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  • July 13, 2018 10:02 AM | Kirsten Lovett (Administrator)

    Coaching Advantage Certification Program

    September 25-26, 2018 - Los Angeles, CA

    October 10-11, 2018 - New York, NY

    Register Now

    Coaching is becoming a profession within the legal profession.  Learning to become a business development coach or to refine your coaching skills to help lawyers reach their full potential for developing business is a great career opportunity. Through Legal Sales and Service Organization's (LSSO) partnership with LawVision, we bring our attendees and members unparalleled opportunity for advancing their careers as business development coaches. Further, our coaching certification will provide you with the training, tools, and credentials to coach lawyers at all skill levels. 

    LSSO's Coaching Certification program is delivered through classroom instruction by sales and coaching experts, accompanied by in house coaches who will provide case studies and examples of the day-to-day challenges and opportunities they face and discuss the methods for meeting those challenges and leveraging opportunities. Onsite programming, a live coaching session and one class follow-on webinar will complete your certification.


    Early Bird Discounts Ends Soon

    Los Angeles, CA
    $2,250 Before August 1  
    $2,500 After August 1 

    New York, NY
    $2,250 Before September 1 
    $2,500 After September 1      

    Additional discount for LSSO members 

    Register Here

    Register Now

  • June 29, 2018 2:31 PM | Kirsten Lovett (Administrator)

    The Business Development and Marketing Coordinator works closely with the Business Development and Marketing Manager to support the Energy and Project Finance practices. The Coordinator is a central part of the team and is involved in a variety of projects including: entering and maintaining data in the Firm's experience management system; assisting in the creation and maintenance of business development and marketing collateral for the group, including pitches and web materials; coordinating drafts of directory submissions and client references; coordinating activities to improve the profile of the practices involving outside organizations, such as sponsorships and other major events.

    Learn more and apply here

  • June 28, 2018 12:03 PM | Kirsten Lovett (Administrator)

    If you couldn't make LSSO's RainDance 2018 Conference, check out these Tweets to see what you missed.

    #LSSO2018



  • June 28, 2018 10:52 AM | Kirsten Lovett (Administrator)

    As always, the Legal Sales and Service Organization hosted a superb gathering of some of the top sales and service minds in the legal services industry on June 6-7 in Chicago, and as always, there were plenty of useful takeaways.

    Here are some of the things that stuck in my mind from this year’s RainDance conference:

    • The people at Design Build Legal are using their design-thinking experience gained from working with clients like Nordstrom to help law firms adapt to a fast-changing competitive landscape. With their help, some leading-edge firms are moving from “Here’s what we make – want to buy some?” to “What are your problems? We’ll design and deliver the solutions?” They facilitated a workshop in which audience members built models for solutions to actual problems presented by a senior legal officer at a Fortune 500 company in less than one hour – awesome.
    • Data-masters at Intapp explained how marketing/sales professionals can help their firms to choose the right strategic direction, and get better buy-in from all key partners by focusing on key data that is available in most every firm. Loved a quote they presented by a managing partner: “If we have data [evidence] let’s use that to make decisions. But if all we have is opinions, then let’s go with mine.” Among many data “heuristics” they presented was the “Rule of 3” which says that a client is much more likely to stay and grow with a firm if that client is buying three or more types of services (litigation, corporate, real estate, etc.). They also revealed that clients who seek increasing discounts on bills are likely to jump ship soon if changes in service are not made.
    • We learned from David Ackert of the Ackert Advisory that tracking data indicates that most prospects don’t become clients until an average of 14 impressions or touches are made (meetings, calls, content consumed, etc.). He also explained how important it is to have clear objectives for every interaction with a prospect prior to meeting or speaking with them. Thus, “winging it” is far less likely to produce a successful “impression” on which to build.
    Read more of my RainDance takeaways.

    About the Author

    John O. Cunningham is chair of the LSSO Editorial Board. He is a freelance writer, editor and marketing/communications consultant. Learn more here.

