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  • January 27, 2021 1:17 PM | Kirsten Lovett

    We'll cover 5 areas to help build a strong bridge between Marketing & Sales. Please invite your marketing team to this - as we want your teams to be on the same page about what is expected and what is available these days when it comes to reporting.

    There are some valuable data points and helpful information that Marketing can provide. We'll cover the top 5 areas and show examples of what they look like. These valuable reports and documents will be helpful in whatever professional services sales role you do for the rest of your life.

    Come prepared to see how your teams can grow together this year and be an efficient system that is a win for Sales, a win for Marketing and ultimately a win for your firm.

    You'll walk away:

    • Understanding the impact Return on Ad Spend (ROAS) makes for sales
    • Grasping the total number of leads generated broken down by lead type: i.e., Form submissions, phone calls, live chats, etc.
    • Understanding the role you can play in seeing more leads generated
    • Building a strong working relationship among marketing and sales professionals
    • Building the knowledge and understanding of what reports and data you can expect from your marketing team

    Register Now

    Can't make 2/11/21? Register now and we'll send you a link to the recording.

  • January 14, 2021 2:37 PM | Deleted user

    Fenwick seeks a Digital Marketing Technology Manager to enhance the firm’s marketing/business development function with technology solutions that deliver improved results.  LEARN MORE

  • January 14, 2021 2:28 PM | Deleted user

    Fenwick is seeking a Marketing Analytics and Reporting Specialist to develop and execute fact-based reporting, analysis, and analytical models in a way that improves decision-making across the marketing department.  


  • December 29, 2020 8:09 PM | Deleted user

    The Legal Sales and Service Organization, Inc. (LSSO) is pleased to announce that Kirsten Lovett has transitioned from her position as its executive director to a member of LSSO’s Board of Advisors. Lovett will continue to contribute to LSSO with her three years of experience as its Executive Director and her more than 18 years of experience in business development roles for law firms and other professional service organizations.

    We are also pleased to announce that Eva Booth has joined the organization as its new Executive Director. Booth has over 17 years of experience in the legal industry, working as a consultant and in client service with LawVision, Hildebrandt, and Altman Weil, Inc.

    “LSSO’s Board of Advisors is excited to have Kirsten in this position and to have her transition her current responsibilities to Eva,” said co‐founder Silvia Coulter. “Kirsten has first‐hand experience leading law firms in the evolution from marketing to business development. As we get ready to celebrate our 16th year, we look forward to having Kirsten help us continue our mission of serving as a source of innovative ideas and events for the legal community. Eva will oversee member services, LSSO’s annual RainDance Conference, sponsor and partner programs, and special initiatives such as the Women’s Rainmaker Survey.”

  • December 13, 2020 3:25 PM | Deleted user

    Fenwick is seeking a Senior Marketing Technology Manager who will oversee the technology aspects of the firm’s marketing initiatives.


  • December 13, 2020 3:13 PM | Deleted user

    Fenwick is seeking a CRM Manager who will be responsible for the development, execution, and continuous refinement of the firm’s CRM system – inclusive of technology, processes, people and data.


  • November 17, 2020 8:36 AM | Eva Booth

    Fenwick & West has an opening for a Business Development Specialist who will further the Firm’s business development efforts through support of the corporate practice and its individual partners, as well as senior business development staff.


  • November 03, 2020 9:40 AM | Kirsten Lovett

    The business development specialist works closely with the firm's chief marketing officer and members of the marketing/business development team to provide strategic business development and marketing support across the firm’s practices and industries, including with respect to the creation of company and industry profiles, pitches and RFPs, directory submissions, client-facing event management, and conference and tradeshow support. This position will be based Bridgewater, with occasional travel required to the satellite offices.

    Learn More and Apply

  • October 22, 2020 1:16 PM | Deleted user

    Be proactive with key stakeholders. This activity facilitates lawyer engagement (the ongoing biggest challenge identified by all BD surveys). The biggest complaint we hear from partners is the BD team is not proactive. Right or wrong, make it a point to build strong relationships with your internal clients.

    Nothing replaces that. Then recruit key partner(s) to support your critical initiatives.

    Conduct client feedback interviews. When a specific project for a practice group or partner is completed, go to their office or schedule a 10-minute Zoom call and conduct an “after project feedback” call. Any input will go a long way to helping you build relationships and provide feedback to your team.

    Turn non-responses into opportunities. Keep in mind lawyers are compensated to do work, bill work, and collect fees. The rest is done in their spare time, including important firm citizen roles on committees, and business development, or off-the-clock meetings for clients. If you need their input on something, go to their office or schedule a call. Make it easy for them to do business with the business development team.

    Practice your pitches. For important practice groups, executive committees, or other firm meetings, practice your presentations to be as smooth as possible. We ask the lawyers to do this for client meetings, so doing the same for your internal client meetings will make things go smoother and further build your confidence.

    Hand out compliments when appropriate. Send a hand-written note if you enjoyed working with a partner, or they did a good job presenting or running a client meeting. Everyone likes feedback, and lawyers seldom receive it from anyone. Everyone appreciates positive feedback in the form of compliments.

