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  • August 21, 2019 12:19 PM | Deleted user

    By John Cunningham

    Corporate legal clients clearly flagged their service preferences while providing key insights on how and why they purchase or discontinue services at the annual Legal Sales and Service Organization (“LSSO”) RainDance conference in June.  Continue reading.

    About the Author:

    John Cunningham  is a former Vice President and General Counsel for a publicly traded company who now spends most of his time studying and writing about legal practice and legal services marketing. He can be reached via 

  • August 14, 2019 12:36 PM | Deleted user

    By John Cunningham

    Corporate legal clients answered several questions about content marketing by law firms at the annual Legal Sales and Service Organization (“LSSO”) RainDance conference in June. 

    Thanks to Louise Henkel, Director of Business Development and Marketing at Hill Ward Henderson, for her notes on the input provided by the following panelists:

     Keep reading...

    About the Author:

    John Cunningham  is a former Vice President and General Counsel for a publicly traded company who now spends most of his time studying and writing about legal practice and legal services marketing. He can be reached via 

  • August 05, 2019 2:13 PM | Deleted user

    In January 2020, Marketing Partner Forum visits The Ritz-Carlton Key Biscayne in Miami, Florida for three days of rigorous education and professional networking at one of the nation’s most luxurious properties. The Marketing Partner Forum is designed for client development partners, rainmakers, and the senior-most legal marketing and business development leaders across the profession.

    Conveniently situated near Miami International Airport (MIA), Key Biscayne is the ideal backdrop for one of the legal profession’s most revered programs dedicated to law firm profitability and client development in a dynamic legal services market.

    Highlights of the event:

    • Our content reflects the experience and sophistication of our international audience in terms of rigor, ambition and scope.
    • Attendees can interact directly with senior clients and network for new business and enjoy the stunning scenery, nightlife, spa and sand of southern Florida.
    • Refresh & reflect at our Wednesday Welcome Luncheon and Friday Bloody Mary Brunch

    Click here to view the full agenda. LSSO members receive a 15% discount on registration.

  • August 02, 2019 9:03 AM | Kirsten Lovett (Administrator)

    Make an impact at Goodwin, a global 50 law firm with a history of working on groundbreaking matters, and an increasingly focused approach to working with clients in the financial, private equity, real estate, technology and life sciences industries.

    The Business Development Manager is a leader who possesses a client-focused mentality, is highly service oriented, and has the ability to guide, direct and advise lawyers in a sophisticated marketing and business development environment. Responsibilities include helping shape the strategic positioning within the context of the Goodwin brand for both the Financial Industry (“FIN”) business unit (which spans both litigation and transnational work) and the Fin-tech practice; supporting client relationship-building initiatives; facilitating cross-selling opportunities with other practice groups and geographies; lead generation; and identifying effective thought leadership opportunities.

    Location: New York, NY or Boston, MA

    Learn more and apply

  • August 01, 2019 4:36 PM | Deleted user

    Goulston & Storrs has a Marketing & Business Development Specialist opportunity in Boston.  Read more!

  • August 01, 2019 4:31 PM | Deleted user

    Social Media Specialist for Goodwin's New York City office.  Read More! 

  • August 01, 2019 4:26 PM | Deleted user

    Business Development Specialist for Goodwin's San Francisco/Silicon Valley location.  Read More! 

  • July 29, 2019 8:14 PM | Deleted user

    WilmerHale has a great opportunity for a Client Development Specialist for their Palo Alto office.   Read more!

  • July 23, 2019 6:07 PM | Deleted user

    By David WhitesideDirector of Client Growth & Success at CLIENTSFirst. 

    As kids growing up, we all had aspirations and dreams of what we wanted to be when we grew up. Doctors, nurses, policemen, fireman, lawyer, teacher, rock star were pretty common. But, how many of you aspired to be an Orchestra Conductor? Interesting how we end up in the occupations we have today.

    In the world of professional selling, law firm sales is probably one of the most unique in how the sales effort is executed. First it is somewhat uncommon when the “sales person” and the “product” are often one in the same. Add to that lawyer’s dislike of being seen as “selling”. Nor do most seem to fully embrace being called “the product”. 

    Today, the reality of the legal business is selling is required and the lawyer is the product. The customer has become far more business like in how they acquire, measure and work with their outside legal providers. They like nice people and friends, but are quick to commoditize and likely to hire based on a matrix of experience, qualifications and rates versus the severity of the problem. Hiring firms from panels that offer a full bench of practice skill and geographic reach is becoming common. This has created urgency for law firms to improve the sophistication and skill in how they go about the sales process.

    We know change is hard. The term “Relationship Partner” has been around a while and is often substituted for sales and on occasion may even work to that end. But most of the time Relationship Partner is a euphemism for origination credit with perhaps a little stay away from “my client” for good measure. Not always best for the client.

    If we use an orchestra as a metaphor for the law firm. The orchestra is made up of many musicians. Some great musicians and some just good, but specialists who know how to play one, or maybe a number, of instruments. The musicians are typically arranged in what are called “sections” of similar type. The violins are part of the larger Strings section, Woodwinds, Brass and Percussionist are also arranged in sections. Each section has a designated leader. Musicians have often spent their lives perfecting their musical skills on a narrow range of tools.

    Like a music school, law schools teach in a manner that creates soloist. The end result is law firms are made up of specialists, soloists. Makes sense, if you can’t play solo how can you play in the orchestra. Like the strings, brass, woodwinds and percussionist sections, firms have soloists organized by practice groups. Practice groups usually have a leader. Floors and offices arranged by practice and skill. This works well for product delivery. But from a sales perspective, when soloists lawyers are the sales people, if they play the cowbell, they often see the client as needing more cowbell.

    Imagine the sound of 100 soloists without any direction? A troupe of musicians randomly playing scales as a warmup comes to mind. That is what a client hears. What takes the individual musicians’ talents and pulls them together into a harmonious performing orchestra is the Conductor. During the actual performance much of the conductor’s work is unnoticed. They may have a flair for the theatrical side, but in fact the most important work by the conductor was done in the weeks of rehearsals and practice before the actual performance. Bringing the sound into harmony and convincing some of the musicians how the conductors vision of the symphony should sound. 

    The role of the legal sales professional is in many ways the life of the orchestra conductor. Today’s client buying legal services doesn’t want to deal with dozens or hundreds of soloist. Like a symphony audience, they want an orchestra conductor who can harness the resources of the firm for them when and where they are needed to get just the right sound. The right soloist or section at the right time. Internally legal sales professionals face challenges of how to get the sections, and the soloists’ lawyers within the sections, to buy into the grace and harmony of the orchestra. How do you effectively communicate, lead and inspire to get the best sound possible out of the individual musicians? You may not have aspired to be an orchestra conductor, but look where you are today.

    About the Author:

    Dave Whiteside is Director of Client Growth & Success at CLIENTSFirst.

    Dave’s focus is helping the company grow and expand its CRM, Data Quality, eMarketing and Client Intelligence service offerings, and building alliances that help deliver additional value to Clients.

  • June 28, 2019 2:14 PM | Deleted user

     Listen to the podcast.

    Silvia Coulter, co-founder of Law Vision Group and LSSO RainDance has always been ahead of the legal marketing curve.  Silvia joins host Sharon Berman in the podcast "Law Firm Marketing Catalyst" (produced by Berbay Marketing & PR) to share current trends and future developments in the legal industry.  Episode 45

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