  • June 23, 2018 6:31 PM | Kirsten Lovett (Administrator)

    Boston, MA – The Legal Sales and Service Organization (LSSO) and Berbay Marketing & Public Relations announced the winners of the 2018 Sales & Service Awards which recognize sales, business development and marketing professionals who spearheaded initiatives contributing to law firm revenue growth in 2017

    The winners include:

    Sales & Service Executive of the Year: Kristen Leis, Chief Marketing and Business Development Officer with Parker Poe, who spearheaded the firm’s TeamUp! Yellow Belt Certification in Legal Lean Sigma® and Project Management two-day course. The firm teamed up with clients to learn process improvement and project management skills geared specifically for the legal profession. Parker Poe was the first law firm to host this kind of course in the Carolinas. Learn more.

    "The course was the third installment in Parker Poe's annual initiative called The Path, which I was able to curate and lead based on direct client feedback," said Ms. Leis. "The Path series aims to deepen relationships integral to unparalleled client service. TeamUp! followed Path initiatives using gamification to 'gamify' strategic business development activities, and a mini-MBA program, which I adopted from my own Executive MBA program for all lawyers in the firm."

    Sales & Marketing Collaboration of the Year: Orrick executed a global marketing campaign for its General Data Protection Regulation (GDPR) Readiness Assessment Tool involving collaboration between eight departments. The tool, with its engaging and innovative technology, raised the profile of Orrick’s practice and ultimately drove business to the firm. Learn more.

    “As an innovator in the delivery of client service, we make the law more accessible,” said Helena Lawrence, Senior Manager: Marketing & Business Development, Orrick. “Orrick’s GDPR Readiness Assessment Tool is an example of when dealing with major legislation, we offer value add solutions, along with our complimentary resources.”

    The awards were presented by Berbay Marketing & Public Relations at the 15th Annual RainDance Conference held June 6 – 7, 2018 in Chicago at the Mid-America Club.

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

    • David Burkhardt, Client Service Director with Wyrick, Robbins, Yates & Ponton
    • Mari-Anne Kehler, Chief Marketing & Strategy Officer with Green Hasson Janks
    • Jon Mattson, Director of Business Development with Baker & Hostetler, LLP

    Entries for the 2019 edition of the awards will open in November 2018.

     

    ###

    About LSSO

    Launched in 2003, 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 Process Improvement Certification Programs. Follow LSSO on Twitter and LinkedIn.

    About Berbay Marketing & PR

    Founded in 1995, Berbay Marketing & PR is a marketing and public relations firm specializing in fueling law firms’ revenue growth.  Follow Berbay on Twitter, Facebook, LinkedIn and Instagram.

     

  • June 22, 2018 4:49 PM | Kirsten Lovett (Administrator)

    Banner & Witcoff, Ltd. is hiring a Business Development Manager in Chicago, IL or Washington, DC. The Business Development Manager is responsible for supporting attorneys in their business development and marketing efforts, generating business leads and expanding client relationships. The Business Development Manager will collaborate with attorneys, marketing colleagues, and various departments across the firm.

    Banner & Witcoff, Ltd. is an intellectual property law firm with more than 110 attorneys and agents, and 98 years of practice providing legal counsel and representation to the world’s most innovative companies.

    Learn more about the position and apply here.

  • May 28, 2018 4:05 PM | Kirsten Lovett (Administrator)

    Marta Carreira-Slabe is the chief counsel for Aon plc in Latin America. She is responsible for managing Aon’s team of in-house attorneys throughout Latin America and for advising the business on legal, and compliance issues related to key corporate and regional initiatives as well as on overall business strategy. She also is responsible for supervising corporate transactional matters on mergers and acquisitions as they relate to Latin America; managing litigation and regulatory matters; and counsels and educates Aon Latin America on FCPA/anti-corruption policies, including third party compliance, as well as AML and date privacy issues. 

    Before joining Aon in 2006, Marta was an associate with Sidley Austin, LLP in Chicago from 2003 to 2006 where she practiced civil litigation, including copyright, media access and publishing-related issues, class actions and ERISA. Marta was responsible for several aspects of litigation and also represented clients before the International Chamber of Commerce.

