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5th Annual Law Firm Chief Marketing Officers Forum Printer Friendly Agenda September 15 to 16, 2009 Chicago, IL - Code: 42009 |
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| Tuesday, September 15, 2009 (Day 1) | |
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| 8:30 AM | |
| Continental Breakfast |
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| 9:00 AM | |
| Chairperson Opening Remarks |
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| 9:10 AM | |
| Keynote: Finding the Holy Grail of Marketing: Effective Cross-Selling |
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| The speaker, Cheryl Blackwell Bryson, has mastered the art of cross-selling at crucial points in her successful legal career. An award-winning contributor in both the professional and civic arenas, Ms. Blackwell Bryson will describe how internal cross-selling requires many of the same approaches as building business with external clients. She will share her experiences in developing the win/win with fellow partners, with picking the right clients, and the importance of a firm's culture. | |
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Cheryl Blackwell Bryson
Partner Duane Morris LLP | |
| 10:00 AM | |
| Weathering the Economic Storm |
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| In an era like this, every law firm must adapt to the economic downturn. This session will cover strategies and tactics to survive – and even prosper – in the recession. Topics will include: staying close to clients, doing more with less, looking for opportunities to increase market share, promoting the most relevant legal offerings and contributing to the bottom line. This discussion will highlight what’s in store for law firms as the recession continues, and furthermore, offers smart marketers tips on how to demonstrate the value that marketing can offer. | |
| Speaker(s) | |
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Kristin Sudholz
Director of Practice Development Drinker Biddle & Reath LLP | |
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Tasneem Goodman
Partner and Director of Marketing Katten Muchin Rosenman LLP | |
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Kevin Iredell
Vice President ALM Legal Intelligence | |
| 11:00 AM | |
| Networking Break |
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| 11:15 AM | |
| How to Motivate and Activate your Lawyers to do Business Development Through all the New Technology Tools |
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| Twenty percent of lawyers are natural rainmakers, 25 percent are grinders, but the other 55 percent are hungry and eager to learn business development. The panelists will describe how to motivate lawyers by providing structure, planning forms, sales training, coaching sessions and follow-up calls. Business development must matter, so making originations a part of a lawyer’s review will also be discussed. | |
| Moderator(s) | |
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Larry Bodine
Business Development Advisor Apollo Business Development | |
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Aden Dauchess
Director of Digital Marketing, Senior Marketing Manager Womble Carlyle Sandridge & Rice PLLC | |
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Melanie J. Gnazzo
Partner Chapman and Cutler LLP | |
| 12:15 PM | |
| Lunch and Luncheon Session " Lawyer 2.0: The Collaborative Advisor" |
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Darryl Cross
Vice President Client Development LexisNexis | |
| Sponsored By... | |
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| 1:45 PM | |
| Trends from Other Professional Services |
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| This session begins with the premise that many legal marketing trends actually begin in the other professional services. This session will attempt to review the trends that we can expect to filter into legal marketing to some degree, and those marketing trends or practices that probably will NOT come to legal marketing. Trends that we are seeing or will see include: account marketing, project pricing and flat rates, knowledge management, referral partner management (or channels). Trends that may never fully make the leap include: Siebel-style opportunity management, contracts by business development professionals. | |
| Moderator(s) | |
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Katherine Miletich
Chicago Marketing Director Sidley Austin LLP | |
| Speaker(s) | |
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Frank Buttitta
Director, Marketing & Business Development- Midwest Deloitte Services LP | |
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Stuart N. Goodman
Director of Business Development BDO Consulting, a division of BDO Seidman LLP | |
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Doug Armstrong
Partner West Monroe Partners | |
| 2:45 PM | |
| How to Target and Crack a Large Account |
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| Picking targets by focusing on your ideal clients, defining the lawyer’s value proposition, and becoming
a trusted business advisor are essential to cracking a large new account. The panelists will distinguish between amateur marketing and rainmaker marketing. | |
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Larry Bodine
Business Development Advisor Apollo Business Development | |
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Mark Karkazis
Director of Marketing Ungaretti & Harris LLP | |
| 3:45 PM | |
| Networking Break |
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| 4:00 PM | |
| How NOT to Structure The Marketing Business Development Team: Effective Management of Team and Personnel |
