LSSO

RainDance Conference 2004
June 23-24, 2004

Conference Sponsors

Sponsorships Available
Please click here if you are interested in learning about RainDance sponsorship opportunities.

Harborside Hyatt Regency at Logan International Airport

The Hyatt Regency at Logan affords sweeping views of Boston Harbor and the City of Boston. A unique conference facility with easy access to all of Boston's greatest restaurants, sights, museums and stores. To learn more about this unique hotel, please visit www.harborside.hyatt.com.

RAINDANCE ™ 2004 FACULTY

Martha Fay Africa
Major Hagen & Africa and Founder, ABA Women Rainmakers

John Cunningham
MA Lawyers Weekly, former General Counsel for Pizzeria Uno

William J. Flannery
WJF Institute

George Friedel
Chief Business Development Officer, Parsons Brinckerhof

Allison Friend
Chief Human Resources Officer, Goodwin Procter LLC

Suzanne E. Gilbert
Holland & Knight, and Coordinator of the Women’s Initiative for Orlando office

Patricia Gray
Sr. Vice President, General Counsel and Secretary, Arch Wireless, Inc.

Heather Jefferson
The Delaware Counsel Group, LLP and Chair, ABA Women Rainmakers

Kim V. Marrkand
Mintz Levin, Cohn, Ferris, Glovsky & Popeo P.C.

Dr. John Martin
Chadwick Martin, Bailey

Tom McCarty
Six Sigma, Motorola, Inc.

Gabriel Miller
General Counsel, Captivate Network

Roberta Montafia
Chief Marketing Officer, Day Berry & Howard LLP

John Murphy
Director of Information Technology, Goulston & Storrs

Michael O’Horo
Sales Results Inc.

Leigh Ann Patterson
Nixon Peabody, LLP

Michael Rynowecer
BTI Consulting, Inc.

Ann Marie Sabath
At Ease, Inc.

Dennis Snow
Snow & Associates; former Disney executive

Joan Stoddard
Legal Counsel, Partners Healthcare System, Inc.

Who should attend:
•	Partners in charge of business development
•	Chief Client Development Officers
•	Directors of Sales
•	Quality Service Leaders
•	Chief Quality Officers
•	Managing Partners
•	Chief Marketing and Business Development Officers
•	Chief Financial Officers
•	Chief Technology Officers

Program

A leadership conference on driving revenue and building client loyalty for managing partners, marketing partners, COOs, CMOs and rainmakers

Click here to listen to an interview with Heather Jefferson, leading attorney and ABA Women Rainmakers Chair, by Peter Marx of Legal Insight. Heather Jefferson will be speaking at the RainDance Conference.

The RainDance Conference features sales and service excellence leaders who have the experience and insight to help you develop competitive, effective sales and service strategies. Building client loyalty and driving revenue are key to the survival of your firm.

To help bring it all back to your firm, a core team of experts will discuss and translate how to build from and master these winning tactics and strategies for your firms.

Conference Program

Wednesday, June 23

Registration11:00 AM - 5:30 PM

1:30 PM - 3:30 PM

Session 1

Improving Your Sales Odds by Improving Your Techniques
Ann Marie Sabath is a world-renowned expert and author who coaches CEOs and senior level firm management on networking etiquette and relationship-building across cultures.

3:45 PM - 5:00 PM

Session 2

General Counsels Speak: The Future of Law Firms-Where is All this Heading?

Introductory Remarks:

John Cunningham, MA Lawyers Weekly, former General Counsel, Pizzeria Uno

Moderator:

Michael Rynowecer, President, BTI Consulting
Michael interviews hundreds of general counsel annually for input to the BTI Client Service 40 Study, which has now become the preeminent measure of law firm excellence. Hear about the expectations of today’s law firms and recommendations from the businesses that hire them.

Panelists:

Patricia Gray, Senior Vice President, General Counsel and Secretary, Arch Wireless, Inc.

