John Cunningham recently sat down with RainDance 2019 conference co-chairs, Stephanie Hinrichs and Neel Lilani, to preview the upcoming event on June 5-6.
This year’s conference will feature sessions regarding useful dashboard metrics, improving client service, enhancing collaboration between lawyers and business development pros, cultivating personal resilience to climb new heights, rapid-fire questions for actual legal clients, and better ways to attract and retain diverse talent.
Q. This year’s opening luncheon will feature a “fishbowl dialogue” about sales strategies. Stephanie, what is that all about?
A. (SH): The “fishbowl” is designed to take advantage of all the best minds in legal service sales who will be in our audience. Four experts will kick off the program [Neel Lilani and Stephanie, paired with David Bowerman, Director of Client Development at K&L/Gates, and Hans Haglund, Chief Commercial Officer at Eversheds Sutherland] sharing their real-life experiences of opportunities seized or obstacles overcome. Then our moderator [Beth Cuzzone, Chief Business Growth Officer at Goulston & Storrs] will ask questions of audience members who volunteer to take an open seat at the table and share their experiences for the benefit of everyone. It will be a high-energy event that is rich in value.
Q. Neel, what kinds of value do you foresee the audience contributing and getting from this event?
A. (NL): There will be value in hearing shared experiences from a variety of perspectives presented by the speakers. I expect that we will engage in dialogue on a range of issues, likely to include best practices for client development, metrics used to evaluate success, and technology tools used to increase effectiveness, among others. I am also looking forward to discussing ideal skill sets and prior professional experiences for high performing external client-facing legal sales executives. Equally important, I am excited to discuss the evolving competitive landscape in the legal industry and the growth of alternative legal service providers.
Read the full interview in the National Law Review.