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Please join us on Wednesday, Sept. 24, 2008 for How to Make Business Development Work at Your Law Firm As the legal market tightens — and law firms get leaner and more competitive — our firms' expectations of us are changing.
Law firms increasingly look to their marketing professionals for help with expanding client relationships and generating new ones. Although institutional marketing will always be part of what we do, firms are putting premium value on marketing's ability to contribute to business development. However, since business development is relatively new to legal marketing departments, it can be difficult to launch and maintain an effective program that successfully helps drive revenues.
Join us on September 24 for a panel discussion with a group of legal marketing veterans who know how to make business development work. They will share their insights, strategies and advice (and even warnings) about issues like:
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- What is the best way to start a firm's first business development program?
- When to focus on cross selling vs. generating new clients
- How to avoid pitfalls that commonly sidetrack efforts or undermine success
- What are appropriate roles for legal business development professionals (can they actually "sell"?)
- How to demonstrate the value your business development program creates for the firm in terms that will make management take notice
This discussion will be densely-packed with valuable information you can apply to launch or improve your own firm's business development program.
You are encouraged to bring your Managing Partner or Marketing Partner, as well as your most pressing questions for the panelists.
About Our Panel
Katherine Miletich is currently the Marketing Director for the Chicago office of Sidley Austin LLP, and also worked at Duane Morris LLP. Prior to working with law firms, Katherine spent the majority of her 20-year career in consulting marketing with BearingPoint and Arthur Andersen where she worked closely with commissioned sales forces and their supporting business development tools and methods.
Matthew Sherman is the Director of Marketing and Business Development at Husch Blackwell Sanders Welsh & Katz. Prior to joining HBSW&K, Matt was the marketing manager for Baker & McKenzie's Chicago office for five years. He focuses his attention on client development initiatives and building teams to better serve client needs. Prior to working in law firms, Matt spent 13 years as a communications consultant with Lipman Hearne, Inc., where he was an associate vice president.
Carly Sproul is the Proposal Center Manager at Mayer Brown. Prior to joining Mayer Brown, Carly was at Vedder Price where she worked closely with firm management on several highly visible, firm-wide business development programs, including the firm's strategic growth initiative. At Mayer Brown, Carly focuses her efforts on managing the business development team's pitch and proposal function and collaborating with attorneys and other staff on the strategy and the process of pitches and proposals.
Moderator:
Mark Karkazis, Director of Marketing at Ungaretti & Harris, runs the firm's internal BD coaching program and has provided sales training to the firm's attorneys. He previously worked at Baker & McKenzie, helping partners grow revenues from key clients. Mark has marketed and sold a variety of high-ticket professional services to C-level executives and spent five years working with CEOs to improve their management skills and grow their companies more profitably.
Prize Drawing
All attendees will automatically be entered in a drawing for a $250 iPhone Gift Card courtesy of our luncheon sponsor, Herrmann Advertising Design / Communications!
Winner must be present to win.
Event Details
Date: Wednesday, Sept. 24, 2008
Time:
Networking: 11:30 a.m. - Noon
Lunch: Noon - 12:15 p.m.
Program: 12:15 - 1:30 p.m.
Location: Union League Club, Crystal Room
65 West Jackson Boulevard
Chicago, IL
Cost: $35.00 LMA & AAM Members
$55.00 Non-Members & Guests
Click here to register.
QUESTIONS? Please contact Megan Wilroy, Program Chair, at mwilroy@foley.com or Sydney Iglitzen at siglitzen@usebrinks.com. We look forward to seeing you at the program.
IMPORTANT NOTE: LMA Chicago policy states that all no-shows will be billed unless you cancel by NOON on Monday, Sept. 22, 2008.