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RainDance Schedule
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| RainDance 2009 - CONFERENCE SCHEDULE | |
| WEDNESDAY, June 3 SALES | |
| 12 - 1 Lunch | |
| 1:15 - 2:30 Welcome Keynote What Really Works in Sales Management? David B. Godes Harvard Business School In this session, Dave Godes will address the questions he most commonly hears from sales managers and professionals. He promises to challenge participants to provide their own answers to these questions and to contrast them with the "right" answers found in the current state of empirical research. Dave holds a Ph.D. and S.M. in Management from the Massachusetts Institute of Technology and a B.S. in Economics from the University of Pennsylvania. At HBS, he teaches a MBA course on Business-to-Business Marketing and Sales as well an Executive Education course on Business Marketing. His current research focuses on three areas: His academic work has appeared in leading journals like Marketing Science, Management Science and Quantitative Marketing & Economics and he has authored numerous case studies on leading firms like Federal Express, Avon Products, XM Satellite Radio, Hasbro and Raymond James Financial. His research and opinions have been cited in such popular press outlets as The New York Times, Forbes, The Economist and The Boston Globe. | |
| 2:30 - 2:45 Networking Break | |
| 2:45 - 4:00 GENERAL SESSION SpeedReading® People for Sales: The Power to Connect Paul D. Tieger, President and CEO, SpeedReading® People What makes a potential client choose you over your competitors? The differentiator is the personal relationship you establish quickly with that prospect. SpeedReading People is the critical skill of understanding what your client needs and wants from you and how to deliver. Whether you are a lawyer working with a client or a leader in your firm, you will find out how to SpeedReach people to better connect. You’ll learn how to instantly develop rapport with potential and existing clients, understand their core motivations and goals, and “speak their language.” | |
| 4:00 - 4:30 Networking Break and Book Signing with Paul D. Teiger 4:30 - 5:30 GENERAL SESSION Rainmakers of the Year: Panel Discussion Featuring 2008 Winners Moderated by Gabe Miller, General Counsel, The Law Offices of Jim Sokolove, LSSO Board of Advisors, Rainmakers of the Year 2008 Judget 5:30 - 5:45 Awards Ceremony Presented by Larry Bodine on behalf of Originate! | |
| 5:45 - 7:30 RainDance Rainmakers Reception |
| THURSDAY, June 4 SERVICE EXCELLENCE | ||
| 7 - 8:00 Fitness for Rainmakers - workout with Darryl Cross | ||
| 8 - 9:00 Breakfast Program sponsored by HubbardOne | ||
| 9 - 9:45 Welcome Keynote The Role of General Counsels in Changing the Rules of the Game Michele Coleman Mayes, Esq. Senior Vice President & General Counsel The Allstate Corporation Michele Coleman Mayes will talk about her experiences with in-house attorneys and law firms around the question of “Who Gets Business - and Why? This is a unique opportunity to hear from Allstate's chief legal officer, Ms. Mayes brings the voice of the client to RainDance and her extensive legal, corporate and government experience to Allstate, having served in the United States Department of Justice and in well known members of the corporate sector: Burroughs Corporation and, later, after a merger of Burroughs and Sperry Corporation, the new company, Unisys Corporation; Colgate-Palmolive Company; and Pitney Bowes. | ||
| 9:45 - 10:30 The Law Firm Response to the ACC Value Challenge: We Must Change Michael Roster, Chair, ACC Value Challenge Steering Committee Kristin Sudholz, Director of Practice Development, Drinker Biddle & Reath LLP The Value Challenge is one of the most important initiatives of the Association of Corporate Counsel in 2009 and 2010. Find out what in-house counsel and law firms are doing to drive the success of this program. Get specific ideas and suggestions on how to engage your lawyers and clients in activities that will help revolutionize the way legal services are conducted. | ||
| 10:30 - 11 Networking Break | ||
| 11 - 12:15 General Session Case Study in Service Excellence Introduction and Case Study Roundtables Facilitated by Roberta Montafia | ||
| 12:15 - 1:30 Lunch | ||
| 1:45 - 2:45 Leadership: Lessons from Managing Partners: "If I Knew Then What I Know Now..." Debora de Hoyos, Mayer Brown Carl Leonard, former Chairman, MoFo James M. Neis, former Managing Partner, Winston & Strawn Harry P. Truehart, III, Chairman, Nixon Peabody Moderated by John O. Cunningham, consultant, freelance writer and contributor to various legal and business publications Our moderator practiced law for 16 years and served as general counsel for both Pizzeria UNO and Chief Auto Parts (later merged into “AutoZone”) and s a member of the LSSO Editorial Board. He was a reporter for Lawyers Weekly and is a co-creator of a monthly series profiling “thought leaders” in legal marketing and client development - in short, the perfect choice for a program that features a group of experienced leaders for a "front porch, Monday-morning-quarterback" conversation. They will talk openly and candidly about what they'd do differently if they knew then what they know now. By sharing what they've learned, they will help us learn valuable lessons in leadership. | ||
| 2:45 - 3:15 Networking Break | ||
| 3:15 - 4:45 BREAKOUT SESSIONS Service Excellence: Talent Acquisition, Management & Retention Jennifer Bluestein Director of Attorney Professional Development, Greenberg Traurig, LLP (Chicago) Terri Mottershead Director of Professional Development, DLA Piper LLP (US) (San Francisco) This session will review the critical role of talent management and its contribution to service excellence. Panelists will discuss their experiences and trends they have observed in the legal professional development industry particularly as these relate to departmental re-structuring; re-focusing on collaboration and partnerships with Marketing/other support departments, and leveraging internal product for external consumption, all as part of a renewed emphasis on service excellence. Highlights of LSSO's 2008 Women Lawyers Study Dr. Marla Baskerville Watkins Alexis N. Smith LSSO's 2008 Women Lawyers Study focus on the work lives of women lawyers and is intended to assess the professional experiences and working lives of female attorneys, with specific focus on their business development practices and performance. Key findings include which business development activities work best and how women are supported by their firms, along with how much time is dedicated to business development, what type of activities contribute to results, and what firms are doing to support women lawyers and other findings of significance. | ||
| 5:00 - 7:00 RainDance Reception at 10Pin AKINA AFTER PARTY - Continue to network and have fun at Akina's Night Cap After Party | ||
| FRIDAY, June 5 Process Improvement | ||
| 8 - 9:00 Breakfast | ||
| 9 - 10:15 Welcome General Session Process Improvement: Six Sigma, Lean, and More for Law Firms and Legal Departments of all Sizes Laura Colcord, Co-Developer and Lead Instructor LSSO's Process Improvement Certification Courses & Laura Colcord Consulting Law firms and, more importantly, clients are already using process improvement to their advantage. We know we can and should make things more efficient. But, from minor tweaks to major overhauls, we all face the same questions: Are there tools that help address the ACC Value Challenge? Can we identify and prioritize which process – or part of a process – will benefit from an improvement project? Is there a methodology that outlines a disciplined problem solving approach to execute projects? The answer to these questions is a resounding YES. Everything we do is a process. Simply put, a process is a describable, repeatable sequence of activities that generates an outcome. Processes are the “machines” that create and deliver value to the client AND to the firm. This session introduces you to approaches and tools that will help address the tremendous pressures to be more efficient. | ||
| 10:15 - 10:30 Networking Break | ||
| 10:30 - 12:00 General Session Case Study Results Interactive, faciliated discussion |
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| 12:00 - 1:15 Lunch and RainDance Wrap Up with Beth Marie Cuzzone Closing Remarks |
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