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| These veteran marketing executives will identify challenges and opportunities in shaping the marketing department. The panelists will engage in a discussion of problem situations both experienced and observed. In addition, they will also discuss how they get their teams focused. Best practices on managing priorities, training people, motivating the marketing staff, and interacting with firm leadership will be highlighted. | |
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Barbara C. Sessions
Partner Winston & Strawn LLP | |
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Murray Coffey
Business Development Director Jenner & Block | |
| 4:45 PM | |
| The Marketer as Firefighter: How to Keep a Strategic Focus When There are Dozens of Small Fires to Put Out |
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| CMOs are barraged with personal requests from lawyers and unplanned projects to carry out, making it very difficult to maintain a focus on strategy. The panelists will describe their own methods of keeping themselves above the fray and concentrating on the
business development big picture. | |
| Moderator(s) | |
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Larry Bodine
Business Development Advisor Apollo Business Development | |
| Speaker(s) | |
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Robyn Radomski
Chief Marketing Officer Reinhart, Boerner Van Deuren | |
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Jennifer Rupkey
Director, Client Development Michael Best & Friedrich LLP | |
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Joseph Melnick
Chief Marketing Officer and Director of Planning Butzel Long | |
| 5:30 PM | |
| Cocktail Reception |
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| Wednesday, September 16, 2009 (Day 2) | Return to Top |
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| 8:30 AM | |
| Continental Breakfast |
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| 9:00 AM | |
| Chairperson's Remarks |
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| 9:10 AM | |
| Guarding the Crown Jewels: Strengthening and Expanding Relationships With Your Most Important Clients |
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| This may be one of the most critical shared functions of leadership and the marketing function within a law firm. This session will discuss various aspects of guarding the firm’s top clients including: defining what “most important client” means, the role of management, developing a systemic analysis of opportunities, coaching lawyers on how to manage introductions and relationship building offerings, and ultimately communicating value. | |
| Speaker(s) | |
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Robert Randolph
Director of Marketing and Business Development Bryan Cave LLP | |
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Dave Southern
Global Director, Business Development Baker & McKenzie LLP | |
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Kris Satkunas
Director, Redwood Think Tank LexisNexis | |
| 10:00 AM | |
| Maximizing ROI With Your Pro Bono and Charitable Giving Program |
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| Providing pro bono legal services and financial support to nonprofit organizations is a part of most law firm cultures and operations. However, operating with a proactive marketing strategy and decision making process and getting the maximum visibility and benefit out of those investments is often overlooked in firms. This session will take a sophisticated look at the world of CSR—Corporate Social Responsibility—and how and why law firms can reposition themselves in this arena. How to maximize the spend and effort, link to the firm’s broader marketing initiatives and reinforce the firm’s brand will be discussed. | |
| Speaker(s) | |
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Theresa Jaffe
Principal Theresa Jaffe Consulting | |
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Ellen S. Hattenbach
Principal eHattenbach Consulting | |
| 10:45 AM | |
| Networking Break |
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| 11:00 AM | |
| How to Increase Your Firm's Win Rate on RFPs |
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| Proposals for new business can generate huge fees, but not if they are produced 24 hours in advance. The panelists will cover best practices in writing a proposal, mistakes to avoid, making the go/no-go decision, knowing what prospects want, differentiating your firm, the RAIN SellingSM analysis and creating a proposal center. | |
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Gail Huneryager
Director of Business Development Crowe & Dunlevy | |
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Jeffrey Berardi
Chief Marketing Officer K&L Gates LLP | |
| 11:45 AM | |
| How To Market Lawyers of Color – Moving From Inclusion To A ROI |
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| · The benefits of target marketing their lawyers of color to corporations owned and operated by people of color
· How an internet presence for lawyers of color can provide corporate client lead generation while demonstrating true diversity inclusion · How the formulation of a marketing strategy that includes an internet presence for lawyers of color helps in the retention and development of those lawyers | |
| Speaker(s) | |
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Jo Saint-George, Esq
CEO Black Counselor | |
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Steve Saint-George
Black Counselor | |
| 12:30 PM | |
| Conference Adjourns |
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