Ballard Spahr LLP has a terrific opportunity for a talented Proposal Coordinator to join the Ballard Spahr marketing and business development team. The primary responsibility is the preparation and delivery or pitches/proposals/RFPs. This role reports to the Proposal Manager and interacts with attorneys, directors of practice management, Legal Pricing/Project Management, Risk Management, Finance/Accounting, Human Resources, Information Systems, legal administrative assistants, and partner firms to coordinate and complete projects.

Learn more and apply here

Fenwick & West has a temporary opening for a Marketing Data Analyst (approximately 4-5 months) who will work with the marketing technology team to execute on reporting requests received from marketing and business development team members. This position can be based in the Mountain View/San Francisco (CA), Seattle (WA) or New York (NY) office.  READ MORE

Leopard Solutions is looking for a Senior Account Manager to manage existing accounts as well as to generate new business within a defined territory. Learn More 

This position would ideally be in New York City but they are open to remote for the right candidate.

Fenwick & West is seeking a Pitches and Proposal Manager for their Mountain View/San Francisco/Santa Monica (CA) or Seattle (WA) office.  Read more about this exciting opportunity  here.

In today’s environment, proactively managing client and prospect relationships is more important than ever. Despite this, many law firms struggle motivate lawyers to adopt even the most basic sales practices, such as CRM utilization. Join David Ackert, CEO of Ackert Inc. as he presents strategies law firms can use to build and maintain focused, achievable pipelines for a more proactive approach to new revenue. The program will also include preliminary findings from the latest market study on the state of CRM at law firms, including.

• Which CRM platforms have recently gained market share in the legal industry
• The factors contributing to low CRM adoption
• Strategies firms are using to overcome CRM adoption obstacles
• How to use BD leading indicators to forecast new revenue
• Recommendations for transforming the sales culture at your firm 

This 1-hour program will include time for Q&A. 

Registration:

Registration is free for LSSO members. Not a member? Join today - membership is free for 2020.

Join LSSO for a Q&A session with Samantha McKenna, founder of #samsales Consulting and former head of sales for LinkedIn Sales Navigator. Sam will share sales strategies and tips and answer your questions. Learn More

Elevate is recruiting a Law Department Consultant with excellent information gathering, data analytics, project management, and change management abilities and skills. As a Consultant at Elevate, you will support strategic customer engagements for FTSE100/Fortune 500 law departments and US top 100/ UK top 50 law firms.
Learn More

New Initiative to Stimulate Innovation and Best Practices for Professional Services Firms

Boston, MA June 17, 2020 – Today, the Legal Sales and Service Organization (“LSSO”), in partnership with LawVision, launches the Diversity & Inclusion Leadership Boardroom (“Leadership Boardroom”), a specialized initiative for executives to rethink, refine and recalibrate efforts to strengthen and build a diverse and inclusive professional services firm. At a time when COVID-19 and civil unrest have compelled firms to consider how to deliver best in class services in a complex and changing marketplace, measures on diversity and inclusion offer competitive advantages to those firms that are embracing innovation and change. The Leadership Boardroom will provide a confidential forum for strategic discussions on growing diversity within professional services firms, and to reconsider the most timely and relevant issues executives charged with managing diverse workforces face.  Leadership Boardroom membership is open to diversity and inclusion heads at law and accounting firms and companies that retain their services.

“The imperative of building and supporting a truly diverse and inclusive workforce has never been more urgent. This is a moment to think critically, to innovate, to act.” says Silvia Coulter, Principal of the Client Development and Growth Practice at LawVision and co-chair of the Leadership Boardroom. “This initiative is about change. About bringing together experienced leaders and moving the agenda forward, recognizing that now – when the full spectrum of human resource issues are on the table – is the time to consider ways to enable a workforce that can take full advantage of the talent and energy that comes from diversity and inclusion.”

