LSSO's 2013 RainDance Conference Speakers


Bob BrattChief Operating Officer and Executive Director, US Operations
DLA Piper


With more than 30 years of experience managing multimillion-dollar commercial and federal legal programs, Mr. Bratt oversees all US operations for the firm and plays a key role in the integration of its international operations, ensuring uniform delivery of services globally.

Before joining DLA Piper, Mr. Bratt was Managing Partner of Civilian and Homeland Security with Unisys Corporation, improving operations, developing business, increasing profitability and supporting a diverse group of critical government programs. Earlier in his career, as Corporate Vice President at Science Application International Corporation, he managed a portfolio of federal and commercial telecommunications projects with a starting value of $7 million that doubled in size in over 18 months.

From 1978 to 2000, Mr. Bratt served with the US Department of Justice in a series of high- profile programs that involved the White House, other cabinet agencies and members of Congress. During his tenure at DOJ, he successfully transformed two legal divisions into highly effective and efficient operations. As Executive Officer of the Criminal Division, he managed the division’s extensive administrative functions, improved its efficiency, negotiated funding to increase support to the division’s more than 800 lawyers, eliminated a structural deficit in its budget and managed a range of complex programs, such as the Wireless Management Office, International Criminal Investigative Training Assistance Program (recreating Haiti’s police force) and the Office of Naturalization Operations. Mr. Bratt served as Executive Officer of the DOJ’s Civil Rights Division from 1986 to 1992, creating and then overseeing this office established to implement the Civil Liberties Act of 1988.

Mr. Bratt has received numerous recognitions throughout his career. In 2007, Unisys named him the Partner of the Year, and named his practice the Practice of the Year. Throughout his public service, Mr. Bratt garnered significant honors, including two Presidential Rank Awards, the Deputy Attorney General Just Works Award, the ABA Award of Excellence and the Attorney General’s Distinguished Service Award. 


Craig Brown, Principal Consultant
LawVision Group


Widely recognized as an authority on building law firm clientele, Craig has worked with law firms for over twenty five years in the areas of business development, training, coaching, strategy, knowledge management, research and as a practicing attorney. He is the founder of Modena Seminars and The Motivera Group and has developed and conducted hundreds of action-oriented seminars and workshops using leading edge, adult learning methodologies. Craig is the co-developer of the Lawyer Behavior ProfileTM used by hundreds of lawyers to identify and apply key business development strengths.

Honored as “Consultant of the Year” for three consecutive years at Thomson West, Craig has practical experience “on the ground” in law firm marketing including being part of a launch team that took an initiative from startup to 80% of market share in under four years, building a 100 million dollar revenue pipeline and increasing revenues by 300% within the first year of an engagement.

Craig uses his experience as a lawyer, business developer and seminar leader to train and coach lawyers to build relationships that lead to strong books of business and satisfying careers. Services include speaking and training engagements for individual meetings and retreats, business development training, one-on-one business development coaching, lawyer business development personality and behavior profiles and law firm retreat facilitation.

Craig is a regular sought after speaker at industry conferences and events and at private law firms on marketing, business development, sales and training. He is a guest lecturer at the University of California, Hastings and at the University of California, Irvine Law School.
           
His practice is nationwide; but when he is not on an airplane or in a law firm, he can be found with his wife and four children in San Clemente, California.


Silvia Coulter, Principal, Business Development and Growth Practice
LawVision Group


Ms. Coulter is a Co-founding Partner of LawVision Group and leads the firm’s Client Development and Strategic Growth Practice. Law firms rely on Silvia’s substantial experience in collaborating with them on their business development and key client retention and growth strategies, client service strategies and process improvement initiatives. Prior to co-founding LawVision Group, Silvia chaired the Client Development Practice at Hildebrandt. Silvia is a recognized leader in law firm business development strategy and is a frequent speaker at legal industry conferences, and law firm retreats. Silvia has spent twenty years as a consultant to the industry and has served as chief marketing and business development officer at two Global 50 firms. She is an adjunct faculty member of the Law Firm Management Master’s Degree Program at the George Washington University College of Professional Studies.


Darryl Cross, Vice President, Client Profitability and Performance Development
LexisNexis

Darryl Cross is a high performance coach and trainer for high performance teams and rainmakers.

