some brain basics can give you guidelines to help you design truly brain-compatible classrooms and school environments. When the brain reacts to stress, its capabilities are minimized. For learning to occur, the brain needs stimulation in a multisensory, enriched environment. To  more...

Using Medical Certifications to Minimize Employer Liability: FMLA, ADA and Workers' Comp ...re pending. Despite this rapid change, the principles you should use to successfully manage these issues remain largely unchanged, and proper certifications remain a central part of that strategy. This teleconference will review the recent changes, with special attention to how they affect the process of managing employee health issues to minimize litigation and, where it cannot be avoided, to  more...

Preparing a Winning Closing Argument ...s for an effective closing? Do closings even matter? When should you object? Should you really start preparing your closing the day you get a new case? These are questions that are not addressed in law school, and even today lawyers seeking guidance are forced to rely on the conventional wisdom and time-worn adages passed down from generation to generation. n nNow we are offering a program  more...

Pitfalls with Lean Implementation ...Six Sigma or Lean Six Sigma FAIL to get the benefits they should. This wastes time and money, and disenfranchises the workforce. In extreme cases, it can lead to you being out of a job and the outright failure of your organization. Learn the classic reasons for this sad truth, the keys to success, and a practical and simple step-by-step process that dramatically increases your chances for  more...

Estate and Gift Tax Audits nThe first question the executor asks when the estate tax return is selected for audit is "why this return?". What was it about the return that caused it to be selected for IRS examination? n nThis teleconference answers that question and many more related to the subject of estate and gift tax return audits. Learn about the characteristics that trigger audits and why some estate and gift tax  more...

From Contact to Contract: The Ladder Approach to Managing a Sale ...eeting with a prospect they wonder how, when and why they should reconnect with the prospect. Not only does this lead to lost opportunities, even with prospects who do become clients the process is difficult, fraught with worry and uncertainty, and wastes a great deal of the salesperson's time and energy. Managing a sale need not be chaotic. The ladder method is a logical progression process  more...