The first of two Leadership Boardrooms in 2020 – July 29 – will be virtual due to COVID-19 challenges and will feature guest speakers as well as Leadership Boardroom member discussion topics. The theme is Diversity and Inclusion in the Age of the Pandemic and Social Unrest, and will consist of facilitated discussions on Diversity and Inclusion as Tools for Social Leadership, Gender and Ethnicity – Two Sides of the Same Coin?,  Critical Elements for Establishing Alignment with Clients and Diversity & Inclusion Metrics and Analytics.

The second virtual Leadership Boardroom will be on September 24, 2020.  It will feature topics identified in pre-conference phone interviews (or online surveys) with new and prospective Leadership Boardroom members and law and accounting firm clients.

“We are bringing together executives who are defining and honing the future of professional service firms, how those firms embrace their staffs and service their clients,” says Derwin Johnson, a strategic partner with LawVision and Principal at Derwin Johnson Communications. “This is a special forum at a special time. The professional services marketplace is changing. Embracing diversity must be a core element of that change. For that reason, professional service firm leaders who have track records of success within their firms are encouraged to attend.”

To sign up or for more information, please email Silvia Coulter, Principal Consultant,  scoulter@lawvision.com, or Christine Hicks, Executive Assistant, at LawVision (clhicks@lawvision.com) to confirm your attendance at one or both of the upcoming Zoom meetings.

About Legal Sales and Services Organization(LSSO): LSSO delivers the education and resources that lawyers and those who work with them need to improve their sales and client service skills with exclusive research, and tools and information for members only. LSSO supplies the legal marketplace with innovative, groundbreaking events and resources, including the annual RainDance Conference and LSSO's Coaching Certification Programs. Follow LSSO on Twitter and LinkedIn.

LawVision: LawVision offers customized services that strengthen the professional services industry. Our services cover all facets of firm leadership, including strategic planning, culture challenges, new business development, marketing and communications.  Follow LawVision at https://lawvision.com/ and on https://twitter.com/LawVisionGroup and https://www.linkedin.com/company/lawvision-group-llc/

• Chicago, IL, June 3, 2020 - The Legal Sales and Service Organization (LSSO) and Hellerman Communications today announce the winners of the 2020 Sales & Service Awards, which recognizes sales, business development, and marketing professionals who spearheaded initiatives contributing to law firm revenue growth in 2019. This year’s winners include:

  Sales Team of the Year:

  After Sutherland Asbill & Brennan and Eversheds combined to create Eversheds Sutherland in 2017, its business development teams made promoting and implementing successful cross-selling practices a top priority. The energy client service team in particular, comprised of Senior Business Development Manager Christina Buensuceso, International Head of Clients and Sectors Ian Cohn, and Partners Jacob Dweck, Catherine Krupka and Mark Davenport, identified a global energy client and developed a methodical plan to grow the client relationship across multiple practice areas on a global scale. The plan consisted of detailed communications with the client through internal team calls, client meetings, and in-person client satisfaction interviews. The client service team, and the other attorneys and business professionals that support this client relationship, were ultimately able to take the client from two to eight service lines and increased the total amount of matters handled in the U.S. by 38% and abroad by 36% over the past two years.

  Eversheds Sutherland also became a pioneer in the Business Development Company (BDC) space, launching the first-of-its-kind BDC Roundtable in 2002 to share information because of the complete lack thereof beforehand. This sales team, comprised of Business Development Manager Samira Willis, Senior Business Development Coordinator Emily Johnson, Events Manager Ebony Hunter, Events Coordinator Kathleen Waddell, and Senior Digital Marketing and Technology Specialist John Beck, under the leadership of Partners Steve Boehm and Cynthia Krus, made significant changes to critically enhance the 17^th annual 2019 BDC Roundtable. By revamping the sponsorship program, the BDC business development and marketing team increased sponsorship intake for the event by 43%, allowing for an enhanced event experience for attendees, and increased attendance by 10% from the year prior. The BDC team also launched a BDC industry app, which provides up-to-date information on the BDC market, regulatory news, developments, and other pertinent information from Eversheds Sutherland. Read more

  An Honorable Mention is being awarded to Womble Bond Dickinson’s entire Client Development Team for turning the firm’s participation in the 2019 Association of Corporate Council (ACC) Meeting, through a live In-House Roundhouse Podcast and coordinated on-site sales strategy, into a pitch meeting for a potential new client.