    She began her legal career in 2001 as a law clerk for the University Of Illinois Office Of Legal Counsel in Champaign, Illinois.

    Prior to becoming an attorney, Marta was a television news anchor and reporter at WCIA-TV, in Champaign, Illinois.

    Matt Nolan is Vice President of The Heico Companies, a family-owned global group of 40+ manufacturing companies spanning a number of industries.  In his role as General Counsel of the Ancra Group, one of Heico's four platforms, Matt handles corporate, commercial, litigation, real estate, labor, employment, regulatory and all other legal matters for 18 companies operating on five continents.  In his role as Director of Heico Compliance, Matt oversees and operates Heico's global compliance program (policies, training and process).

    Prior to joining Heico, Matt served a brief stint as General Counsel of the American Football League of China (AFLC), an American-rules football league comprised of 90%+ domestic Chinese players headquartered in Shanghai.  He spent two years in Shanghai as Manager of Ethics & Compliance for Greater China for Dow Corning Corporation at the end of a seven-year span with that company that also included commercial counseling and lobbying law.  Matt started his career with Kirkland & Ellis LLP's private equity practice in Chicago.

    In 2016, Matt was named one of the Association of Corporate Counsel's Top Ten Thirtysomethings.  He was Chair of the ACC's 6,000+ member Law Department Management Committee in 2017, served two years as Vice-Chair of the American Chamber of Commerce in Shanghai's Legal Committee from 2014-2015.  Matt received his JD from Michigan Law School, where he serves today on its Development & Alumni Relations Committee and as Co-Chair of his class's reunion committee.  He is a Certified Compliance & Ethics Professional (CCEP), and speaks increasingly-less-fluent-with-time Mandarin.

    David Cambria is the Director of Global Operations – Law, Compliance and Government Relations for Archer Daniels Midland Company (ADM) where he works with the General Counsel to develop and lead a “best-in-class” law department operations function with a primary focus on aligning the department’s day-to-day operations with the business strategy. His team is responsible for overseeing the non-legal and tactical aspects of running the department, including day to day management of the following: finance, information technology, law firm and vendor management, client service/delivers and general administration. Prior to this position, David was the Senior Director of Enterprise Information Management for CDW Corporation. There he led CDW’s Information Management program by driving information security, data management, records management, eDiscovery and intellectual property initiatives across the organization. 

    In 2013, David was named by the National Law Journal as one of the Top 50 Legal Business Trailblazers & Pioneers. He is chairman of the advisory board for the Annual Law Department Operations Survey, where he also serves as editor and contributor. He received his BA, with honors in Political Science and Economics from St. John Fisher College and a Juris Doctor Degree from the University of Dayton, School of Law.

    John Cunningham will lead this fast-paced panel will be unlike any you have seen, featuring: direct one-word, one-sentence and one-minute answers to poignant questions about client concerns with legal service and sales; specific examples of sales or service techniques that have annoyed GCs or produced results; and insight into what clients value in terms of technology use, process improvement, service training, or other approaches to legal service and marketing.

    John Cunningham is a freelance writer and communications consultant who practiced law for nearly 17 years. During nine of those years, he served as V.P. and General Counsel to a publicly held international company and as General Counsel and Secretary to a Fortune 100 subsidiary.

    He also served as a news editor and reporter for Lawyers Weekly publications for more than four years. As a reporter and writer, John has produced articles for more than 20 press publications, covering stories about virtually all legal practice disciplines, as well as the marketing and management of law firms.  As a freelancer, he has also written white papers, newsletters, marketing materials and Web site content for trade associations and professional service firms.