Gabriel Miller, General Counsel, Captivate Network

Networking Cocktail Reception5:00 PM - 6:00 PM

Thursday, June 24

Registration and Sponsor Assistance
7:00 AM- 5:00 PM

Continental Breakfast7:00 AM - 8:00 AM

Keynote Session8:00 AM - 9:30 AM

Tom McCarty, Vice President Consulting Services, Six Sigma black belt , Motorola, Inc.
Motorola is the inventor of Six Sigma. Demand on outside counsel to follow the Six Sigma service standards model is increasing. Learn about the metrics and process improvement models corporations’ law departments are now putting into place and the expectations they have of outside counsel to adhere to these standards.

Morning Sessions9:45 AM - 12:00 PM

9:45 AM - 10:55 AM
Bill Flannery, WJF Institute

Session 3

11:55 AM - 12:00 PM
Mike O'Horo, Sales Results, Inc.

Building Your Sales Team: What does it really take to build an award winning sales team at your law firm?
Leading sales experts Bill Flannery and Mike O’Horo will help define roles, structure the processes and discuss how to integrate high-powered professionals into your firm.

RainDance Lunch12:30 PM - 2:00 PM

Luncheon Keynote: Dennis Snow, Snow & Associates
Dennis Snow is an expert in service excellence. During his 18 years as a senior vice president at Disney Corporation, Dennis was responsible for driving service excellence throughout the Disney World organization. His clients include large medical institutions, law firms, accounting firms, and Fortune 500 corporations. Dennis is passionate about building client loyalty and thereby increasing profitability.

Afternoon Sessions2:00 PM - 5:00 PM

2:00 PM - 3:00 PM

Session 4
(concurrent session)

A) The Pursuit of the Key Client

George Friedel, Chief Business Development Officer of world-renowned Parsons Brinckerhof, will discuss the Pursuit Strategy he uses to win some of the largest contracts in the world. The Pursuit is a strategy that drives the potential for millions of dollars of business BEFORE the RFP ever comes out.

2:00 PM - 3:00 PM

Session 5
(concurrent session)

B) The Philosophy of Rainmaking: Presented by the ABA Women Rainmakers

Panel Moderator:

Heather D. Jefferson, Esq., The Delaware Counsel Group, LLP and Chair, ABA Women Rainmakers
Click here to listen to an interview with Heather Jefferson

Panelists:

Martha Fay Africa
Member, Major Hagen & Africa, San Francisco, CA and Founding Member of Women Rainmakers

Suzanne E. Gilbert
Holland & Knight, and Coordinator of the Women’s Initiative for Orlando office

Kim V. Marrkand
Member, Mintz, Levin, Cohn, Ferris, Glovsky and Popeo P.C., Boston, MA

Leigh-Ann Patterson
Partner, Nixon Peabody, LLP, Boston, MA

Joan Stoddard
Legal Counsel, Partners Healthcare System Inc., Boston, MA

3:00 PM - 4:00 PM

Session 6

The Leadership Factor

Moderator:

Roberta Montafia, Member, LSSO Board of Advisors and Chief Marketing Officer, Day Berry & Howard LLP

Panelists:

Allison Friend, Chief Human Resources Officer, Goodwin Procter LLP

John Murphy, Director of Information Technology, Goulston & Storrs

What is “top down” management and leadership? Why are many sales and service initiatives really successful at some firms and not at others? We will hear law firm leaders who will discuss how your firm’s infrastructure, operations and leadership should support the business development functions.

4:00 PM - 5:00 PM

Session 7

Does Six Sigma, Service Excellence and Corporate Branding Really Work in a Legal Environment?

Dr. John Martin, Chadwick Martin Bailey

John (a former Baldridge examiner) will discuss his work with leading law firms in developing service criteria and measurement. John's clients include Mercedes, Microsoft, eBay and other top corporations. This is an incredible opportunity to hear first-hand how leading quality and service experts shape strategy to jump ahead of the competition.

Closing Reception5:00 PM - 6:00 PM

The RainDance Conference promises to be the foremost senior level management conference for today’s law firm executives. Attendance is limited to 150 registrants.