He joined LexisNexis in 2004 and consults with law firms a year around the world to collect and share best practices in law firm profitability and growth strategies. Darryl has spoken to over 10,000 fee earners and business professionals from over 100 countries.  Additionally, he is responsible for coaching, sales training and performance development for a 1500 person, national sales force generating $1.5 billion in annual sales in the legal, corporate, government and academic sectors.

Darryl’s direct experience in professional service organizations includes his service as the Chief Marketing Officer and member of the Executive Committee of a law firm. His formal education includes an MBA and graduate certificate from The George Washington University’s Law Firm Management program.

He is also a Certified Personal Trainer and Performance Enhancement Specialist through the National Academy of Sports Medicine, which brings a unique philosophy and style to how he coaches to compete at the highest level. In short, Darryl helps organizations and individuals turn ideas, aspirations and intentions into actual results.


John O. Cunningham
Freelance Writer, Editor and Communications/Marketing Consultant


John is a freelance writer and communications consultant who practiced law for nearly 17 years. During nine of those years, he served as V.P. and General Counsel to a publicly held international company and as General Counsel and Secretary to a Fortune 100 subsidiary.

He also served as a news editor and reporter for Lawyers Weekly publications for more than four years. As a reporter and writer, John has produced articles for more than 20 press publications, covering stories about virtually all legal practice disciplines, as well as the marketing and management of law firms. 

As a freelancer, he has also written white papers, newsletters, marketing materials and Web site content for trade associations and professional service firms.

John attended Boston College Law School, where he was a magna cum laude graduate, member of the Order of the Coif, and an editor for the Environmental Affairs Law Review. For a complete profile, including information about his business, click on the “About” tab at: http://johnocunningham.wordpress.com

Beth Marie Cuzzone, Director of Client Services and Business Development
Goulston & Storrs


Beth is Goulston & Storrs’ Director of Client Services and Business Development and known for her “first to market” initiatives.  She provides planning to Firm members, practice areas and industry groups to align Goulston & Storrs services with market/client needs. 

Beth manages the firm’s Client Interview Program and launched the Sales Team Program, Client Services Initiative and Six Sigma/Process Improvement efforts at the firm.  As an industry leader in law firm sales and client services, Beth is a founding member of the Legal Sales and Service Organization (legalsales.org).  She is also a member and former President of the Legal Marketing Association, New England Chapter. 

Beth co-authored the American Bar Association’s book, “The Law Firm Associates Guide to Personal Marketing and Selling” and recently became a Fellow of the College of Law Practice Management.  Additionally, Beth dedicates much of her time to support the industry of legal related professional services.

Beth is a trained/certified facilitator, six sigma green belt and holds B.A. as well as a Masters of Professional Studiesin Law Firm Management.


Andy Daws, Vice President North America
Riverview Law


Andy is Vice President North America for Riverview Law, a “New Model” commercial firm launched in the wake of the UK’s Legal Services Act and aspiring to change the way businesses buy, use and measure legal services. In its first year of operation, Riverview was recognized as a Standout Legal Industry Pioneer in the FT Innovative Lawyers Awards 2012, and was recently described by Canadian author and lawyer Mitch Kowalski as “the most innovative law firm in the world!”.

Andy moved to the US in January 2012 to establish the firm’s first international office in New York, providing US corporations and law firms with a seamless stateside access point to the top talent of the English legal system, all on a fixed-fee basis. He works with US clients to deliver services ranging from routine legal advice right the way through to complex cross-jurisdictional litigation in areas such as FCPA/Bribery Act crossover and the increasingly long-arm of the UK pensions regulator.

Prior to joining Riverview, Andy was Client Director at professional services company AdviserPlus, where he worked with a number of FTSE100 clients to deliver outsourced HR and employment law services. Before that, he held several senior roles within the Legal & Regulatory division of The Thomson Corporation (now Thomson Reuters), where he created a new business unit and multi-million pound revenue stream servicing the UK government’s digital transformation agenda.

Outside of work, Andy is married to a long-suffering American wife who’s learned to live with his English eccentricities! Their two daughters are adjusting to life on this side of the Pond, and have somehow convinced him that regular family outings to Dunkin’ Donuts are an essential part of the cultural assimilation process! Andy is also an active Board member of an international non-profit which is working discretely with leaders and governments to promote higher ethical standards.