    John attended Boston College Law School, where he was a magna cum laude graduate, member of the Order of the Coif, and an editor for the Environmental Affairs Law Review. For a complete profile, including information about his business, click on the “About” tab at: http://johnocunningham.wordpress.com

    Register for RainDance 2018

  • May 28, 2018 3:59 PM | Kirsten Lovett (Administrator)
    Stephanie Hinrichs, is the Director of Client Service at Womble Bond Dickinson. She brings more than a decade of experience in sales and marketing, specifically in the legal, economic development, airline, and transportation industries. Ss Director of Client Service, she works closely with firm attorneys and clients to initiate and expand relationships, as well as to ensure that the firm is providing the highest quality client service. Stephanie also leads the firms Manufacturing and Transport, Logistics & Infrastructure Industry Sectors.

    Neel Lilani serves as Managing Director at Orrick where he drives new global business opportunities through coordinated strategies across the technology sector.  He leads Orrick’s global corporate development group and manages the firm’s venture capital relationships to help companies with growth financing and business strategy evolution. He has served in senior strategy roles at some of the world’s leading law firms and Fortune 500 companies and is passionate about international growth, strategic planning, and technology-driven businesses.

    Stephanie and Neel are leading the Role of the Sales Professional in a Client Pitch. In this workshop, you will be challenged to communicate value-add services, broader firm practice offerings outside of the core pitch focus, geographic footprint and leverage personal connections to potential client(s).

    The Role of the Sales Professional in a Client Pitch - Workshop

    June 6 4:00 PM - 5:30 PM

    Meet More RainDance Speakers

  • May 28, 2018 3:52 PM | Kirsten Lovett (Administrator)

    David Cambria is the Director of Global Operations – Law, Compliance and Government Relations for Archer Daniels Midland Company (ADM)where he works with the General Counsel to develop and lead a “best-in-class” law department operations function with a primary focus on aligning the department’s day-to-day operations with the business strategy. His team is responsible for overseeing the non-legal and tactical aspects of running the department, including day to day management of the following: finance, information technology, law firm and vendor management, client service/delivers and general administration.

    Michael Caplan serves as the Goodwin's Chief Operating Officer. As COO, he manages the firm's business, financial and administrative operations. He serves on Goodwin's Executive and Management Committees, and focuses on the firm’s growth strategy and execution. His background includes roles in both corporate and consulting management positions where he has worked with over 30 general counsels in managing data analytics, technology project implementation, law firm relationship management and financial management.

    David and Mike will share lessons learned from running corporate legal departments and serving as the COO at an AMLaw100 firm. You will hear what they “wish they had known” and how you can apply their insight to help you create stronger partnerships between your law firm and corporate legal departments.

    Inside Out – Lessons Learned from Leading a Corporate Law Department and an AmLaw 100 Law Firm

    June 6 1:00 PM - 1:50 PM

    Register for RainDance

  • May 20, 2018 2:22 PM | Kirsten Lovett (Administrator)

    As the Legal Sales & Service Organization prepares for 15th Annual RainDance Conference, its co-founders talked with the National Law Review on how it started and the future.

    Q: What was your vision for the Legal Sales & Service Organization when you started it 15 years ago?

    A – Silvia Coulter, LSSO Co-Founder:

    The legal industry was shifting from a profession to a business. Part of the shift was introducing marketing, and therefore a means by which firms would compete, into the industry. We knew that highly-experienced, seasoned sales professionals would be part of the next wave of change. And while it has taken longer than expected, sales professionals are in fact joining law firms and bringing a new level of strategic sales to the practice of law, allowing partners to focus on what they do best—legal work and servicing clients. Sales professionals are providing the firms with a heightened ability to compete effectively for new business.  The vision for LSSO fifteen years ago is realized with these changes.

    Q: What is the role of sales professionals in law firms today?

    A – Beth Cuzzone, LSSO Co-Founder:

    Now, more than ever before, there are sales professionals helping partners guide the way to retaining and growing existing clients, and to bringing in new business. This year we launched the “2018 Legal Sales Uncovered: Trends and Salary Survey” along with our partner Hellerman Communications. This first of its kind survey will provide valuable insight and benchmarking data on how firm’s are structuring their sales roles. We will reveal the results at RainDance and provide copies to all the respondents.

    Read the full interview with Silvia and Beth in the National Law Review.

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