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  • March 02, 2021 6:59 PM | Jenifer Hamilton (Administrator)

    The Business Development Manager will work with assigned lawyer teams to drive revenue growth, enhance the client experience, and execute marketing and business development tactics in support of firm and team business plans.

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  • March 01, 2021 4:33 PM | Jenifer Hamilton (Administrator)

    Kirkland & Ellis is seeking an enthusiastic, organized coordinator to support the marketing and business development efforts of the Firm’s Investment Funds Group as part of the Business Development (BD) team in our New York office.

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  • March 01, 2021 4:27 PM | Jenifer Hamilton (Administrator)

    Kirkland & Ellis has a Marketing Coordinator position for the Transactional practice. You will be responsible for enhancing the Firm’s experience database with company and industry data that will be used to structure a variety of marketing initiatives including business pitches, client presentations and web presence.

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  • February 14, 2021 1:05 PM | Jenifer Hamilton (Administrator)

    The primary responsibility is supporting the preparation and delivery of pitches/proposals/RFPs that highlight and reinforce the Ballard brand. This position reports to the Senior Proposal Specialist and can be located in any Ballard office.  

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  • February 11, 2021 6:16 PM | Kirsten Lovett (Administrator)

    Now available in the Members resources section.

    Watch the Video

    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


  • February 10, 2021 10:31 AM | Jenifer Hamilton (Administrator)

    By Mark Medici

    The pandemic taught us the importance of data-driven decision-making for client development. Firms can and must do more with data to serve clients. And the best time to introduce these ideas is now, during some economic stress and still some uncertainty.

    Why would that be?   

    • Client connectedness. We need to connect with our clients during times of economic stress,
    • Change enablement. We learned how quickly we are able to change and did over the last year,
    • Data guidance is critical for speed. Data was critically important before the pandemic and is more so now, helping firms’ teams to make better decisions faster,
    • Technology tools are empowering us. Better tools are available, creating greater organizational agility and providing power platforms to tell compelling stories and offer strategic insights. And, the good news…armies of people are not necessary to deploy modern client metrics and reports.

    In short, great tools and data are available today, and now we have a ready audience to receive them.

    Changes Which May Results from the Pandemic and Beyond

    What have we learned from recent recessions regarding industry change?  The following things come to mind related to client development: (1) resources become scarce, (2) clients become empowered, (3) new roles emerge within law firms and clients, and (4) new competitors become motivated to enter the market.

    These trends and others will increase the need for an enhanced client data framework, introduced below.

    Client Data-Driven Insights Action Loops

    The CLIENT DATA -> INSIGHT -> ACTION workflow illustrated below plots the three steps most firms use to manipulate data to support client decision-making: (i) data aggregation, (ii) insight generation, and (iii) resulting actions taken.  In the next wave, data quantities will be exponentially larger, decision models will become more sophisticated, and the importance of follow-on action will be paramount. 

     

    Imagine, for example, a client alerting system that signals a significant issue or change with a client and provides a playbook and set of recommendations about what you should do to mitigate this issue.

    Performance Data Operating System – Key Client Applications

    Key uses will evolve out of current firm activities, while new ones may emerge, examples including:

    • smart pricing and more rapid fee arrangement deployment, based on knowing with precision, the firm’s underlying costs,
    • client and matter portfolio risk profiling,
    • predictions on matter outcomes, matter profitability, client attrition, client needs, talent success rates, etc.,
    • client listening and needs analysis triage systems,
    • software-guided client compliance and OCG systems,
    • digital client firm "situation" rooms (think smart Zoom rooms blended with Slack, and relevant client metrics),
    • use of industry matter standards and new client metrics,
    • outcome scenarios for budgeting and setting client expectations.

    Data Design Must Drive Action: Living Analytics

    Today, most data experts classify data insights into four groupings: descriptive, diagnostic, predictive, and prescriptive, as illustrated in the chart below published by Gartner.


    Applying the above framework to client metrics, you can think about how metric design, their intended purposes, and anticipated uses may change as you push further into decision automation. In the table below, I list client development categories and how you might think of them by the phases in the continuum.

    Living Profit Analytics for Law Firms

    The above are only a few examples of client-oriented issues where data can support your thinking, decision-making and actions. Even as budgets likely remain tight for the remainder of 2020 into 2021, it is imperative to plan and begin your steps for your accelerated data strategy.

    In Summary

    Law firms continue to learn from the economic shifts we’ve seen in the last two decades including the recent pandemic.  Each of these cycles provided lessons about client strategy.  As described above, this structure for data can provide context, help set priorities, and be a guidepost for planning and successful forward-looking strategic execution. 

    1 Recent surveys indicate that marketing and business development budgets were cut by upwards of 20% year-over-year in the first half of 2020.


    About the Author:

    Mark Medice is a Principal at LawVision and leads the Financial Performance and Data Science Practice. He has over 20 years of leadership experience providing and applying data solutions to the most pressing challenges facing law firm leaders.


  • February 07, 2021 9:07 AM | Kirsten Lovett (Administrator)

    BE RECOGNIZED FOR YOUR ACCOMPLISHMENTS!

    LSSO and Hellerman Communications are excited to announce that nominations are now open for the 2021 Sales & Service Awards. The Sales & Service Awards salute the efforts and results from individuals/teams who have helped their firm drive revenue.

    Now is the time to celebrate your accomplishments!  Submit your nomination on or before March 19, 2021 in one or more of the following categories.

    • Sales & Service Executive of the Year – this award goes to a leader who played a crucial role in retaining clients and/or growing firm revenues in 2020. Large firm and smaller firm categories. See the nomination form for more details.
    • Sales & Service Team of the Year – this award goes to a team who played a crucial role in retaining or  growing firm revenue in 2020.  Large firm and smaller firm categories. See the nomination form for more details.

    Submit a Nomination


    Did you or your team play a crucial role in growing firm revenue or improving client service? Did you lead efforts to retain an "in jeopardy" client? Did you initiate a new client relationship or  implement new technology to benefit the firm? We want to hear from you! 

    Award: The winning executive and a representative from each team will receive a free registration to the 2021 Global Sales Summit and may be asked to participate in a Q&A panel at the conference. Executive and Team winners will receive a one-year membership to LSSO, an award and a badge for digital/print use.

    See past winners and learn more here: Sales & Service Awards


  • February 04, 2021 3:10 PM | Jenifer Hamilton (Administrator)

    Fenwick is seeking an experienced communications professional to manage, support and execute numerous strategic projects and initiatives furthering  external and internal communications goals. 

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  • February 04, 2021 3:07 PM | Jenifer Hamilton (Administrator)

    Fenwick is seeking a Client Engagement Specialist who will further the firm’s marketing efforts through support of client engagement and alumni initiatives. 

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  • February 04, 2021 3:03 PM | Jenifer Hamilton (Administrator)

    Fenwick seeks a Communications Specialist who will be responsible for leading, managing and supporting numerous strategic projects and initiatives furthering our external and internal communications goals. This job can be based in any of our offices.

      LEARN MORE

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