Christopher Ende, Senior Manager of Project Management and Pricing
Goodwin Procter


Christopher is the senior manager of project management and pricing at Goodwin Procter. In this role, he oversees development and implementation of the firm's pricing and legal project management strategies, aimed at delivering increased value to clients through innovative fee arrangements, process improvement and active matter management.

Mr. Ende leads a dedicated team that provides counsel and support to the firm's attorneys for development, management and monitoring of budgets and alternative fee arrangements ("AFAs"). He is responsible for the firm's systems and processes for researching and monitoring matter budgets and AFAs, including dynamic reporting tools, evaluation criteria and task-based time entry. He also assists attorneys in creating competitive pricing proposals by analyzing historical cost data and developing models to assess the effectiveness of various pricing options.

Mr. Ende provides training to attorneys on effective legal project management and client communications relating to pricing and matter management, and works directly with clients on developing and implementing pricing proposals and project management strategies. He works closely with the Knowledge Management and Professional Development & Training groups within Goodwin Procter.

Mr. Ende has deep experience in law practice management. Prior to his current role, he was a litigation practice manager at Goodwin Procter where he developed and executed strategic business initiatives relating to financial management, knowledge management, marketing, and professional development and training.

Previously, Mr. Ende was an assistant district attorney at the Suffolk County District Attorney's Office, where he was assigned to the Gang Unit. Before becoming a prosecutor, Mr. Ende practiced as a litigation associate at Goodwin Procter, where he focused on securities class actions, internal investigations and white collar criminal defense. He received his J.D. from The University of Virginia School of Law and his B.A. (summa cum laude) from Canisius College. 

Thelma B. Ferguson, Segment Head, Northeast Middle Markets
JPMorgan Chase 

Thelma has been with JPMorgan Chase and predecessor firms for the past fourteen years.  Her career has spanned a wide range of positions within the Commercial Bank.

Thelma reports to the CEO of Commercial Banking and sits on the Executive Committee for the Commercial Bank.  She is responsible for core middle market (general industries) as well as the Textile/Apparel specialty industry.

As the Segment Head of Northeast Middle Market Banking, Thelma manages 7 Market Managers covering Maine to the Carolinas primarily focused on clients and prospects with annual sales between $20 and $500 million.   A team of approximately 550 employees including Bankers, Underwriters and Client Service staff, offers financial advice, portfolio risk management, liquidity, cash management, and investment banking products and services to clients. 

Prior to this role, Thelma served as Market Manager of the Metro New York Market encompassing Manhattan, Brooklyn and Staten Island.  Before joining the New York headquarters, Thelma was President of Chase’s Kentucky, Southern Indiana and Tennessee markets.

A native Tennessean, she received her undergraduate and master’s degrees from the University of Tennessee in Knoxville. 

In addition to serving as an executive sponsor for the JPMorgan Chase Black Organization for Leadership Development (BOLD) Resource Group, Thelma serves on the board of directors of the New York Bankers Association and the Community Health Charities of New York, Inc.

Currently, Thelma is Series 79, Series 63 and Series 24 licensed. 

Thelma has a seventeen year old daughter, Sydney, with her husband, Richard.  The Ferguson family resides in Bedford, New York.


Rich Gotham
Team President
Boston Celtics

Rich Gotham is in his tenth season with the 17-time world Champion Boston Celtics and his sixth season as team President. In this role, he is responsible for all aspects of the Celtics business operations including sales, marketing, customer service, communications, corporate partnerships, business development, game entertainment, community and public relations, broadcast partnerships, and arena relations. In addition, he works closely with Celtics ownership, basketball operations staff, and the NBA on player transactions, as well as team and league related initiatives. He succeeds Arnold “Red” Auerbach as Celtics team President.

Rich joined the Celtics in April 2003. Prior to being named team President in April 2007,  Rich served as Chief Operating Officer and Executive Vice President of Sales, Marketing and Corporate Development. Since joining the Celtics, Rich has been recognized for leading the team to new heights off the court. Under his leadership the team has established new records for attendance, ticket sales, sponsorship, merchandise revenue, and television ratings, contributing to the team’s first NBA Championship in twenty-two years in 2008, as well as five division titles, three Eastern Conference Finals, and two NBA Finals appearances. In addition, he has successfully led negotiations to extend the Celtics lease to play in the TD Garden, was responsible for moving the Celtics radio broadcasts to WEEI, and successfully negotiated a long-term media rights and broadcast agreement with Comcast SportsNet in 2011.