  Sales & Service Executive of the Year:

  Carolyn Rumpf Sandano joined Stroock & Stroock & Lavan as the Business Development Manager for the Real Estate group in February 2019. In just 10 months, Carolyn was able to revamp all approaches to business development and marketing for the real estate team. In addition to overseeing the development of a task force related to the New York City Climate Mobilization Act, Carolyn also supervised the formation of a cross-disciplinary PropTech practice and has implemented a streamlined approach to client services, business development, and media relations.

  Chief Marketing and Business Development Officer Trish Lilley says, “While getting the team ‘on board’ with a coordinated method for business development may not always garner loads of fanfare initially, it is a requirement for a strong and effective market-facing approach.” Read more

  An Honorable Mention is being awarded to Michael Mellor, Chief Marketing and Business Development Officer at Pryor Cashman, for his 20-year career in professional services business development and marketing. In his five years at the firm, Mike has successfully campaigned to ditch the pitch and has shifted the attorney mindset to one of value creation and advancing the conversation. During this time, he transformed his role and the firm’s perception of marketing and business development from a cost center to a revenue generating center - achieving measurable results and revenue.

  Partner Ali Panjwani says, “In over 15 years of practice, Mike is one of the most talented business development professionals I have had the good fortune to work with. He is often my first sounding board for new initiatives. He has keen perception and an ability to cut through the noise to identify opportunities, and then boundless creativity in exploring different ways to capitalize on them. That, paired with a true passion for his craft, make Mike an absolute pleasure to work with.”

  The following professionals served on the judge’s panel to select these award winners:

• • David Bowerman, Deloitte
  • Ron Gendron, Workday
  • John Hellerman, Hellerman Communications
  • Samantha McKenna, #samsales Consulting

The awards are typically presented at the annual RainDance Conference, which is now a series of web briefings due to the ongoing pandemic. In addition to considering these conference programs, please also consider attending a virtual roundtable on June 11, 2020 at 12:00pm ET with this year’s Sales & Service Award winners as they discuss the aforementioned campaigns, strategies, and tactics to support your ongoing sales efforts.

Entries for the 2021 edition of the awards will open in December 2020.

About LSSO:

LSSO delivers the education and resources that lawyers and those who work with them need to improve their sales and client service skills with exclusive research, and tools and information for members only. LSSO supplies the legal marketplace with innovative, groundbreaking events and resources, including the annual RainDance Conference and LSSO's Coaching Certification Programs. Follow LSSO on Twitter and LinkedIn.

About Hellerman Communications:

Hellerman Communications is an award-winning corporate communications agency that specializes in positioning professionals to win business and navigate crises. With expertise in strategic marketing & content development, crisis & litigation communications, and social influencer & stakeholder relations, we help the world’s most elite professionals and their firms build and protect their most lucrative relationships. Connect with Hellerman Communications by email or on Twitter, Facebook, LinkedIn or Instagram.

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Join LSSO and Hellerman Communications for a discussion with the 2020 Sales & Service Award winners. The awards recognize sales, business development, and marketing professionals who spearheaded initiatives contributing to law firm revenue growth in 2019.

• June 11, 2020
• 12:00 - 1:00 pm EST
• Zoom Webinar

Register 

Thank you to our 2020 sponsor

Hellerman Communications is an award-winning corporate communications agency that specializes in positioning professionals to win business and navigate crises. With expertise in strategic marketing & content development, crisis & litigation communications, and social influencer & stakeholder relations, we help the world’s most elite professionals and their firms build and protect their most lucrative relationships. Connect with Hellerman Communications by email or on Twitter, Facebook, LinkedIn or Instagram.