    Keep in touch. It is critical to keep in touch with your network of peers, sponsors/vendors/suppliers, and others. Do not wait until you need them—that is insincere. Keep in touch at least once a year and not with an e-holiday card. Be genuine by making a call or sending an email to see how people in your network are doing. Create a list of 20-50 people you should be in touch with annually or more often.

    Continue your education. Whether the firm pays for it or not, attend one program a year (writing skills, negotiating skills, presentation skills, etc.) to sharpen the skills you need to be good at what you do.

    Invest in yourself! Ask your team members to do the same. Ask your Professional Development team who they recommend and have outside consultant/trainers come in to train your team to sharpen skills.

    Be the best you can be at all times.

    Connect with peers in commercial businesses who have your position. Build relationships with peers from accounting or other professional service firms that allow you to expand your network and, at the

    same time, will enable you to build opportunities for you to connect one another’s professionals for programming, writing, speaking, etc. Stay connected outside of your legal network to learn best practices you can bring back to your firm and present to partners.

    Be happy. If you are, you will be your best. Take time for yourself—it is a demanding, busy industry we are in. 

    Silvia Coulter

  • October 21, 2020 4:21 PM | Deleted user

    Before the pandemic, it used to be so simple. Two professionals could meet and catch up in person over coffee. These brief “check-ins” were a convenient way to remain top of mind and to stay abreast of market intelligence. All that changed in March and, since then, we have all been forced to use digital replacements.

    If you are entrusted with maintaining market visibility for your firm, the solitude-laden summer of 2020 was disorienting, emotionally taxing and, at times, downright depressing. But recently, since shelter-in-place orders have been lifted and venues have become more accommodating, I’ve hosted several one-on-one, in-person, networking coffees and found them to be extremely worthwhile. These meetings brought on a brief sense of normalcy but could be more accurately described as “business as unusual.” invitation for an in-person networking coffee, in most instances, will be much appreciated by your clients

    If done with proper forethought, extending an invitation for an in-person networking coffee is no longer considered cavalier and, in most instances, will be much appreciated by your clients, referral sources and prospects.

    Before reaching out, consider these six steps to help ensure success.

    1. Listen Carefully

    Get a reading on your potential invitee’s comfort level with in-person meetings. Your goal is to identify others who share your desire to meet face-to-face and not to guilt anyone into stepping outside of their comfort zone.

    There is no reason to rush.

    I hesitate to call it risk tolerance, but that is probably the most accurate definition of what you are attempting to assess in others whom you may consider inviting. If you sense any wariness or trepidation from your potential guest, politely assure them that you are happy to wait until a later date to meet in-person. There is no reason to rush.

    2. Research Your Venue

    Locate a venue that has plenty of outdoor seating, follows local social distancing guidelines, limits the number of patrons, employs attentive staff who wear masks, and displays a consistent, visible cleaning regimen. Visit the location ahead of time to make sure that their posted rules and regulations are being practiced.

    Spacious hotel lobbies, outdoor cafés, open-air galleries, and restaurants with patios all make the most sense. Avoid small coffee shops and restaurants that appear crowded and ramp up everyone’s anxiety. You may also find success in neighborhoods, parks and on greenways with walking or yoga meetings. Just add coffee!

    3. Consider Your Timing

    Always avoid peak hours.

    It is easy to determine when most places are busy by checking their “popular times” information online. Even with social distancing rules in place, it is important to avoid the rush. Try a 10am coffee or an early afternoon tea.

    Ask your guest when they would like to get together, and you may be surprised at the flexibility most people now enjoy during their work from home days.

    4. Bring Your PPE

    Personal Protective Equipment is important to stay safe and to help relieve anxiety. Make sure to wear your mask initially and always bring extra, packaged masks with you in case there is a need.

    ...put your guest at ease

    Many people may prefer to keep their masks on in public even while seated and distanced, so be prepared to do the same. Also, it is prudent to have some hand sanitizer for yourself and to potentially share with your guest. I always suggest pocket-sized disinfecting wipes in case you want to do some extra cleaning on the table or chairs, which may help put your guest at ease.

    5. Stay Flexible

    If 2020 has taught us anything, it is not to be surprised if something changes. Things happen, schedules blow up, personal or professional emergencies can and will arise.

    Don’t sweat it. Gather the pertinent facts, make informed decisions, be prepared to offer logical next steps and then move on. It might be you it might be them. Trust me, everyone gets it… it is 2020 after all.

    6. Be Empathic

    Keep in mind that everyone has a lot rattling around in their heads these days. We are all shouldering many visible and invisible burdens, so don’t be surprised if your guest begins to unpack a lot more than just their current business issues.

    Always listen with intent and be willing to offer encouragement where needed. We can all use a little moral support these days. “That must be hard” or “I hear you and I get it” can be miraculous phrases at times. Listen with empathy and positivity.

    Follow these suggestions and, undoubtedly, you will plan a safe and successful networking coffee and create an atmosphere that will reward you and your guest with a renewed sense of purpose and connection.

    Virtual meetings are serviceable but nothing can replace the authenticity of an in-person visit. Make the effort and you’ll both likely find it therapeutic and energizing.

    Good luck and stay safe!

    David Burkhardt is Client Service Director at law firm Wyrick Robbins

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