The Celtics are widely recognized as thought leaders in the business of sports and the team’s business achievements during Rich’s tenure have been chronicled by The Wall Street Journal, The New York Times, Investors’ Business Daily, Bloomberg, Reuters, CNBC, and Fox Business News. During the 2008-2009 season the Celtics were recognized as the top franchise in all of professional sports by both The Sports Business Journal and BizJournals. With and over 6 million followers on Facebook, and 700,000 on Twitter, the Celtics have pioneered sports digital marketing and fan engagement, aggregating the second largest digital following in all of North American Sports.  For a full biography click here.


Alvidas A. Jasin
Client Relationship Executive
Ropes & Gray LLP

Often mistaken for Brad Pitt’s older, heavier, balding, and much-less-handsome cousin, Alvidas is a Client Relationship Executive at Ropes & Gray LLP, an international law firm with more than 1,000 lawyers in 11 offices.  Alvidas works with partners, client teams, and practice groups on developing and executing client relationship strategies for both existing and prospective clients of the firm.  

Prior to joining Ropes & Gray, Alvidas was a principal at BTI, a consulting firm that annually conducts more than 1,000 interviews of GCs and other buyers of legal services.  Alvidas also spent 9 years as the Director of Business Development at the law firm of Thompson Hine, and another 12 years at Ernst & Young, KPMG, and Ernst & Young (he liked it so much the first time, he went back for seconds!).  His work has received national recognition, as his department was ranked among the top ten (in 2006) and top five (in 2007) marketing departments in the country by American Lawyer Media.

Some of Alvidas’ other accomplishments include: LMA Chapter President-Elect, founding board member of the Legal Sales and Service Organization, finalist in the 2003 and 2004 Marketing Director of the Year competitions (a two-time loser!), and May 2007 Customer of the Month at Starbucks Store #2274 (yes, all true!). Alvidas has written articles on various business development topics and is a frequent speaker at regional, national and international events. In 2004, 05, and 08, Alvidas was the top-rated presenter at the LMA International Conferences in Orlando, Phoenix and Los Angeles.  Although Alvidas is not listed in any Who’s Who directories, he can be found in the 2006 edition of What’s That? and the 2009 edition of Does It Float?

In 2007, Alvidas was selected to participate in an intensive training program on climate change, led by former Vice President Al Gore and a team of environmental scientists. Alvidas has since presented to more than 100 legal, corporate and civic audiences on how companies, law firms, and individuals can minimize their carbon footprints. 

Alvidas has two fantastic boys, Dan and Dave.   In his spare time, Alvidas enjoys traveling with his boys, jet-skiing, waterskiing, and watching absolutely worthless TV shows like American Idol and Survivor.  (He stopped watching Glee ever since Lea Michelle became too much of a big shot to respond to his emails.)  


Patrick Johansen, CLM, CPP, Director of Business Development
Brinks Hofer Gilson & Lione


As the Director of Business Development at Brinks Hofer Gilson & Lione, Patrick is responsible for helping the firm drive revenue through sales training (e.g., workshops and newsletters), attorney coaching, RFPs and AFA/pricing initiatives. Patrick is the only legal marketer to hold the Certified Pricing Professional designation and one of only a few to hold the Certified Legal Manager designation. He also holds a White Belt from the Legal Lean Sigma Institute.

Patrick contributes regularly to ALA’s Legal Management. His recent articles include “Time to Hire a Chief Strategy Officer” and “Driving Revenue: Value, Value Propositions and Value-Based Pricing.” He also writes a law firm pricing blog: www.patrickonpricing.com. Patrick is a past Board member of the LMA Midwest Chapter and ALA Greater Chicago Chapter. He is a current member of the LegalBizDev Project Management Advisory Board, as well as ALA, LMA, LSSO and Toastmasters International.


