2015 RainDance Conference Agenda
June 10th ~ Day 1
     
 9:30 AM   Complimentary Pre-Conference Session 
   
Think Tank: Building Your Firm's Success Using a BD Maturity Model
    This high-level, creative and interactive Think Tank will discuss the "Maturity Model for Business Development" created by LexisNexis, which focuses on the unique challenges faced by the legal industry.  You will have an opportunity to roll-up your sleeves with your peers and determine where your firm is located along the business development spectrum model, how to move it forward, and the role of analytics in helping you along the journey.  Walk away with best practices, insights and innovative strategies to advance your firm along the business development spectrum.
    Toni Minick, Senior Product Manager, LexisNexis US
    Matt Thompson, Director, Client Success Team Program, LexisNexis Interaction
   
* Pre-registration is required
* Space is limited to 40 
11:00 AM Conference Registration
11:30 AM Relationship-Building Lunch
    Sponsored by ClientSmart
12:30 PM Welcome and Opening Remarks
    Craig Brown, Principal Consultant, LawVision Group
Rose Ors, Esq., CEO & Founder, ClientSmart
   
12:45 PM What Type of Leader do you Choose to Be?  The Power of Choices
We make choices everyday. Sometimes a single choice determines a pathway in your life. Most of the time our choices are on a much smaller scale and it’s harder to notice the impact they have on your life. Your choices represent your level of knowledge, your character and your willingness to learn. They reflect your personality and values; people judge the type of person you are based on the decisions you make. Ultimately your choices determine the type of person you will become. Outstanding leaders are ordinary people who move beyond what average organizations accomplish as a result of the choices they made. We all have the ability to do this, the choice is yours to make. Come hear this world-renowned speaker share his expertise.
Michael Bremer, President, The Cumberland Group
1:45 PM The "S" Word:  Sales Team Panel
Sales.  While some firms still hesitate before actually using the word, all agree focusing on driving revenue through an effective sales process is critical. And, as legal business development professionals, we are selling every day, both internally and externally.  Join top sales and business development professionals from disparate sized firms as we discuss proven strategies for growing top line revenue, galvanizing lawyer support and increasing practice area efficiency.  Whether mega-firm or boutique, when it comes to successful selling, size just doesn’t matter.
    Moderator: David Burkhardt, Client Service Director, Wyrick Robbins Yates & Ponton LLP
    Hans Haglund, Chief Business Development and Marketing Officer, Blank Rome LLP
    Jonathan Mattson, Chief Marketing and Business Development Officer, Tucker Ellis LLP
    Kerry Price, Chief Marketing and Business Development Officer, Bass Berry Sims PLC
2:45 PM Networking Break
3:00 PM Client Teams: Lead or Get Out of the Way 
We will launch this fast-paced presentation with your greatest challenges and you'll walk away with five tried and true ways to overcome them.
  Silvia Coulter, Principal, LawVision Group
 
3:30 PM You and Your Firm:  Closing the Gap
A great opportunity to hear the voice of law firms leaders and their views about you and your role. Are you stumbling or building?  Bring the questions you've hesitated to ask.
Patrick Patterson, Member & Director of Business Development, Evans & Dixon LLC
    Jeffrey Sharp, Managing Partner, Marshall, Gerstein & Borun LLP
4:30 PM Success Showcase--The Intersection Between Technology and Revenue
Come listen and learn how technology can impact sales and service success.
    Moderator:  Adam Stock, Chief Marketing & Client Services Officer, Allen Matkins
David Ackert, President, Practice Pipeline
    Nancy Furman Paul, Commercial Product Manager - Business Solutions, Bloomberg BNA
Matt Parfitt, President, Vuture US
5:00 PM The LSSO Sales & Service Awards Cocktail Reception
Sponsored by Berbay Marketing & Public Relations
Presenter of Awards:  Sharon Berman, Principal


June 11th ~ Day 2
8:00 AM Welcome Breakfast: Final Thoughts from Bill Flannery
Bill has been an iconic sales pillar in our industry.  Come hear Bill’s last public presentation with results from his newly released research coupled with ideas from decades of experience and a chance to win his new book!
William J. Flannery, Owner, WJF Institute
8:30 AM Will Consumers Lead the Next Wave of Legal Innovation?
Do you sell consumer or business law?  Are you sure? The consumer mind set has hit the business world.  With it comes new ways of looking at how we create, price, sell and deliver the legal work product.  This entrepreneur/start up legal business expert will discuss how his company is at the fore front of innovation during this disruptive time in the legal industry.  
Abe Gieger, Founder & CEO, Shake Inc.
9:15 AM Hunting Whales: The Opportunities, Perils and Trials of Selling Legal Services to Big Prospects
You will hear different strategies used in pursuing big matters with big clients and in navigating the complex and sometimes perilous process from idea generation to first pitch meeting to getting hired.
Christian Berger, Senior Advisor, Business Development Strategy, McGuireWoods LLP
9:45 AM Networking Break and Raffle
10:00 AM Start Today: 10 Things You Can Do To Impact Revenue
Kerry Barrett, President, Accretive Solutions
10:30 AM Building Effective Client Teams:  How Does the Big Four Do It?
Focusing on client segmentation and  working with the right client team is a game change strategy for profitable and sustainable account growth. You will learn key activities as well as best practices that will help you to put your account plan into action.
Alexandra Monteiro, Business Development Senior Manager, Barbosa, Müssnich & Aragão, Brazil
11:30 AM Best Practice Workshop: Value Driven BD Deliverables that Your Attorneys Will Actually Read
    This workshop will focus on preparing reports that present the data to your attorneys in meaningful and easy to consume formats. The current landscape is so big data driven that it is increasingly challenging to avoid compiling a massive data dump that just overwhelms your attorneys.  We will focus on how to synthesize data into a succinct, useful presentation with clear and actionable takeaways.
Brad Messerich, Business Development Senior Manager, Thomson Reuters
    Jillion Weisberg, Senior Business Development Senior Manager, Thomson Reuters
12:00 PM Networking Lunch Challenge
Meet three new people and be eligible to win an Amazon gift certificate!
1:00 PM Rapid Fire GC Panel: A RainDance Original
Back by popular demand, this fast-paced panel, moderated by a former GC, will be unlike any you have seen, featuring: direct one-word, one-sentence and one-minute answers to poignant questions about client concerns with legal service and sales; specific examples of sales or service techniques that have annoyed GCs or produced results; and insight into what clients value in terms of technology use, process improvement, service training, or other approaches to legal service and marketing.
Moderator:  Michael Chu, Partner, McDermott Will & Emery LLP
Vicki Baue, Vice President & General Counsel, CCO & VP HR, Cosi Inc.
    Paul Liebenson, GM - Regional General Counsel, North America, ArcelorMittal USA
    Fred Stein, Senior Vice President & General Counsel, Redbox
Lydia Wahlke, Vice President, General Counsel, Chicago Cubs
2:15 PM The Intersection of PD & BD:  Charting the Path.  Working Together.  Delivering Results.
Come and hear from two experts on how they have combined forces in their firms to align efforts across their PD and BD disciplines.  With the benefit of some storytelling, tactic sharing and group discussion in this session, you will be better ‘enabled’ to build your own platform with a joint PD/BD approach.  You will learn what messages your attorney clients want to hear from you, how to forge relationships between the PD and BD groups, and how to package the work each does to meet the needs of your attorney clients.
Karen Bell, Senior Director, Professional and Client Education, McCarthy Tetrualt LLP
    Anne Heathcock, Managing Director, Winston & Strawn LLP
3:15 PM Think Tank Review: Building Your Firm's Success Using a BD Maturity Model
    Hear about the pre-conference Think Tank and the "Maturity Model for Business Development" created by LexisNexis - the first of its kind in the legal industry.
    Toni Minick, Senior Product Manager, LexisNexis US
    Matt Thompson, Director, Client Success Team Program, LexisNexis Interaction
     
3:45 PM Are You Feeling Lucky?  RainDance Raffle
4:00 PM RainDance Wrap Up
4:10 PM Adjourn




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