Hollie Lussier, General Counsel
AAA Southern New England


Hollie started her in-house career at Thinq Learning Solutions, a dot com start up focused on asynchronous on-line learning.  From there she joined FleetBoston and subsequently spent 10 years at RBS Americas and Citizens Financial Group, Inc. She was Senior Legal Counsel reporting to the General Counsel of the Americas responsible for providing legal counsel in connection with information security, mergers and acquisitions, intellectual property, offshoring and outsourcing, facilities, real estate, disputes and litigation. Hollie has since joined AAA Southern New England as its General Counsel.


Catherine Alman MacDonagh, JD
Legal Lean Sigma Institute

Catherine is best known for conceiving and launching innovations in the legal space. A former corporate counsel and successful law firm executive, Catherine now provides consulting, training and coaching services in the areas of process improvement, project management, marketing, and business development to law firms and legal departments.

Catherine is a Co-Founder of the Legal Sales and Service Organization. LSSO is exclusively focused on sales, service excellence, and process improvement and presents the annual RainDance ConferenceTM. Catherine directed LSSO’s pioneering research, Women Lawyers: Sales and Business Development Issues in 2004 as well as the LSSO’s 2008 Women Lawyers Study that followed.

A Legal Lean Sigma Black Belt and a certified Six Sigma Green Belt, Catherine is the CEO and Co-Founder of the Legal Lean Sigma® Institute, which provides consulting services and project support. LLSI offers project management and the first process improvement programs and certification courses specifically designed for the legal profession. For a full biography, click here.

             
David S. Mackey, Counsel
Anderson & Kreiger LLP

David Mackey joined Anderson & Kreiger in May 2013.  For the previous twelve years, Dave served as Chief Legal Counsel of the Massachusetts Port Authority. In his tenure at Massport, he led the Authority’s response to numerous complex legal issues, including runway and taxiway development, the investigations and litigation prompted by the terrorist attacks of Sept. 11, 2001 and the acquisition and conveyance of major transportation infrastructure.

From May, 2011 through October, 2012, Dave served as the Authority’s Interim Chief Executive Officer and Executive Director, pending the Authority’s search for a permanent CEO.

Prior to joining Massport, Dave spent seven years at the U.S. Attorney’s Office for the District of Massachusetts, where he was Chief of the Civil Division and then First Assistant U.S. Attorney. Before entering public service, Dave was a partner in the Trial Department at Goodwin Procter. He also clerked for Massachusetts Supreme Judicial Court Chief Justice Edward F. Hennessey.

Dave is the current Chair of the Board of Bar Overseers, which adjudicates professional discipline matters for lawyers licensed to practice in Massachusetts, and a former Chair of the Airports Council International (ACI) Legal Committee.


Charlotte Main, Shareholder
Littler Mendelson, P.C.

Charlotte a Shareholder at Littler Mendelson, P.C., and Program Director of Littler CaseSmart® – Littler’s innovative answer to administrative agency charges.  Charlotte utilizes her prior employment litigation and counseling experience to lead the Firm’s development of innovative and award-winning solutions for the delivery of legal services. 

Littler CaseSmart combines a streamlined case management approach, state-of-the-art technology, and a unique team-based staffing model to handle the defense of employment-related administrative agency charges cost- effectively and efficiently.

Charlotte joined Littler Mendelson in August of 2001. In law school, she was executive editor of the Loyola Consumer Law Review and a member of the National Moot Court Team and of the American Bar Association Moot Court Team.


Steven R. Petrie, Chief Strategy Officer
Faegre Baker Daniels

Steven manages the Strategy & Operations department at Faegre Baker Daniels.  In this capacity, he oversees the collection, extraction, and application of financial data and performance metrics for purposes of business analysis, practice development, creative pricing, and strategic planning.  Steve holds a Yellow Belt certification in Legal Lean Sigma and provides guidance for the firm's institutional efforts in the areas of legal process improvement and project management.  Steve’s department is also home to the firm’s office administration and compliance support functions.  Prior to his career in law firm management, Steve worked for the strategy and operations practice of a large consulting firm.  He is a frequent industry contributor on topics of law firm economics, profitability analysis, alternative pricing, and process efficiency.


Lon Povich, Executive Vice President, General Counsel and Secretary
BJ's Wholesale Club, Inc.

Lon graduated from Dartmouth College and from Harvard Law School.  Following law school, Lon clerked for the Chief Justice of the Supreme Judicial Court of Maine.  In 1985, Lon became a litigation associate at the Boston law firm of Goodwin Procter & Hoar. 

After five years at Goodwin Procter, Lon was appointed an Assistant United States Attorney in Boston, assigned to the Economic Crimes Unit.  From the U.S. Attorney’s Office, Lon went on to serve as Deputy Chief Legal Counsel to Massachusetts Governor William Weld for two and one-half years.  In the Governor’s office, he focused on matters related to the operation of state government and economic growth initiatives. 

In 1996, Lon began his career in-house, as General Counsel of The Boston Consulting Group, an international strategy consulting firm.  In early 2007, Lon moved to BJ’s.  In his current role, he is responsible for management of the legal team and for all legal issues arising from the operations of a Fortune 250 retailer with $10 billion in sales and 190 locations.

Lon has also been active in the local community.  From 1996 to 2004, he was a director of MassHousing (Massachusetts’ low income housing finance agency); from 2005 until 2010 he served on the Governor’s Judicial Nominating Commission; and he was recently appointed to the Massachusetts Superior Court Business Litigation Session Advisory Committee.  Lon also sits on the boards of directors of the Greater Boston Food Bank (where he chairs the Audit Committee) and Greater Boston Legal Services, and is a member of the Counsel at the Boston Bar Association. 


Adam L. Stock, Chief Marketing and Client Services Officer
Allen Matkins


Adam is responsible for marketing and client development at Allen Matkins, and AmLaw 200 firm. He brings his passion of marketing and technology to helping law firms do a better job providing value to their clients. Before joining the legal profession, Adam hired outside law firms as a high technology executive for Adobe Systems, Electronics for Imaging, Inc., and several start-up companies. Sales and Marketing Management Magazine named Mr. Stock a “Sales & Marketing Pioneer” and “Motivator of the Year” for his work in implementing sales systems in the legal industry.

He is frequent speaker on law firm sales, technology and video. Adam is president of the LMA – Bay Area Chapter, the Co-Chair of the Legal Marketing Technology Conference/West. He has also recently co-chair The Hildebrandt Institute's Social & Digital Media for Law Firms 2012. He is a Board Member of the Legal Sales and Service Organization (LSSO), an educational and networking organization for legal sales and service professionals. In 2012, his department won three international Legal Marketing Association awards for the firm's creative use of video, execution of thought leadership marketing, and the firm's website.


Chris Trauzzi, Chief Products Officer
Littler Mendelson, P.C.

Chris is the Chief Products Officer at Littler Mendelson, P.C., and a member of the Littler CaseSmart® leadership team since inception – Littler’s innovative answer to administrative agency charges.  At the Firm, Chris is responsible for legal product development and business productivity improvements.

Chris joined Littler Mendelson in December of 2010.  Prior to joining Littler, Chris was the Chief Information Officer at an AmLaw 200 law firm, and later held the same position in a consulting capacity while working for a leading legal industry management and technology consulting firm. 

Prior to working in the legal industry, Chris owned and operated a technology consulting and development firm for over eight years, which was later sold to a public company where he then served on the leadership team in a marketing and practice leadership capacity.


Danette Wineberg, Adjunct Professor
University of New Hampshire


Danette is currently an Adjunct Professor at the University of New Hampshire School of Law, teaching a course on the in-house practice. She has nearly thirty years of in-house experience, more than twenty five of those years as Chief Legal Officer.  Danette served as the Vice President, General Counsel and Secretary of The Timberland Company for fourteen years until completion of its sale to VF Corporation in fall 2011.

Danette is a graduate of the University of Michigan Law School and she currently serves on the Board of Oberlin College and the Board of the Association of Corporate Counsel.  She was named by The National Law Journal in 2009 as one of the “20 Most Influential General Counsels in America” and by Ethisphere in 2010 and 2011 as one of the “Attorneys Who Matter.” And in 2012, she was selected for The Agenda “Compensation 100”.


Ready to receive all the benefits of a LSSO Membership?  Join Us Today!

Please send questions, comments or feedback to kim@legalsales.org or call (978) 509-1503

Powered by Wild Apricot Membership Software